Training Report

On SALES OF BROADBAND AND LANDLINE CONNECTION

Submitted in partial fulfillment of the requirements of Bachelor of Business Administration (Industry Integrated) Affiliated to Maharishi Dayanand University (Rohtak) Session - 2007-2010 PROJECT GUIDE : Ms.Roma Sharma

Submitted to: The controller of The examination

Submitted by: PUNEET SHARMA BBA (I.I) 4th semester

D.A.V Institute of Management

FARIDABAD

ACKNOWLEDGEMENT

In particular I would like to thanks all the faculty members for there cooperation and contribution. I am also very thankful to all my friends at DAV INSTITUTE OF MANAGEMENT, FARIDABAD and my team leader Mr. PANKAJ KUMAR SINGH . To begin with I would like to offer my sincere thanks to Ms. Roma Sharma (project in charge) for her guidance.

(PUNEET SHARMA)

PREFACE

As a part BBA (Industry Integrated) curriculum Project Report has to be undertaken in the 4th semester. The objective of the report is to study the increasing need of the customer towards broadband and landline connection of the Airtel. SALES OF VOICE AND DSL CONNECTION This report is an outcome of sincere efforts to understand the procedure of sales. It gives me a feeling of immense pleasure to share my experience on my learning with others.

TABLE OF CONTENTS
Sr. No.
1 2

Particulars
Executive Summary Objectives of the study

Page No. 4 5

Industry Introduction

6-7

Company Profile Company History Company literature Products & Services

8-28

Research methodology

29-31 32-41

Data Analysis

Recommendations

42

Conclusion

43

9 Limitations of the Study

44

10

45
Appendix Bibliography

EXECUTIVE SUMMARY

Someone has rightly said that practical knowledge is far better than classroom teaching. During this training I fully realized this and came to know about how a customer chooses among a varied range of Plans available to him. The report contains first of all brief introduction about the company. Finally there comes data presentation and analysis in the end of the project. I also put some of my suggestion that they will help bharti Airtel ltd. to move a step forward to being the very best.

OBJECTIVES OF THE STUDY

The objective of my project report is to study the advertising strategy of AIRTEL Cellular service and its effect on mobile users existing and who are going to use mobile service in future. In other words, my aim is to study the Advertising Effectiveness of AIRTEL Cellular service.

1. To learn about the sales process

2. To do hardcore selling

3. To analyse the need of customer

4. To study the process of sales and marketing

5. To search proper person for proper internet connection

6. To satisfy the need of both customers and organization.

INDUSTRY INTRODUCTION

The Current Analysis Telecom Infrastructure Services module focuses on the professional, managed and technical services that major telecom network vendors are offering to help telecom operators solve problems, run their network services, and implement and maintain their network assets. The TIS module also includes coverage of global system integrators, often partners but sometimes competitors in this market, and their telecom network-related market strategies. Often standalone business units, telecom infrastructure services organizations have grown out of traditional product support groups with a heritage in technical customer service and maintenance. In recent years, however, vendors have added professional services expertise developed in-house and tAIRTELough acquisition and recruitment, and they have added network operations expertise tAIRTELough investment in NOCs as well as network asset acquisitions made via outsourcing agreements. Product maintenance and support services are increasingly being delivered on a multi-vendor basis, with a goal of ensuring network performance and service availability instead of basic product replacement and repair.

Coverage areas include: Professional Services The professional services segment includes network design and consulting, systems integration and migration, and network optimization services. It also includes project management, where the vendor acts as prime integrator in a turn-key deployment. Network equipment suppliers are finding their skills in greater demand among service providers that need the suppliers to step in on a consultative basis to help them get the best performance out of their network investments. Managed Services The managed services segment consists of network outsourcing as well as hosted and managed application services. Increasingly, 7

carriers are looking to the potential outsourcing benefits of scale and time-to-market in order to address market opportunities flexibly and efficiently while minimizing costs (both CapEx and OpEx) and risk. Technical Services The technical services segment comprises the deployment, maintenance, and technical support activities of network vendors. This includes installation and commissioning, repair and replacement services, software upgrades, troubleshooting and technical support, and training and education services. As with the managed services and professional services segments, multi-vendor competencies are being developed by vendors in order to compete effectively for a greater share of customer spend.

COMPANYS PROFILE

We are one of India's leading providers of telecommunication services with a nationwide presence in all the 23 licensed jurisdictions (also known as Telecom Circles). We served an aggregate of 88,270,194 customers as of December 31, 2008; of whom 85,650,733 subscribe to our GSM services and 2,619,461 use our Telemedia Services either for voice and/or broadband access delivered tAIRTELough DSL. We are the largest wireless service provider in the country, based on the number of subscribers as of December 31, 2008. We also offer an integrated suite of telecom solutions to our enterprise customers, in addition to providing long distance connectivity both nationally and internationally. We have recently forayed into media by launching our DTH and IPTV Services. All these services are rendered under a unified brand "Airtel".

The company also deploys, owns and manages passive infrastructure pertaining to telecom operations under its subsidiary Bharti Infratel Limited. Bharti Infratel owns 42% of Indus Towers Limited. Bharti Infratel and Indus Towers are the two top providers of passive infrastructure services in India Company shares are listed on The Stock Exchange, Mumbai (BSE) and The National Stock Exchange of India Limited (NSE)

Partners The company has a strategic alliance with SingTel. The investment made by SingTel is one of the largest investments made in the world outside Singapore, in the company. 9

The companys mobile network equipment partners include Ericsson and Nokia. In the case of the broadband and telephone services and enterprise services (carriers), equipment suppliers include Siemens, Nortel, Corning, among others. The Company also has an information technology alliance with IBM for its group-wide information technology requirements and with Nortel for call center technology requirements. The call center operations for the mobile services have been outsourced to IBM Daksh, Hinduja TMT, Teletech & Mphasis. The company's unique strategic outsourcing model has been studied and documented by Harvard Business School as a case study which is available for download at:http://www.hbsp.harvard.edu/.

Factsheet At-a-glance guide to Bharti Airtel Organization Structure Organisation chart depicting the Senior Management positions Shareholding Structure Details on the latest shareholding structure and major shareholders, as on June 30, 2008 Awards & Recognitions Laurels recognising Bharti's consistent efforts.

Bharti Airtel, India's leading private integrated telecom company, has been at the forefront of the telecom revolution and has transformed the telecom sector with its world-class services built on leading edge technologies. Bharti has been a pioneering force in the telecom sector and today enjoys a strong nationwide presence. Bharti Airtel has grown successfully in partnership with various leading companies of the world - Singapore Telecom, Vodafone, Warburg Pincus, British Telecom to name a few. Bharti Group has joint ventures with AXA for financial services, with Wal-Mart for retail, and with Del Monte for its agri-business. Beetel Teletech, another group company, is India's largest manufacturer and exporter of telephone terminals.

10

Sunil started his career at a young age of 18 after graduating from Punjab University in India and founded Bharti, with a modest capital, in the year 1976. Today, at 51 he heads a successful enterprise, amongst the top 5 in India, with a market capitalization of over US$ 25 billion and employing over 30,000 people. Sunil is an alumnus of Harvard Business School, MA, USA. Sunil has been honoured with one of India's highest civilian award Padma Bhushan. Sunil has been conferred the degree of Doctor of Science (Honoris Causa) by the G B Pant University of Agriculture & Technology. He is also an Honorary Fellow of "The Institution of Electronics and Telecommunication Engineers (IETE)". Sunil received the GSM Association Chairman's Award for the year 2008. He is also on the board of the International Telecommunication Union (ITU), the leading United Nations Agency for Information and Communication Technology. Sunil has been honoured with the 'Global Vision' Award 2008 by the U.S.-India Business Council (USIBC). He has been the co-chairman of the World Economic Forum in 2007 in Davos and is a member of its International Business Council Sunil was chosen the Asia Businessman of the Year by Fortune and Asia Pacific CEO of the Year by Frost & Sullivan in 2006.

COMPANYS HISTORY

11

Bharti Tele-Ventures was incorporated on July 7, 1995 as a company with limited liability under the Companies Act, for promoting telecommunications services. Bharti Tele-Ventures received certificate for commencement of business on January 18, 1996. The Company was initially formed as a wholly-owned subsidiary of Bharti Telecom Limited. The AIRTEL technology of events since Bharti Tele-Ventures was incorporated in 1995 is as follows: Calendar year & Events

2002 - Comes out with issue of 18.53 crore equity shares tAIRTELough book building route with a floor price of Rs 45 per share, received bid for 18.55 crore shares. TAIRTELough the issue, it becomes the first company in India to come out with 100% book building issue -Issue price fixed at Rs 45 per share, floor price fixed by the company. Raises Rs 834 crore -Shares listed on BSE, NSE and DSE, opens at 11% premium to its issue price of Rs 45 -Enters into a 5-year agreement with Escotel and ETL of the Escorts group to contract leased line connectivity for its cellular operations -Mr. Ravi Akhoury ceases to be Director of Bharti Tele

12

-DoT grants ILD Telephony License to Bharti Telesonic, subsidiary of the company -Signs MoU with Telia AB to buy out their 26% stake in Bharti Mobile -Ties up with SSC (Secondary School Certification) Board, Hyderabad, where Bharti will announce SSC results to its customers on their mobile phones -ICICI Bank ties up with Bharti for pre-paid mobile cards via ATMs -Bharti forays into Mumbai with offers -Alpine International Ltd. and ELM International Ltd. acquire shares of Bharti Tele-Ventures -Sunil Mittal, Chairman & Managing Director of the company, bags Businessman of the year award by Business India 2003 -Airtel breaks interconnectivity with Tata Teleservices in AndAIRTELa Pradesh Circle -Company accorded its approval for amalgamation of its subsidiary companies viz:Bharti Telenet Ltd, Bharti Telesonic Ltd, Bharti Broadband Networks Ltd and Bharti Comtel Ltd tAIRTELough scheme ofAmalgamation. The merged entity would be renamed as Bharti Infotel Ltd

-Air Tel launches Local direct dialling facility in Chennai circle

13

-Mobilises 5 m long term foreign currency borrowings for expansion of cellular operations -Bharti Cellular unveils CareTouch service -Bharti Group's cellular brand Airtel has unveiled free multimedia messaging services (MMS) for its customers. The company has also rolled out pan-India GPRS (General Packet Radio Services) for its corporate subscribers -Launches its `IndiaOne MeetXpress' audio-conferencing service -Punjab, Haryana get free incoming calls from Airtel -AirTel provides SMS facilities to hearing impaired in Chennai -Goa, Maharashtra gets 'voice portal' services by Bharti Cellular -Launches free additional connection to its new subscribers in New Delhi -Mr Sin Hang Boon and Mr Wong Hung Khim have resigned from the Board of Directors of Bharti Tele Ventures Ltd with effect from February 27, 2003. -Airtel provides SMS cricket updates -Bharti Mobinet Ltd, the Bharti group company that provides the AirTel mobile service in Chennai, today launched its GPRS (General Packet Radio Service) network and an MMS (multi-media messaging) on the GPRS platform

14

-AirTel unveils new ring tones for karnataka cellular market -AirTel Subscribers exceed 3 million mark -AirTel unveils RAD system -Mr P M Sinha resigns from the Board of Directors of the Company with effect from March 31, 2003. -Bharti TeleVentures announces the completion of merger with Bharti Mobitel -Bharti Mobitel Ltd. merged with Bharti Cellular Ltd. -AirTel reintroduces 'Mobile 2 Mobile' offer for Karnataka customers -AirTel, Touchtel jointly offer freeTouchtel land line for post-paid Airtel connection -AirTel rolls out voice mail service for pre-paid customers -AirTel unveils new scheme for pre-paid customers giving away free talk time worth Rs 10 crore -Airtel surpasses 4 lakh subscriber base in Karnataka -Bharti announces new tariff plan AirTel 012 -Offers 0-1-2, a new cellular package for the customers, which means zero charges on incoming calls, Re 1 on mobile-to-mobile outgoing calls, Rs 2 on mobile-to-mobile STD calls

15

-Rolls out Airtel messenger service -AirTel offers bundled handset, connection package for Rs 5715 -Airtel slashes SMS rates to 60 paise; excludes Delhi and Mumbai -Bharti cellular, wholly owned subsidiary of Bharti Tele-Ventures, increases its stake to 100% in Bharti Mobile -Iinks distribution pact with Hathway Cable. With this alliance, Bharti is said to be the first telecom firm to step into television distribution services -Six cell operators move over from Bharti to VSNL -Airtel augments cellular coverage in TN by including Arcot & Walajapet in its network -Airtel ties up with Coke in Chennai to sell its Magic prepaid cards -AirTel embarks on network expansion in Hyderabad -Airtel unveils IndiaOne Long Distance Calling Card -AirTel introduces unified tariff package in TN, Chennai -Airtel becomes front runner in Karnataka's mobile services market -Bharti Tele launches 'Always on' service to its subscribers -SBI, AirTel announce EMI offer at Rs 299

16

-Bharti and MTV join hands to launch new SIM card -AirTel unveils new post-paid scheme at zero rental -AirTel launches `Happy Plan' in AP -Airtel emerges as the highest selling pre-paid card -Airtel join hands with Alcatel & Videocon to launch new scheme -AirTel service provider touches 5 lakh customers in Punjab -Airtel offers 5 new services for its customers in Mumbai -Bharti launches first dual band network in Delhi -Gets 14th place among top 25 Cos in India -Bharti Mobile crosses 4 lakh mobile subscribers in AP -Airtel holds top position in terms of dealer penetration -Prof. V S Raju has been inducted on the Board of Directors of the Company. -Touchtel launches SMS service in fixed line phones in Karnal, Panipat -AitTel unveils special offers in Kerala -AirTel launches InnoWest for the western region

17

-Bharti Tele-Ventures enters into an agreement with Telesystem (Mauritius) Pvt. Ltd -Airtel slashes out going sms price to 30ps - AirTel on December 16, 2003 announced the launch of expense tracker service, which provides customers the option of tracking their day-to-day expenses on a daily or monthly basis. To avail of this service, the customer should register himself by sending EXP REG Your mail ID{gt} to 3020. This service will allow a user to track expenses, while on the move by sending an SMS. Each SMS sent to 3020 would cost Rs 3. -AirTel introduces MTV Club Card in Chennai 2004 -Bharti unveils new card for Mecca piligrims -AirTel enrolls 50,000 customers in its mobile service in 60 days -Launches WAP enabled portal Service in Kerala - Bharti Cellular's AirTel has extended its mobile connectivity to Karaikkal, Nagur, Mannargudi and Kovilpalayam in Tamil Nadu circle. -Airtel customer base touches new high of 5 lakh mark in AndAIRTELa Pradesh - Mobile service provider AirTel is launching its first ever MMS (Multi Media service) downloads in Tamil. The launch of this service has been timed to coincide with Pongal.

18

-AirTel tie up with MAA TV -Airtel launches Rs 50 pre-paids recharge -AirTel launched a family pack for its post-paid customers in Chennai on January 29. According to a press release, the family pack may have a maximum of 10 members spread across the country. The combined basic plan fixed charges/rental of all family members in the pack will have to be equal to Rs 450 but less than Rs 1000 for the family 450 pack and above Rs 1000 for the family 1000 pack. The offerings under family pack 450 include 15 free mobile to mobile STD minutes withi the family, 50 free local calling minutes to each family member, calls within the family in same circle at 50 paise per minute, 25 free local SMS and one subscription alert service free for 3 months. -Bharti Tele-Ventures enters into a tAIRTELee year service agreement with Ericsson -Bharti Tele-Ventures (BTVL) has signed and received unified access service licence to provide GSM services in five circles including Uttar Pradesh (East), West Bengal & Andaman Nicobar, Orissa, Bihar and Jammu & Kashmir. The licence has been granted to Bharti Cellular Ltd (BCL), the cellular arm and subsidiary of BTVL. -Airtel announces the signing of the first-ever bilateral roamingagreement between an Indian mobile service provider and it counterpart in Pakistan. This facility will be available to pre-paid as well as post-paid customers. AirTel's roaming agreement is with Mobilink, the only GSM cellular service provider in Pakistan

-Acquires switching systems from Tekelec that will give a technological edge to the company

19

-Bharti Tele-Ventures Ltd signed an information technology outsourcing deal with infotech major IBM, estimated to be in the range of 0-750 million for a ten-year period. -Jayant Khosla, new chief executive officer, Mumbai -Signs MoU to join the South East Asia - Middle East - Western Europe 4 (SEA-ME-WE-4) consortium along with 15 other global telecom operators. -Bharti Tele-Ventures has struck a deal with Shyam Telecom to buy out the latter's 67.5 per cent stake in cellular services company Hexacom for Rs 430 crore. -Bharti Tele garners 0 m via FCCBs - Samsung India Electronics Limited has tied up with cellular operator Bharti for bundling its mobile handsets with a connection. -The Bharti group finalised a Rs 500-crore deal to share its national long-distance (STD) network with VSNL in a first-of-its-kind accord between two top telecom service providers in a bid to optimise capacities in the NLD segment. - Internet gateway and services provider, Videsh Sanchar Nigam Ltd. (VSNL) has signed a Right to Use (RoU) agreement to deploy mobile telephony major, Bharti Tele-Ventures' existing National Long Distance (NLD) backbone. -Airtel offers talktime transfer service

20

-Airtel has announced money-back guarantee offer in case of call drop or poor network experience for its subscribers -Bharti launches 2-in-1 card -- Airtel launched two-way international roaming and GPRS for prepaid customers in the Maharshtra and Goa circles -India's leading cellular company Bharti Tele-Ventures has bagged the Asian MobileNews operator of the year award in India and the subcontinent -Bharti Tele-Ventures Ltd has awarded a million equipment contract to Swedish telecoms company Ericsson -Bharti Televentures announced formation of a new strategic business unit to offer various telecom and IT services tAIRTELough a single contact -Bharti Televentures unveiled a mobile portal featuring sports, entertainment and news among others -Airtel ties up with Micro Tech to set up 'Mcops' vehicle security system -Bharti Tele-Venture on July 19 launched ring back tone service which is a personalized mobile music service where the caller hears songs and other sound clips instead of the traditional switchboard ring-ring tone -Airtel, a private telecom services provider, has commissioned its first 24x7 customer service centre in AndAIRTELa Pradesh

21

-Airtel unveils Rs 199 pre paid card -AirTel join hands with NMIMS to offer executive MBA programme -AirTel introduces new scheme for hearing impaired in Maharashtra & Goa -AirTel inks pact with JP Mobile - Rolls out Enhanced Data Rate for Global Evolution (EDGE) network in Pune on September 9, 2004, Ties up with Nokia for sale of Nokia 6230, an EDGE-enabled handset. -AirTel unveils first virtual calling cards in India -BTVL rolls out EDGE services in Bangalore -Airtel rolls out Full Talktime Advantage card -Airtel rolls out wi-fi services in Mumbai -BTVL launches new 'Airtel Broadband Friendly Offer' -Airtel launches GPRS services for pre-paid customers -Airtel partners with ITPO to set up Wi-Fi network in Delhi -Airtel launches EDGE services and a new pre-paid plan for Chennai -Airtel introduces LAS in Karnataka

22

2005 -Airtel launches video services for its GPRS customers on February 22, 2005 -Airtel unveils new TV ad featuring Sachin, Sharukh -Bharti Tele-Ventures launches telecom network in Andaman & Nicobar -BTVL unveil fixed line, broadband services -Bharti inks 5-m deal with Nokia for rural network expansion -Bharti Tele Ventures Ltd has announced that Airtel, ICICI Bank & VISA have joined hands to launch mChq - a revolutionary new service a credit card on the mobile phone -Bharti Tele Ventures - Airtel introduces BlackBerry Connect in India -Bharti Tele Ventures announces agreement with Vodafone -Airtel unveils 'free flight' offer -Airtel unveils starter pack -Bharti Tele-Ventures launches under sea cable system 2006 -Airtel unveils Re 1 STD plans

23

-Airtel launches NetXpert. -Airtel launches Post2Pre recharging service on April 04,2006. -Airtel sets up customer centre -Mobile service provider Airtel today announced the launch of `Save My Phone Contact' service for its pre-paid and post-paid customers in Delhi -Bharti Tele Ventures bags 'Wireless Service Provider of the Year' & 'Competitive Service Provider of the Year' awards -Sunil Mittal bags CEO of the Year award -Cellebrum join hands with Airtel -Airtel Mega unveiled in Coimbatore -Airtel joins hand with Microsoft -Bharti Airtel Ltd has informed that Microsoft and the Company announced a strategic partnership that will offer a range of software and services for small and medium businesses (SMBs) in India. -Bharti Airtel Ltd on Nov 8, announced a first-of-its-kind alliance with the Adani Group for establishing an end-to-end modern telecommunication network infrastructure for the latter's multi-sector special economic zone (SEZ), located near Mundra Port in Kutch district of Gujarat. 2007

24

-Bharti Airtel, telecom major, has come out with a slew of initiatives including buying out SingTel's 50 per cent stake in joint venture under sea cable company Network i2i for 0 million. -Bharti Airtel on Feb 11, has been awarded QCI-DL Shah National Award on Economics of Quality. -Bharti Airtel Ltd has announced the following changes in the operational leadership structure and roles in the Company effective April 01, 2007. -Bharti Airtel Ltd on April 01, 2007, has announced the reduction in International Long Distance Tariffs (ISD) for all its mobile customers in India.

Strong client referrals, Pan India presence, Single window Staffing solution, Domain expertise in various Industry verticals, Substantial pre-screened talent pool, Guaranteed turn-around-time, Quality Processes, Web interface - Associates, Clients & Candidates, Technology and Infrastructure.

PRODUCT AND SERVICES

25

Value Added Services CD recording and delivery: Proceedings of the entire conference can be recorded, burned onto a CD and delivered within 48 AIRTELs of the conference, anywhere in India. Customised list: Participant list of Investor Relations call along with log-ins, company information, chairperson name, location, conference start time and end time. Conference coordinator: Availability of professionally skilled conference coordinators to ensure that your conference is held smoothly. Dry runs: Provision of dry runs to test the call quality. Playback: Real time recording of the conference on the video bridge for listening to the conference at a later time. Question and Answer session: This tool is extremely helpful and provides a unique experience of having a complete Question and Answer session with the participants across the globe. Transcription: The recorded conference can also be provided in a word format to the organisation. Polling: Use this service to get the mandate of the participants. Webcast: To play the conference on your company web portal use this facility. Data conferencing : Involves PC based applications, e.g. transfer files to multiple users, collaborate on a white board, share an application etc.

What you get Sharing : End users can share their desktops, any application or web browser.

26

 Upload facility : PowerPoint presentations can be dynamically uploaded and shared during the Conference. Remote control : This feature allows the host to take control of desktops or applications in order to conduct training sessions. Conference codes : A unique code is assigned by the system or scheduler, and participants must enter the correct code to get into your conference. For regular conferences the same code can be used, so that you don't have to remember different codes for each conference. Name announcements : Participants are prompted to call their names before entering a conference. This recorded voice is then used to introduce them into the conference. This feature is also used when a participant leaves the conference. Voice roster : Video conference service supports roster call of all participants. Lock/ unlock option for moderator : When the moderator locks a call, the operator is locked out and participants dialing in later are not allowed to enter the conference. The moderator can unlock the call at any time during the conference. Entry/ exit tones : Whenever a caller enters/ exits a conference, for security and control reasons, a tone will be generated.

How it benefits you

27

 Bring geographically dispersed people together face-to-face. Inter-location meetings are as simple as calling, thus reducing the cost of travel, lodging and boarding. Increases productivity and organisational efficiency by saving precious man hours. Reduces costs thus creating competitive advantage. Quick decision making and faster time to market for new products. Free from location/ physical constraints. How it suits you Interview: Distant interview/ recruitment reduce cost and increases efficiency. Research and development: Get customers' feedback on your products/ services using Q and A and polling feature to get real-time responses. General business application: Use for crisis management or for regular meetings/ updates. Financial applications: Announce financial results and holding Investor Relations meets. Overseas investment analysts or journalists can join the conference at a minimal cost. Press conference: Hold a press Conference for your clients, investors and journalists to broadcast your financial results or for launching new products/ services. Sales and Marketing: Get regular updates and sales progress from the sales team. You can hold monthly/ weekly reviews more frequently. Education: This service can be used for distance learning, sales training, product briefings or corporate policy updates as well as for other online training modules. Project applications: Recurring project team meetings can be held without having the members to travel from place to place. Budget planning: Facilitate the decision-making process of preparing financial budgets. Legal applications: Use video conferencing for negotiation or amendment of contracts with overseas business associates or customers Reservation-based Video Conference Reservation-based video conference is of two types: Attended conference service: Conference coordinator is available during the entire conference to ensure that the conference is held smoothly. This type of conference is beneficial to you for conducting a multi-party / multi-location conference.

28

 Unattended conference service: Our conference coordinator can be accessed simply by a pressing a button anytime during the conference. Use this kind of conference conduct small routine conferences. Point-to-point Service Use such conference for one-to-one interaction. Some applications where Point-to-point service can be used are - to hold a small conference, interviews, vendor or customerMulti-point Service This service is ideal for holding a large party conference wherein interaction between all members is anticipated. Some of the applications are - staff meetings, sales reviews and meetings, board meetings, customer and vendor meetings and training sessions. meetings, legal hearings, remote troubleshooting etc. Point-to-multi-point Service Ideally suited for lectures and broadcasting, training sessions, product launches and demos, promotions and events, press conferences, web casts, e-learning and distance education. Multiparty video conference service architecture Video bridging service provides multiparty video conference service between two or more video sites on different speeds using ISDN and/ or IP networks.

RESEARCH METHODOLOGY
DATA COLLECTION INSTRUMENT For collecting primary data
structured questionnaire were used. Separate questionnaire were made for conducting survey among customers SAMPLE TECHNIQUE - Quota sampling SAMPLE SIZE 40 DATA COLLECTION METHOD Survey method.

29

Though every effort was put in to make this report authentic in every respect, there were few uncontrollable factors that might have had their influence on the final report. The various limiting factors are-: While making this report few typing and compilation result may have crept in which have not been able to get rectified. Also the major part of the data collect is primary in nature and hence the data may be subject to some human errors. Since the basic objective of the project is to find out the customers perception and compare it with that of the private insurer, it involved collection of the information that is confidential from the point of view of interviewee. Thus some individuals were tentative in giving such kind of information. report. This has rendered minor impact on the conclusion of the

Also, not many people have actually applied for claim settlement ever in their life insurance company. As a result of this conclusion

with regards to the claim settlement has not bee able to serve its purpose.

DATA COLLECTION TOOLS

After identifying & formulating a research problem and determining the objectives of research, a researcher has face the problem of data collection. It is the first step in statistics of the goal of the study. The information collected should be both accurate and relevant as per requirement of the researcher, who has to work out a suitable data collection method. Data collection method can be classified into two methods: 1. Primary sources 2. Secondary sources

30

Sources of Primary Data

I. Interview methods Depth Interview Mail interviews Telephone interview II. Delphi technique III. Focus group interviews

SECONDARY METHODS
I. Data not originally collected for use in the research project under consideration, but rather for use by some other person or for some other project are termed Secondary data.

Sources of secondary data

1.Magazines 2.Websites 3.Newspaper 4.Business journals 5.Directo ries 6. previouse records

Advantages of secondary data

31

I. Useful in case of exploratory researches. II. Helps in understanding the problem III. Economical IV. Easy to obtain. V. Enables to identify deficiencies in the data & make primary data specific. VI. Act as basis fir comparison after primary data collected.

DATA ANALAYSIS

SALES OF BROADBAND AND LANDLINE CONNECTION

People know about AIRTEL cellular service through 30 % Friends 70% Advertisements 5% Other Sources

32

friends advertisements other sources

Feature of AIRTEL forced people to use AIRTEL is 35% Advertisements 35%Goodwill

33

20% Connectivity

10%Schemes

advertisement connectivity schemes goodwill

Peoples first choice of cellular service when they want to use mobile phone AIRTEL 45% HUTCH 30% IDEA 8% RELIANCE 10% TATA INDICOM 5% OTHERS 2%

34

AIRTEL HUTCH TATA INDICOM RELIANCE IDEA OTHERS

Feature of AIRTEL is better than the peoples previous cellular service.

Advertisements 25%

Connectivity 60%
ADVERTISEMENTS CONNECTIVITY SCHEMES

Schemes 15%

35

AIRTEL users in peoples phone book Less than 30% 30% - 70% More than 70% : : : 15% 25% 60%
0-30 30-70 70-100

36

Type of advertisement mostly like by people in AIRTEL is Audio Visual Print Audio : : :
Print Audio

85% 2% 13%
Audio Visual

37

Celebrity liked by people very much in AIRTEL Sachin : 55% Shahrukh : 38% : 2% A. R. Rehman : 5%

Kareena

SACHIN SHAHRUKH KAREENA A.R. REHMAAN

38

People take benefits of schemes offered by AIRTEL YES NO CANT SAY : : : 85% 13% 2%

YES NO CANT SAY

39

People like most in AIRTEL is NOKIA + AIRTEL AIRTEL MAGIC Postpaid services AIRTEL Broadband : : : : 86% 5% 8% 1%

NOKIA + AIRTEL AIRTEL MAGIC Postpaid services AIRTEL Broadband

40

Service liked by people most in AIRTEL is AIRTEL missed you service Ring tones Hello tunes : : : 63% 15% 22%

AIRTEL m issed you service RINGTONES HELLOTUNES

41

RECOMMENDATIONS
By virtue of its connectivity and advertising strategy AIRTEL is successful in grabbing the highest market share in India, but there are still some recommendations from my study point of view is that AIRTEL needs to make its network service more stronger than other service providers to dominate the market in future too.

42

AIRTEL should introduce cheaper recharge cards than the other because its competitor HUTCH had introduced it. AIRTEL should sign more celebrities from cricket and bollywood.

CONCLUSION
The conclusion of my study is that AIRTELs Advertising has a major impact its users. People like its schemes very much .AIRTEL had created a very good image on the mind of the new users of cellular service. AIRTEL has adopted a very good strategy by providing a new connection with NOKIA who is market leader in mobile set, many new users buy Nokia sets

43

and they get a free connection of AIRTEL. AIRTEL is successful in capturing the highest market share by adopting Celebrity Endorsement Strategy. A.R. Rehmaans tune for AIRTEL worked as free advertising for AIRTEL as another service user uses it too. Other celebrities like Shahrukh Khan (bollywood) and Sachin Tendulkar (Cricket) has also contributed very much in AIRTEL.

LIMITATIONS OF THE STUDY

The main factors that have been adversely affected the trustworthiness of the report are: The information about some new scheme differs from one source to another. Due to busy schedule of supervisors, optimum guidance was not available.

44

Due to time constraint the study is being restricted to the limited time period.

As I was a trainee in the company the many secrets and the important facts, figures and information has not been provided.

BIBLIOGRAPHY

ON-LINE WEBSITE : . o WWW.GOOGLE.CO.IN o WWW.AIRTEL.COM NEWSPAPERS:

45

o Times of India (15 Oct 2006- 2 Nov 2006) BOOKS: o Marketing Management, Dr. S.L. Varshney and Dr. R.L. Gupta, Third Revised Edition, Sultan Chand and Sons.

46

47