Naresh Project (1)

8/18/2019 Naresh Project (1)

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A PROJECT REPORT ON

“SALES AND DISTRIBUTION”AT

RELIANCE COMMUNICATIONS

Submitted in partial ulillment ! t"e re#uirement

$!r t"e a%ard ! De&ree !

Ma'ter ! Bu'ine'' Admini'trati!n (M)B)A*

B+

A)NARES,(Re&d)N!)--U.-E//01*

Under t"e .uidan2e !

N)SUD,A3AR REDD+

A''i'tant Pr!e''!r

TUDI

RAM REDD+ INSTITUTE O$ TEC,NOLO.+4 SCIENCES

.udur (5*6 Bibina&ar (M*6 Nal&!nda (DT*70/8-91

JA:A,ARLAL NE,RU TEC,NOLO.ICAL UNI5ERSIT+

,+DERABAD7(9/--79/-;*


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CERTI$ICATE

This is to certify that Mr)A NARES,, student of M)B)A II year of “Tud

Ram Redd< In'titute ! Te2"n!l!&< 4 S2ien2e'” bearing with Roll Number

--U.-E//01 of Post Graduation Studies, has undertaken a project work titled

SALES 4 DISTRIBUTION ! with our company for "# days $from #nd %arch

#&'( to ')th *pril #&'(+ -is duties during this project were to study the roles of

%arket Participant in the Territory Sales %anager of the company and pro.ide the

findings and recommendations in light of current market

Place : /arangal ShafiShaik

0ate : ')&"#&'( 1onal %anager


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DECLARATION

2 here by declare that this project Report titled “SALES ANDDISTRIBUTION” is submitted by me to the 0epartment of MBA, TUDI

RAM REDD+ INSTITUE O$ TEC,NOLO.+3SCIENCES is a bonafide

work undertaken by me and it is not submitted to any other 4ni.ersity or

2nstitution for the award of any degree5diploma5certificate or published any time

before

* N*R6S- Signature of the Student

$-TNo:''4G'6&&7)+


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AC3NO:LED.EMENT

2 would like to thank RELIANCE COMMUNICATION P5T LTD, forgi.ing me the opportunity to undertake project work in their organi8ation 2 would

like my sincere thanks to all employees of R COM in :ARAN.AL cluster, for

pro.iding the necessary information and also constant guidance during project

work

2 am grateful to Mr)RE5ANT, A3ULA6 territory sales manager in R COM in

/arangal cluster , for guiding me to work on the project titled SALES AND

DISTRIBUTION”)

2 would like thank P)JA.ANNAD,A RAO6 -ead 9f The 0epartment

M)B)A, for his inspiration and timely support in successful completion of this

project work

2 etremely thank D)N)L) REDD+6 PRINCIPAL6 for his ecellent

support to complete my project

2 am thankful to N)SUD,A3AR REDD+6 faculty and internal guide

for his .aluable suggestions throughout this project work

/ords are inade;uate to epress my gratitude to my parents who ha.e

been pillars of strength and moral support to me

*bo.e all, my heart felt thanks to the *lmighty God for -is presence

and guidance in e.ery moment in completing this project successful


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ABSTRACT

This Project has been a great learning eperience for me at the same time it ga.eme enough scope to implement my %arket ability

RELIANCE COMMUNICATION is one of the td ha.e '7&&& Towers in allo.er 2ndia

The study is entrusted to analy8e the Sales appraisal process and to understand

the working of all di.isions in Relian2e C!mmuni2ati!n P=t) Ltd

The primary data collected is through inter.iew with the concerned employees of

.arious di.isions

Secondary data is being collected from the annual reports, company?s website, and

credit appraisal reports of the company This study will help in understanding thecredit appraisal system at Reliance =ommunications P.t >td 3 to understand how

.arious di.isions function at the organi8ation 2t also aims to highlight the

importance of assessing the financials and other aspects through appropriate

appraisal before entering into an agreement of leasing

*ll the topics ha.e been co.ered in .ery systematic way The language has

been kept simple so that e.en a layman can understand *ll the dates ha.e been

well analy8ed with help of charts and graphs


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CONTENTS

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C,APTER7 I

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INTRODUCTION

S4%%6R 2NT6RNS-2P PR9GR*% $S2P+ is an

inseparable part of T402 R*%R600B 2NST2T4T6 9D T6=-N9>9GB3

S=26N=6S curriculum 2t is .ery much uni;ue and deliberately set by T402

R*%R600B 2NST2T4T29NS to let its budding managers a complete one 2t

helps the interns to get ac;uainted with the real facts of the market and to learn

how to adjust with the market 2t is a program by the help of which one can assess

his own potential and also can take necessary actions to get into the track 2t also

helps the budding managers to learn how they should be in the competiti.e era

%oreo.er it is a program to brush up all the futures of T402 R*%R600B

2NST2T4T6 and make them fit for the organi8ations


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INTRODUCTION TO TELECOM

6.er since the e.olution of man on this earth, he wanted to communicate with his

fellow human being 2n that era, he used to communicate through signs and

symbols Gradually with time, he started using words and today it is through

mobiles, emails, fa etc through which one communicates from one place to

another

The word Telecom! $which is an abbre.iated .ersion of H telecommunication?+ in

real sense refers to the 2nteraction 3 transfer of information between two distant

points in space This meaning howe.er, has been subjected to modifications in

accordance with further inno.ations made be the Telecom 2ndustry


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SCENARIO O$ INDIAN TELECOM INDUSTR+ IN INDIA

2n 'II&, two telephone companies namely The 9rienta

Telephone =ompany >imited! and The *nglo2ndian Telephone =ompany

>imited! approached the Go.ernment of 2ndia with the objecti.e of establishing

Telephone 6changes across the country 2nitially, the Go.ernment denied the

permission as it wanted to eercise its monopoly power o.er the promising

industry once it emerged


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growth was negligible e.en after independence and the telephone was used as a

status symbol by the rich despite being an etremely essential de.ice of public

utility This sluggish rate of growth continued till 'JJ' when the number of

telephones was 7&K million

The period post 'JK7 saw resurgence in the 2ndia Telecom %arket by .irtue of a

series of fruitful decisions initiated by the Go.ernment which included:

L The separation of 0epartment of Telecom $09T+ Drom Post

and Telegraph $P3T+ in 'JK7

L The formation of %ahanagar Telephone Nigam >imited $%TN>+ out of$09T+ to pro.ide telecom ser.ices eclusi.ely to 0elhi and %umbai

L 2n the 'JJ&s, the telecom sector was opened up by the Go.ernment for

pri.ate in.estment as a part of >iberali8ationPri.ati8ationGlobali8ation Policy

L 9n '5oct5#&&&, the Go.ernment corporati.e its operations

wing under the name of B"arat San2"ar Ni&am Limited

(BSNL*)

To top it all, the introduction of mobile

communication is undeniably the biggest success story

scripted by the telecom industry


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L The 2ndian telecom industry is going through phenomenal growth /ith

'&& million installed mobile subscribers, adding four million new

subscribers e.ery month, and the cheapest mobile rates in the world at

two cents per minute, it is not surprising that all the telecom .endors

are .ying for a piece of this action %ajor new trends unseen in

pre.ious markets ha.e emerged during the last fi.e years

L Startups and established .endors in.ol.ed in the telecoms eco system

need to take heed and de.elop appropriate strategies in order to take

ad.antage of this new highgrowth opportunity

L The telecommunications industry is at the forefront of the information age

deli.ering .oice, data, graphics and .ideo at e.er increasing speeds and in a

increasing number of ways /hereas wire line telephone communication was onc

the primary ser.ice of the industry, wireless communication ser.ices and cable an

satellite program distribution make up an increasing share of the industry 0urin

the late 'JJ&s, the telecommunications industry eperienced .ery rapid growth an

massi.e in.estment in transmission capacity 6.entually this caused supply t

significantly eceed demand, resulting in much lower prices for


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transmission capacity The ecess capacity and additional competition led to eithe

declining re.enues or slowing re.enue growth, which has led to consolidatio

within the industry, as many companies merged or left the industry

L The largest sector of the telecommunications industry continues to be mad

up of wired telecommunications carriers 6stablishments in this sector mainl

pro.ide telephone ser.ice .ia wires and cables that connect customers? premises t

central offices maintained by telecommunications companies The central office

contain switching e;uipment that routes content to its final destination or to anotheswitching center that determines the most efficient route for the content to take

/hile .oice used to be the main type of data transmitted o.er the wires, wired

telecommunications ser.ice now includes the transmission of all types of graphic

.ideo, and electronic data mainly o.er the 2nternet

L The telecommunications industry offers steady, yearround employment

The business en.ironment for 2ndia?s telecommunications industry is ecellent Th

go.ernment policies ha.e encouraged the growth, increased competition and high

le.els of foreign direct in.estment $up to >?@ !rei&n in=e'tment i' n!%

all!%ed* The 2ndian go.ernment?s goal is to pro.ide an en.ironment wher

ser.ice companies, handset manufacturers and network companies will in.est in2ndia and use 2ndia for research and de.elopment work $R30+

L


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L The fa.orable business en.ironment has attracted a number of foreig

multinational firms such as -utchison, Eodafone, Nokia and %alaysia Telecom 2

my opinion the real edge for 2ndia will be the R30 facilities being setup ther

which can pro.ide inno.ation for net generation technologies not only for 2ndi

but for e.erywhere else as well

L 2ndian Telecom sector, like any other industrial sector in the country, has gon

through many phases of growth and di.ersification Starting from telegraphic an

telephonic systems in the 'Jth century, the field of telephonic communication ha

now epanded to make use of ad.anced technologies like GS%, =0%*, and />>to the great (G Technology in mobile phones 0ay by day, both the Public Player

and the Pri.ate Players are putting in their resources and efforts to impro.e th

telecommunication technology so as to gi.e the maimum to their customers


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2%P9RT*NT %2>6ST9N6S

'I7' Dirst operational land lines were laid by the go.ernment near =alcutta

$seat of


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The 2ndian telecom sector can be broadly classified

into Died >ine Telephony and mobile telephony The major players of the

telecom sector are eperiencing a fierce competition in both the segments The

major players like , %TN>, ESN> in the fied line and Reliance

=ommunication, *irtel, -utch, 2dea, Tata, in the mobile segment are coming up

with new tariffs and discount schemes to gain the competiti.e ad.antage

*t ''&&' million connections H 2ndian Telecom 2ndustryH is the fifth largest and

fastest growing in the world9.er the last ( years, two out of e.ery three new telephone connections were

wireless =onse;uently, wireless now accounts for 7")M of the total telephone

subscriber base, as compared to only "&M in #&&( /ireless subscriber growth is

epected to grow at #7 million new subscribers e.ery month in #&&K The

wireless subscriber base skyrocketed from (()J million in #&&" to )#7K million

in DB #&&" #&&7

The wireless technologies currently in use H 2ndian Telecom

2ndustry H are .l!bal S


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pro.iding mobile ser.ices in 'J telecommunication circles and " metro cities

co.ering more than #&&& towns across the country *nd the numbers are still

growing for H 2ndian Telecom 2ndustry

Telecom 2ndustry in 2ndia is regulated by HTelecom Regulatory *uthority of 2ndiaH

$TR*2+ 2t has earned good reputation for transparency and competence Three

types of players eist in H Telecom 2ndustry 2ndia H community

State owned companies like and %TN>

Pri.ate 2ndian owned companies like Reliance =ommunication and Tata

Teleser.ices

Doreign in.ested companies like A -utchison6ssar,


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INDIAN TELECOM STATISTIC AND MAJOR PLA+ER

Total telephone subscriber J"K#

9.erall Teledensity ()JIMDiedline user base (KJ)M

/ireless user base "'K)

$ GS%=0%*/>>+

GS% Subscribers )JI()

=0%* Subscribers #("

%onthly new additions$wire line KIKM

wireless+

%onthly new addition$ wireless #')"M

Subscriber number is in >akhs


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LEADIN. CELLULAR SER5ICE PRO5IDERS MAJOR PLA+ER IN AP

The leading cellular ser.ice pro.iders ha.e the following number of subscribers:

SER5ICE NO)O$ CDMA NO) O$ .SM

PRO5IDER SUBSCRIBERS SUBSCRIBERS

R6>2*N=6 #(" >akhs )IK) >akhs

=9%%4N2=*T29N

T*T* 09=9%9 ##"( >akhs

*2RT6> '(K =rores

*2R=6> 'I'' >akhs

%TS &&&

""&">akhs

E90*D9N6 )("">akhs

206* J(('>akhs

4N2N9R "77) >akhs

2n *P major market co.er by the


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NUMBER O$ SUBSCRIBERS

5ODA$

ONE

->@

UNINOR

-0@DOCOMO

8@M

TS -@

TATA-@

BSNL

-?@

Ot"er'?@

ID

EA9?@

R

RE

LIA

NC

E

-

@

AIR

T

E

L

9

>@

R6>2*N=6

*2RT6>

E90*D9N6

209@9

%9

T*T*

%TS

9T-6R

S

4

N2

N

9

R

2n communication market *irtel capture #KM of share


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at the same time Reliance communication ha.e a

market share 'J M Reliance communication faces

major competitions from the 206* and the other

ser.ice pro.iders 2n a recent sur.ey shows the 2ndian

telecom statistics


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SCOPE O$ TELECOM INDUSTR+

The telecom industry is growing at a great pace and the growth rate is epected to

double with e.ery passing year There are many new de.elopments in the

telecomm sector, including the ingress of (G technology that the 2ndian market is

witnessing

at present Public and Pri.ate Players %TN>, , ESN> are the major

Public Players, whereas*irtel, 2dea, Eodafone, Tata, Reliance, are the leadingPri.ate Players in the country Some of them are entering foreign markets as well

OPPORTUNITIES IN INDIA

2n the past ( years has been sur.eyed by 2ndian %inistry of =ommunications

and 2nformation Technology in New 0elhi .ery recently The telecom sectoris one of the leading contributors to 2ndiaHs flourishing economy *ccording

to the report presented by taking into account the statement of 2ndian

%inistry of =ommunications and 2nformation Technology, the telecom

opportunities in 2ndia has been growing by #& to "& M e.ery year since past

( years


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The telecom ser.ices in 2ndia ha.e been recogni8ed as a worldclass tool for

the socioeconomic de.elopment in 2ndia 2ndia is known to rank Second in

the telecom industry in *sia after =hina,and the telecom network in 2ndia isknown to stand in the eighth position across the globe and second among the

emerging economies The world a.erage percentage for the telecom industry

as against the 2ndian a.erage is '(7 times while the *sian a.erage against

the same was K7 times The current market range of the telecommunication

industry in 2ndia has been estimated to 4S0 '" billion and this is epected to

undergo an accretion by the end of #&'7

The growth witnessed by the telecom market in 2ndia has increased the

number of opportunities for the industry and this has been fueled by the

growing mobile sector, which has attained the consumer le.el of '& million

by the end of 0ecember #& that was almost '&& percent in the year

Telecommunication Sector 9pportunities in 2ndia assures a transparent, safe

and secured ambiance for the telecom market *round (&& million

population of highly consumable middleclass status that is ad.antageous for

the industry surrounds the telecom sector in 2ndia This is because, in


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some of the 2ndian that possess land line telephones can be substituted by

mobile phones that is .ery unlike the de.eloped countries Therefore, it adds

up to the growth in mobile sector in 2ndian telecom industry

Dew more Telecommunication Sector 9pportunities in 2ndia include

introduction of 2nternet telephony ser.ices, pri.ati8ation of ESN>, and

introduction of a number of international long distance ser.ices sector The

opportunities in the 2ndian telecom sector is increasing at a massi.e pace

with the introduction of newer and inno.ati.e schemes in .arious sectors andat present the telecom sector in 2ndia is claimed to be one of the major

contributors in 2ndiaHs flourishing economy


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INCOME O$ AP TELECOM INDUSTR+

The 2ndian telecom sector continued its robust growth with the wireless market

growing at 'JJ' percent and churning re.enues worth Rs-0-2r!re for the

second ;uarter ending September, an official agency said * total of I"" million

subscriberswerended in this ;uarter, the Telecom Regulatory *uthority of 2ndia

$TR*2+ said in a statement The adjusted gross re.enue $*GR+ for the ;uarter is

placed at RsK, (7K crore as against Rs), JJ& crore for the pre.ious ;uarter

thereby showing an increase of '() percent

The total subscriber base of the wire line and wireless ser.ices reached J())

million for the ;uarter ending September as against J7KJ million for the ;uarter

ending Cune, thus registering an increase of (77 percent during the ;uarter

-owe.er, the a.erage re.enue per user $*RP4+ for GS% subscribers, all 2ndia

segment, decreased "7( percent from RsIJ in Cune to RsI' in September

The second ;uarter also witnessed a spurt in number of freetoair $DT*+ and pay

channels being carried by the cable networks for tele.ision =urrently, there are

')' DT* channels and '#J pay channels as reported by 'J broadcasters5their

distributors at the ;uarter ending September

-owe.er, no new pri.ate D% radio station came into operation in the ;uarterunder re.iew, TR*2 said *lso, no directtohome $0T-+ license was issued


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Though the telecom industry saw .arious ups and downs, the sector witnessed

international in.estor community betting on the 2ndian market

The 2ndian telecom sector can be broadly classified into Died >ine Telephony and

mobile telephony The major players of the telecom sector are eperiencing a fierce

competition in both the segments The major players like etc, in the fied line

and *irtel, Eodafone, 2dea, 0ocomo, Reliance in the mobile segment are coming up

with new tariffs and discount schemes to gain the competiti.e ad.antage The Public

Players and the Pri.ate Players share the fied line and the mobile segments

=urrently the Public Players ha.e more than )&M of the market share


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RELIANCE COMMUNICATIONS

Reliance =ommunications >imited founded by the late Shri0hirubhai - *mbani

$'J(##&+ is the flagship company of the Reliance *nil 0hirubhai*mban

Group The Reliance *nil 0hirubhai*mbani Group currently has a net worth in

ecess of Rs '&(,&&& crore $4SO #' billion+, cash flows of Rs ##,&&& crore

$4SO K billion+, net profit of Rs '(,&&& crore $4SO " billion+ and 8ero net debt

Reliance =ommunications is one of 2ndiaHs largest pro.iders of integrated

communications ser.ices /ith more than K' million customers, the company

ser.es consumers and enterprises with a digital network supporting .oice, data

and .ideo 2ts fied and wireless communications ser.ices include domestic and

international .oice, 2nternet access, messaging, and .ideoconferencing 2t also

pro.ides wholesale capacity, infrastructure, and managed enterprise ser.ices

through its Reliance Global =9% di.ision Reliance =ommunications is part of

the Reliance *nil 0hirubhai*mbani Group

Reliance =ommunications is 2ndiaHs foremost and truly integrated

telecommunications ser.ice pro.ider The =ompany, with a customer base of

around J' million including o.er " million indi.idual o.erseas retail customers,

ranks among the Top '& Telecom companies in the world by number of customers

in a single country Reliance =ommunications corporate clientele includes #,'&&

2ndian and multinational corporations, and o.er I&& global, regional and domestic

carriers


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Reliance =ommunications has established a pan2ndia, net generation, integrated

$wireless GS% 3 =0%*


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RELIANCE CAPITAL

Reliance =apital is one of 2ndia?s leading and fastest growing pri.ate sector

financial ser.ices companies, and ranks among the top ( pri.ate sector financial

ser.ices and banking companies, in terms of net worth The company has interests

in asset management and mutual funds, life and general insurance, pri.ate e;uity

and proprietary in.estments, stock broking and other acti.ities in financial

ser.ices

RELIANCE ENER.+

Reliance 6nergy >imited, incorporated in 'J#J, is a fully integrated utility

engaged in the generation, transmission and distribution of electricity 2t ranks

among 2ndia?s top listed pri.ate companies on all major financial parameters,

including assets, sales, profits and market capitali8ation

RELIANCE ,EALT,

2n a country where healthcare is fast becoming a booming industry, Reliance

-ealth is a focused healthcare ser.ices company enabling the pro.ision of solution

to 2ndians, at affordable prices

Reliance -ealth aims at re.olutioni8ing healthcare in 2ndia by enabling ahealthcare en.ironment that is both affordable and accessible through partnershipswith go.ernment and pri.ate businesses


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RELIANCE ENTERTAINMENT

Reliance *nil 0hirubhai *mbani Group?s .ision of assuming a position of

leadership in communications, media and entertainment, Reliance 6ntertainment is

geared to create a significant presence in businesses across .arious .ectors of

content, ser.ices and platforms for distribution Reliance 2ntroduce


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OMPAN+ LO.O

(

ABOUT COLOUR

RELIANCE BLUE RELIANCE RED

BLUE


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,ISTOR+ O$ ANDRA PRADES, CIRCILE

Ab!ut Relian2e Tele2!m (AP*

Reliance Telecom >imited $RT>+ is a whollyowned subsidiary of the Reliance

=ommunication >imited, a member of Reliance *0* Group Reliance *0*

Group?s flagship company

Reliance Telecom >imited $RT>+ began operations in 'JJKJI 2t pro.ides GS%

based %obility ser.ices, Ealue *dded Ser.ices 3 *pplications in I telecom circles

co.ering #7 2ndian states The states co.ered are*ndra Pradesh *ssam, *runachalPradesh, is in the process of further epanding its co.erage to

'#,&&& towns under its licensed areas

RT>?s


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an added ad.antage to RT> of a bigger inhouse ecosystem This has enabled RT>

to ser.e =ustomers with enhanced domestic roaming and E*S ser.ices

Reliance =ommunications, *P?s first and only telecom ser.ice pro.ider offering

=0%* and GS% mobile ser.ices

Reliance =ommunications is the (rd largest mobile ser.ice pro.ider in *P, with a

combined base of o.er )JKI >akhs subscribers

AP DATA ON (April 9/-;*

Reliance Telecommunication A )IKI7#7

"7(J()"

*2RT6> '("7)

E90*P-9N6 )7K#K7K

206* J('(K

T*T* (#&"&(#

4N2N9R ((J&J&((14.87 % MONTHLY GROWTH)

*fter searching the secondary data of *P telecom 2 find that, Reliance

=ommunication face major competition from the 206* 206* capture #KM of the

market at the same time Reliance communication co.er #'M of the market share

9ther competitors are a.ailable in the market like , Eodafon


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ACTI5IT+ O$ :ARAN.AL O$$ICE

$'+ Recharge .oucher andSim cards come from -yderabad to /aranga

office

$#+ Supply as per the order placed by the distributors

$(+ *fter sales ser.ice

$"+ 2n regular inter.als company persons meet customer and retailer to know

their re;uirements 3 accordingly impro.ement is made

RE.ISTERED O$$ICE

-


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INTRODUCTION TO T,E TOPIC

The topic assigned to me was “IMPRO5EMENT O$ SALES AND

DISTRIBUTION O$ RELIANCE COMMUNICATION “in

/arangal Sales and 0istribution is the major part for any business organi8ation S

we will sur.ey about the entire distributor plan and collect data from them based o

how they will satisfy the retailer and distributors *t the same time how they wi

fulfill their sales target and how they can easily distribute their products to th

customers

:"at i' Sale'

Selling is preoccupied with the seller?s need to con.ert his product into cash

:"at i' Di'tributi!n

0istribution building a planned, professionally managed, .ertical marketing system

that meets the needs of both manufacturer and distributors


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OBJECTI5E O$ T,E TRAININ.

-) To know about the Reliance communications distributions plan in /arangal

9) Dine out @ey retail outlets

;) Reliance distributions Es other telecom companies

?) To find out the satisfaction le.el of retailer from Reliance =ommunication

compared to other ser.ice pro.iders


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TAR.ETSTAS3S

Reliance communications has gi.en a target of generating business for th

company within a specific period The tasks assigned by the company guide are:

To make ac;uisition of prepaid connectionsTo make

data sourcing

To do sur.ey on counter5outlet and gather feedback in

different area in /arangal, -anumakonda, Canagaon, @arimnaga

Nalgonda,%ancherial, etc

ACFUSITIONS O$ PREPAID CONNECTIONS

/e ha.e gi.en a time bound target of generating "7&& Reliance GS% Prepai

connections within one 3 half month This target was again broken into weekl

targets /e need to gi.e '#& Reliance GS% Prepaid connections per day Dor that

was gi.en a task of doing '& to '7 9utlets .isits e.ery day

' Sales K&& S2% card

# =ollect data base of '&& retail outlet

( Sales Rs "&&,&&& thousand recharge .ouchers in the market


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DISTRIBUTION PLAN O$ :ARAN.AL O$$ICCE

=9%P*NB

DSTRT7- DSTRT79 DSTRT7;

DISTRIBUTOR

POINT

S3OPS

RETAILER POINT

CUSTOMER

S6=9N0*RB 0*T* S94R=6


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BEAT PLAN O$ :ARAN.ALO$$ICE(:EE3L+ *

Total 9utlets Q "7&

Total sales person Q &(9ne 9utlet Q hr $ma+

Per day work Q I hr

9ne week Q ) day $ep sun+

=alculate Q "7&5(Q'7& 9utlets

/eekly work Q '7& 9utlets(& minuteQ "7hr&&min

Total work in a week Q I hr) dayQ"I hr

Per day 9utlets .isit Q ') 9utlets

$S6=9N0*RB 0*T* S94R=6S+


40/54

STRATE.IES

To achie.e the target easily 2 broke the whole target into weekly Dor sealing of "7&&Pr

Paid connections and "&&,&&& recharge .oucher 2 used to follow the steps:

' Dind out prospecti.e outlet

# =ollect addresses from the office gi.en data

Take the appointment from the owner of the counter %eet them as

per the time gi.en by them

2 ha.e done '7 to #7 counter per day to con.ince for sealing Reliance pre

paid connection

Be!re I 'tart m< da< I Geep t"e !ll!%in& t"in& in m< mind

' Right personRight placeRight time

# 2ntroducing myself to the counter at the same time his customer

( Re;uirement analysis

" Prospecting

7 =on.incing


41/54

:OR3 DESI.N AND DATA SOURCES

Dor the first objecti.es 2 personally talked to sales manager and collected dat

related to distribution plan

Dor my second objecti.e 2 preferred to select the counter which sales mor

than '7& S2% card per month and at the same time sales the recharge .ouchers pe

month abo.e Rs )&,&&& thousands To help my work the company guide o.er #7&

regular counters they send me to ')& counters to collect data Prepare a

appropriate ;uestionnaire to collect information related to Reliance sales andistribution compare to other organi8ations $The ;uestionnaires were enclosed i

the *ppendi+

2n my primary data which 2 collected from the /arangal market

through ;uestionnaires $r!m t"e retailer+ 2 found that *irtel is first choice of th

retailers and customers also


42/54

=ompany in the /arangal market/ith out any paper .oucher we

recharge our mobile account through a special S2% which is

easily a.ailable in retail outlet and the company?s salesman

touches e.ery counter e.ery day

Reliance =ommunication is facing major competition from the

*irtel in /arangal market /hat 2 came to know after doing my

sur.ey 2n /arangal Reliance is the Thirdcompany which launched

mobile ser.ices and captured a major market*irtel

introduced his ser.ice company capture major market share in

/arangal To find our key retail outlet 2 was taking a procedure ie

2n /arangal total customer is of Reliance Q')' >akhs

Total counter is QK(&

=o.ered by me Q ')& out of #7&

Dor finding our 3e< retail !utlet it totally depends on the sim acti.ation

*fter my primary data sur.ey a gradation to all the counter like,$S2%

acti.ation in month+

%ore then'7& S2% ie $*+,

%orethen I& S2% ie


43/54


44/54

/NDA COMPUTERS >/ 9>9 90)>? A

RAS,MI MOBILE 1/ 9/> 98) A

3:ALIT+ .ENERAL STORE 1/ -/ ;-)08 A

TIMEH / ;1/ 90)// A

PRA3ES, PANS,OP >/ 9?/ 9)-> A

PUSPA COMMUNICATION 0/ 90/ 9/)// B

OM 5ARIET+ STORE ;/ ->1 ->)/0 C

REN3U MOBILE ?/ 9 ?;)?8 B

SA.ARI3A PA+ P,ONE ?/ ;0/ --)?; B

PA+AL STUDIO ?/ -0/ 91)1> B

PANDA $ANC+ ;/ 9-/ -?)9 C

MAA /RA+ANI ;0 -- 9)?- B

SRI3ANTA HEROH 0/ 9;/ 9-)>? B

SABAT HEROH ;/ -;1 99)/1 C

TARATARINI HEROH 0/ -/ 91);9 B

MA,IMA COMMUNICATION 9/ ?10 ?);/ D

BABU 4 BABU COMMUNICATION -0 >/ 9-)?; D

S)3UMAR 4 S)3UMAR -/ -?0 1)/ D

SANTOS,I TELECOME -0 --; -;)9> DBOBB+ .I$T ,OUSE 99 -/9 9-)0> C

SAII .ANES, TELECOM -0 >8 -)9; D

C,A3ADOLA ELECTRONICS 9/ >; 9>)?/ D

S,REE .ANES, MOBILE -0 -0/ -/)// D

$RIENDS BOO3S AND ELECTRIC -/ 1 -?)? D

SUSANTA STD 90 -;/ -)9; C

RABI STD -/ -/0 )09 D

S,REESAI CD PARLOUR -0 ;8 ;)?> D

CELL $RES, 9/ 8 9/)?- D

SAI TELECOM -/ 8/ -9)0/ D

SANTOS, TRADERS -0 1> 99); D

DUR.A MOBICARE -/?? 99)>; D

C,AMUNDI COMMUNICATION 9/ / 99)99 D

MATRUS,A3TI -0

COMMUNICATION 10 9;)/8 D

RAT, COMMUNICATION -/ 1/ -1)1> D

D,REEN COMMUNICATION -/ 90 ?/)// D

.ANES, .$T ,OUSE -0 80 ->)10 D

.IRIJA 5ARIET+ STORE 9/ --0 ->); D

ANURAD, :ATC, CENTER 90 9?/ -/)?9 C

BI/+A3 TRADERS / / / E

PANDA TIMES / / / E

LUC3+ COMMUNICATION / 9? / E

DALAI .ENERAL STORE / / / E

MAA TARARININI TEA STALL / / / E

BABULA PAN S,OP / / / E

SAT+A MEDICAL STORE / / / E

S,ARP COP+ 0 89 1)-/ E

UTA3AL NOTE BOO3S 0 -/1 ?)>9 E

3AN,A DRU. 0 ?? --);1 E

SIRIDI SAI TELECOM 0 ? 0);9 E

N)N)COMMUNICATION 0 1> >)?1 E

JA.A TOUR AND TRA5ELS 0 9> -8)09 E

SUNIAL ENTERPRISE 0 1/ 8);; E

MEE/3,I COMMUNICATION ; -/9 9)? E


45/54

SA,U TELECOM ; -; 9;)/8 E

TOTAL -;>; >-?- -)9;

Show in graph format,

Total sim acti.ation in )' counter Q K'"'

Reliance sim acti.ation Q '(K(

Reliance capture the market Q 'J#( M


46/54

COUNTER WISE SURVEY : (REVENUE GENERATION)

RETAILER RELIANCE TOTAL @ O$ RC .RADE

SMART MOBILE -0/6/// ;06/// ;>)> A

TIRUMALA MOBILE STORE -0/6/// ;006/// ?9)90 A

SRI 3RIS,/ MOBILES -9/6/// ;?6/// ;?);8 A

/NDA COMPUTERS 8/6/// ;96?// 9/); B

RAS,MI MOBILE -//6/// ;;06/// 9)80 B

3:ALIT+ .ENERAL STORE 9//6/// ;086/// 00)8> A

TIMEH -8/6/// 00/6/// ;9)>; A

PRA3ES, PANS,OP -;/6/// ;9?6/// ?/)-9 A

PUSPA COMMUNICATION -//6/// ;-/6/// ;9)91 B

OM 5ARIET+ STORE ;/6/// --06/// 91)/ C

REN3U MOBILE 1/6/// -/6/// ;-)08 B

SA.ARI3A PA+ P,ONE -//6/// ?806/// 9/)19 B

PA+AL STUDIO 9/6/// 8/6/// 90)// D

PANDA $ANC+ -9/6/// ??/6/// 9>)9> A

MAA /RA+ANI -//6/// ;8/6/// 91);9 B

SRI3ANTA HEROH -//6/// ?906/// 9;)0; B

SABAT HEROH ;/6/// -?16/// 9/)00 C

TARATARINI HEROH -0/6/// ?106/// ;9)91 A

MA,IMA COMMUNICATION 0/6/// ->16/// 98)?- C

BABU 4 BABU COMMUNICATION -96/// ;6/// ;/)>> D

S)3UMAR 4 S)3UMAR ;/6/// -86/// -0)-0 C

SANTOS,I TELECOME ;/6/// -906/// 9?)// C

BOBB+ .I$T ,OUSE ;/6/// 9;/6/// -;)/? C

SAII .ANES, TELECOM ;/6/// -06/// -0);8 C

C,A3ADOLA ELECTRONICS 9/6/// 8/6/// 90)// D

S,REE .ANES, MOBILE ;/6/// ;/96/// ); C

$RIENDS BOO3S AND ELECTR / ;06/// /)// E

SUSANTA STD ?/6/// -8/6/// 99)99 C

RABI STD 9/6/// 16/// 9/)8; D

S,REESAI CD PARLOUR -/6/// ?-6/// 9?); D

CELL $RES, -06/// /6//9 -1)1> D

SAI TELECOM >/6/// 9/06/// ;?)-0 B

SANTOS, TRADERS 06/// -;6/// ;8)?1 E

DUR.A MOBICARE ?/6/// -8?6/// 9-)>? C

C,AMUNDI COMMUNICATION ;/6/// -/96/// 9)?- C

MATRUS,A3TI COMMU -06/// 0?6/// 9>)>8 D

RAT, COMMUNICATION ;/6/// 06/// ;-)08 C

D,REEN COMMUNICATION 9/6/// >?6/// 9>)/; D

.ANES, .$T ,OUSE 906/// 8?6/// 9)>1 D

.IRIJA 5ARIET+ STORE ;/6/// --/6/// 9>)9> C

ANURAD, :ATC, CENTER 106/// -116/// ;)-1 B

BI/+A3 TRADERS 9/6/// ->/6//- --)>1 D

PANDA TIMES -/6/// >06/// -;);; D

LUC3+ COMMUNICATION >6/// -/06/// 1)1> D


47/54

DALAI .ENERAL STORE -06/// 816/// ->)?? D

SA,U TELECOM -/6/// ?>6/// 9-)98 D

MAA TARARININI TEAS STALL 06/// -06/// ;;);; E

BABULA PAN S,OP / 06/// /)// E

SAT+A MEDICAL STORE ;/6/// >6/// ;>)> C

S,ARP COP+ ;/6/// -06/// -0);8 C

UTA3AL NOTE BOO3S 9/6/// 6/// 9/)9/ D

3AN,A DRU. 906/// -/06/// 9;)8- D

SIRIDI SAI TELECOM ;/6/// -806/// -1)99 C

N)N)COMMUNICATION -06/// >?6/// 9/)9> D

JA.A TOUR AND TRA5ELS 906/// 8-6/// ;/)81 D

SUNIAL ENTERPRISE 9/6/// 906/// 8/)// D

MEE/3,I COMMUNICATION ;06/// 9>/6/// -9)1 C

SA,U TELECOM -/6/// ?06/// 99)99 D

TOTAL 968>?6/// -/6196?/; 9>)/?

$Re=enue in LaG"'+

2n the re.enue part company ha.e the same problem face in the market

2n the re.enue part company ha.e the same problem face in the market


48/54

;60//6///

RE5ENUE

;6/8/6///

;6///6/// RELIANCE .SM

968>?6///AIRTEL

BSNL960//6/// 5ODAP,ONE

AIRCEL

96///6/// IDEA

-60?6///

RELIANCE

CDMA

TATA DOCOMO

-60//6/// UNINOR

-6///6/// 9/6///

>/16///1816///TATA

0//6/// ?-86?/- ;0-6//9

&

/

EC EL L

N BSNLE

2DEAAIRT AIRC

A EI

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O RELIANCE CDMA 5ER.INR M

S ,P

. AD

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49/54

$INDIN.S

Drom the fitment sur.ey that has been carried away in one big grown market o

9rissa ie /arangal The following findings can be drawn out

MAR3ET POTENTIAL

' %arket potential of total S2% acti.ation in the /arangal $based on sur.ey data

is K'"' per month

The =ompany is selling only '(K( ie 'J#(M of total S2% acti.ation

# %arket potential of total recharge .oucher is Rs '&,)#J,"&( in >akhs


50/54

LIMITATIONS O$ T,E STUD+

' To collect the data from all the owner of retail outlet of /arangal in a shor

span of time was .ery difficult

# Some owner could not understand the point of the ;uestionnaires so thei

answers were confusing

( Some owners ha.e gi.en opinion only about the highest sales of his counter

"

7 Some of them don?t understand the ;uestionnaires and simply say we can

say anything!

) %ajor counters do not feel comfortable to disclose there sales figure and som

counter?s owners could not get much time to answer my ;uestions

K *s we are fresh to the market it took little bit time to generate leads

I %obile phone market in /arangal is almost saturated

J The sales eecuti.es of R6>2*N=6 =9%%4N2=*T29N ha.e alread

captured the market so Retailer is not accepting us


51/54

J Now days in Reliance =ommunication ha.e some problem like Network

in 6asy Recharge, and the percentage what company gi.es to the retailer

is less to compare to other competitors So retailers need more percentage

in business


52/54

SU..ESTION 4 CONCLUSION

' -uman Resource should be strengthened as per the market need ie som

more sales persons must be appointed who can touch the retailers on the daily

basis

# The company must gi.e more emphasis to distribution part of the /arangal

market

( =ompany should gi.e more incenti.e to the retailer because the

competitors are offering more

" uality of ser.ice to the customer and the retailer should be maintained by

the company

7 2n my point of .iew after analy8ing the primary data and secondary data 2

suggested a new beat plan to the /arangal office ie

Total =ounters Q "7&

Total Sales man Q 7

9ne SP can .isit Q"7&57QJ& counters


53/54

Per one counters ma Q '7 minutes

Per day work Q I hr

2n a week Q ) days $ep sun+

Total working hour week Q "I hr

>et one SP .isit per day Q (# counters

9ne SP .isit in a week Q (#)Q 'J# counters

Di.e SP .isit total cou 2n a week Q'J#7Q J)& counters

Di.e SP .isit total counter in a dayQ (#7Q')& counters

Total counters Q"7&

They can co.er "7& counters in ( days 2n net ( days they can get ( days

more to .isit once another time to the retail outlet and fulfill the demand of the

customer


54/54

BIBLIO.RAP,+

' %*R@6T2NG %*N*G6%6NT P-2>2P @9T>6R

# wwwreliancecommunicationcom

( wwwindiancellularcom

" wwwphoneworldcom

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Naresh Project (1)