1

ACKNOWLEDGEMENT -

Presenting a Summer Training project of this type is an arduous task, demanding a lot of time. I
cannot in full measure appreciate and acknowledgement the kindness shown and help extended by
various persons in this endeavor. I will remember all of them with gratitude.

I must, however, especially Render & My special sincere thanks towards MR. AVJIT TRIPATHI
(Channel Manager, Reliance Infocomm, Varanasi Zonal), for giving me a chance to take this
project and for his valuable guidance, which helped me on all those points, which I needed to
include in, with full intensity.
My sincere thanks are also due to MR.UMESH SISHODIA (Marketing Dept., K.N.M.I.E.T.), for
their significant help extended for the successful completion of the project. I highly appreciate the
help I got from them in providing me and lot of information regarding the functioning of this
organization.
I am really grateful towards this organization (Reliance Infocomm, Varanasi Zonal including all
employees) for full co-operation, support and motivation that they extended to me in completing
my project here.
I am always beholden to my God, for always being with me and showing me the right ways, my
family, for always doing favors to me and my friends and colleagues consistently helped with
encouragement and criticism throughout the project work, for always lifting my sights to higher
vision, raising my personality beyond normal limitation and for realizing me my strengths and
potential, as I did not always welcome her exhortation, “try again; you can do better.” But this
project owes a great deal to it – and so do I.

ANKIT KANSAL

B.B.A.
STUDENT DECLARATION -
 2

I am ANKIT KANSAL student of BBA here by declares that the project report titled
“COMPARATIVE SALES OF NOKIA HANDSET WITH RIM AND TATA INDICOM
CDMA PHONE” is completed and submitted under the guidance of “MR.UMESH SISHODIA
(Marketing Dept., K.N.M.I.E.T.),” is my original work.

The imperial findings in this report are based on the data collected by me. This project has not
been submitted to C.C.S.University, Meerut or any other university for the purpose of compliance
of any requirement of any examination or degree.

ANKIT KANSAL
B.B.A.

PREFACE -

Marketing is a social & managerial process by which an individual and group obtain what they
need and want through creating offering and exchanging products of value with others.

Marketing is getting the right good and services to the right people to the right place, at the right
time at the right place with the right communication and promotion. It is the art of creating and
satisfying customer at a profit.

Advertising is one of the major tools of companies to direct pervasive communication to target
buyers and publics. An identified sponsor defines it as any paid from and non-personal
presentation and promotion of ideas, goods or services.

Advertising is a cost effective way to disseminate message whether it is to build brand preference
for Nokia to motivate a developing nation’s consumer to drink milk and practice birth control.
Sales promotion is an important instrument market to lubricate the marketing efforts. Today sales
promotion is needed and not nearly luxury and fashion.
INTRODUCTION -

Nokia is a world leader in mobile communications, driving the growth and sustainability of the
broader mobility industry. Nokia connects people to each other and the information that matters to
 3

them with easy-to-use and innovative products like mobile phones, devices and solutions for
imaging, games, media and businesses. Nokia provides equipment, solutions and services for
network operators and corporations. Nokia is a broadly held company with listings on four major
exchanges.

Nokia industries in mobile create brand and site loyalty Improve productivity Minimize loss
Enhance customer convenience Solution Benefits Ease of Use Technology, products, and services
that are easy to implement, use and maintain. Standardized software designed to be easier to
operate, which means less training time and less downtime. (Remote diagnostics and upgrades for
software downloading, analysis and maintenance.

The mobile communications, information technology, media, and consumer electronics industries
are converging in some areas into one broader industry.

Some of the first examples of this convergence include camera phones, as well as the use of
mobile devices for email, web browsing and applications, and music downloading. Multi-radio
solutions and devices, which automatically transfer connectivity among cellular networks and
complementary access technologies such as Wireless LAN and Bluetooth, are another example.

Although this convergence presents new challenges, we believe that these trends also expand the
potential for future growth in the mobile communications industry.
We clear the way for greater productivity with consolidated systems and the most powerful tools
for managing all aspects of convenience store operations. Products that are easy to learn and use
contribute to confident, trained employees, reducing employee turnover.
Loss Prevention Systems that are secure, with a wide range of functions to keep track of inventory,
minimize in-store loss and exception analysis. Reduce security overheads with making it safer for
you and your customer to do business. Connect to the Internet for up-to-the-minute store
information such as item level inventory control.
Tata Indicom announced the launch of Mobile Gaming with one of the world’s largest mobile
gaming collection of 1000 games. The games will be supported by the first ever deployment of a
Nokia Application Download Platform. Of the initial release, 735 games will be available on the
 4

latest Nokia CDMA 3105 handsets, which also was launched simultaneously.
Tata Indicom customers will experience gaming free of cost till August 15th. They will also have
access to over 300 wallpapers and 150 ringtones. Based on CDMA technology, the gaming
experience will be superior with rapid downloads.

The mobile gaming collection has been formed through partnerships with leading gaming
providers such as Indiagames, Indiatimes, Mauj, Mobile2win, Phoneytunes, Tinfo Mobile and
Yahoo. Tata Indicom has also partnered with a leading International publisher – Jamdat. This is the
first time that Jamdat games will be available for mobile gamers in India.

On Nokia CDMA 3105, Tata Indicom users can download any of the released mobile games using
the Tata Indicom Gaming Platform. Once downloaded, the games reside on the handset and can be
played any number of times
Tata Teleservices stated, “At Tata Indicom, we are focused on bringing our customers the best and
most innovative data and voice services. We are proud to announce one of the world’s largest
collections of games of which over 735 will be available on the new, sleek Nokia 3105 CDMA
handsets. In an innovative marketing programme, Tata Indicom plans to release several games
every Friday, very much like new movie releases.”
 5

COMPANY PROFILE _NOKIA PVT LTD. -

Nokia is a world leader in mobile communications, driving the growth and sustainability of the
broader mobility industry. Nokia connects people to each other and the information that matters to
them with easy-to-use and innovative products like mobile phones, devices and solutions for
imaging, games, media and businesses. Nokia provides equipment, solutions and services for
network operators and corporations. Nokia is a broadly held company with listings on four major
exchanges.
From its inception, Nokia was in the communications business as a manufacturer of paper - the
original communications medium. Then came technology with the founding of the Finnish Rubber
Works at the turn of the 20th century.
Rubber, and associated chemicals, were leading edge technologies at the time. Another major
technological change was the expansion of electricity into homes and factories which led to the
establishment of the Finnish Cable Works in 1912 and, quite naturally, to the manufacture of
cables for the telegraph industry and to support that new-fangled device - the telephone!
After operating for 50 years, an Electronics Department was set up at the Cable Works in 1960
and this paved the way for a new era in telecommunications. Nokia Corporation was formed in
1967 by the merger of Nokia Company - the original paper-making business - with the Finnish
Rubber Works and Finnish Cable Works.

Design has always been important at Nokia and today's mobile phones are regarded as a
benchmark for others to follow. Take, for example, multi-coloured, clip-on facias which turned
mobiles into a fashion item overnight.
But Nokia has always thought like that and back in the fashion-conscious 1960's when one branch
of the corporation was a major rubber manufacturer, it hit on the idea of making brightly-coloured
rubber boots at a time when boots followed the Henry Ford principle - you could have any colour,
so long as it was black!
The '60s, however, were more important as the start of Nokia's entry into the telecommunications
market. A radio telephone was developed in 1963 followed, in 1965, by data modems - long
before such items were even heard of by the general public.
 6

In the 1980's, everyone looked to micro computers as the next 'big thing' and Nokia was no
exception as a major producer of computers, monitors and TV sets. In those days, the prospect of
High Definition TV, satellite connections and teletext services fuelled the imagination of the
fashion conscious homeowner.
In the background, however, changes were afoot. The world's first international cellular mobile
telephone network, NMT, was introduced in Scandinavia in 1981 and Nokia made the first car
phones for it.
True enough, there were 'transportable' mobile phones at the start of the '80's but they were heavy
and huge. Nokia produced the original hand portable in '87 and phones have continued to shrink in
inverse proportion to the growth of the market ever since

It took a technological breakthrough and a change in the political climate to create the wire-free
world people are increasingly demanding today. The technology was the digital standard, GSM,
which could carry data in addition to high quality voice. In 1987, the political goal was set to
adopt GSM throughout Europe on July 1st 1991. Finland met the deadline, thanks to Nokia and
the operators.
Politics and technology have continued to shape the industry. The '80s and '90s saw widespread
deregulation which stimulated competition and customer expectations. Nokia changed too and in
1992 Jorma Ollila, then President of Nokia Mobile Phones, was appointed to head the entire
Nokia Group. The corporation divested the non-core operations and focused on
telecommunications in the Digital Age.
Few people in the early '90s would have thought that 'going digital' would change things so much.

2001 AND INTO THE FUTURE

Nokia is harnessing its experience in mobility and networks to generate a startling vision of the
future. Meeting rooms, offices and homes will be 'smart' enough to recognise their human visitors
and give them whatever they want by listening to their requests.
Nokia welcomes change and improvement and can embrace new ideas at great speed. Such
characteristics will never change but, as to the rest, the story has only just begun!
Year 2005
 7

The Nokia 6630 imaging smartphone has as the first device in the world achieved global GCF 3G
WDCMA Certification. The certification was achieved based on the requirements defined by
Global Certification Forum (GCF), an independent industry body which provides network
compliancy requirements and testing for GSM/WCDMA mobile devices.
 8

RELIANCE GROUP -
The Reliance Group founded by Dhirubhai H. Ambani (1932-2002) is India's largest business
house with total revenues of over Rs. 99,000 crores (US$ 22.6 billion), cash profit of Rs.12,500
crores (US$ 2.8 billion), net profit of Rs.6,200 crores (US$ 1.4 billion) and exports of Rs.15,900
crores (US$ 3.6 billion).
The Group's activities span exploration and production (E&P) of oil and gas, refining and
marketing, petrochemicals (polyester, polymers, and intermediates), textiles, financial services and
insurance, power, telecom and infocom initiatives. The Group exports its products to more than
100 countries the world over. Reliance emerged as India's Most Admired Business House, for the
third successive year in a TNS Mode survey for 2003.
Reliance Group revenue is equivalent to about 3.5% of India's GDP. The Group contributes nearly
10% of the country's indirect tax revenues and over 6% of India's exports. Reliance is trusted by
an investor family of over 3.1 million - India's largest.

THE RELIANCE GROUP COMPANIES INCLUDE:

• Reliance Industries Limited,
• Reliance Capital Limited,
• Reliance Industrial Infrastructure Limited, Reliance Telecom Limited,
• Reliance Infocomm Limited,
• Reliance General Insurance Company Limited, Indian Petrochemicals Corporation Ltd. and
Reliance Energy Ltd.
 9

RELIANCE INFOCOMM –

Reliance Infocomm is the outcome of the late visionary Dhirubhai Ambani's (1932-2002) dream to
herald a digital revolution in India by bringing affordable means of information and
communication to the doorsteps of India's vast population.
"Make the tools of infocomm available to people at an affordable cost, they will overcome the
handicaps of illiteracy and lack of mobility", Dhirubhai Ambani charted out the mission for
Reliance Infocomm in late 1999. He saw in the potential of information and communication
technology a once-in-a-lifetime opportunity for India to leapfrog over its historical legacy of
backwardness and underdevelopment.
Working at breakneck speed, from late 1999 to 2002 Reliance Infocomm built the backbone for a
digital India - 60,000 kilometers of fiber optic backbone, crisscrossing the entire country. The
Reliance Infocomm pan-India network was commissioned on December 28, 2002, the 70th - birth
anniversary of Dhirubhai. This day also marked his first birth anniversary after his demise July - 6,
2002.
Reliance Infocomm network is a pan India, high capacity, integrated (wireless and wire line) and
convergent (voice, data and video) digital network, designed to offer services that span the entire
Infocomm value chain - infrastructure, services for enterprises and individuals, applications and
consulting. The network is designed to deliver services that will foster a new way of life for a New
India.
 10

TATA INDICOM -

Tata Indicom is part of the INR 64,350 Crores (US$14.3 billion) Tata Group, that has over 90
companies, over 210,000 employees and more than 2.16 million shareholders. With an investment
of over INR 9,000 Crores (US$ 2 billion) in Telecom, the Group has a formidable presence across
the telecom value chain. The Tata Group plans an additional investment of around INR 900/-
Crores (US$ 2 billion) in this sector in the next two years.

Tata Indicom spearheads the Group's presence in the telecom sector. Incorporated in 1996, Tata
Indicom was the first to launch CDMA mobile services in India with the Andhra Pradesh circle.

Starting with the major acquisition of Hughes Tele.com (India) Limited [now renamed Tata
Teleservices (Maharashtra) Limited] in December 2002, the company has swung into expansion
mode. Tata Teleservices operates in 20 circles i.e. Andhra Pradesh, Chennai, Gujarat, Karnataka,
Delhi, Maharashtra, Mumbai, Tamil Nadu, Orissa, Bihar, Rajasthan, Punjab, Haryana, Himachal
Pradesh, Uttar Pradesh (E), Uttar Pradesh (W), Kerala, Kolkata, Madhya Pradesh and West
Bengal. The company has a customer base of over 3 million. The investment in the company as of
March 2004 totals INR 5995 Crores (US$ 1200 million).
Having pioneered the CDMA 3G1x technology platform in India, Tata Teleservices has
established a robust and reliable telecom infrastructure that ensures quality in its services. It has
partnered with Motorola, Ericsson, Lucent and ECI Telecom for the deployment of a reliable,
technologically advanced network.

The company, which heralded convergence technologies in the Indian telecom sector, is today the
market leader in the fixed wireless telephony market with a customer base of 1.8 million.
Tata Indicom bouquet of telephony services includes Mobile services, Fixed Wireless Phones,
Public Booth Telephony, and Wireline services. Other services include value added services like
 11

voice portal, roaming, post-paid Internet services, 3-way conferencing, group calling, Wi-Fi
Internet services and data services.

Tata Indicom has recently, marked its entry into the Prepaid segment by launching 100 % Sacchai
True Paid, across all its existing 20 circles. With the latest initiative, Tata Indicom has opened up
new frontiers for the Indian prepaid customers by offering 1-second pulse and 100 % talktime on
True Paid.
The company will be shortly launching a new service for Corporates called Push-To-Talk™ (first
across the world to partner with Qualcomm for BREW Chat). This service will be available for the
masses across the country. Tata Indicom has also launched a collection of 1000 mobile games -
one of the largest collections of mobile games in the world.

The company has launched prepaid FWP and public phone booths, new handsets, expand Wi-Fi
across public hotspots, new voice & data services such as BREW games, picture messaging,
polyphonic ring tones, interactive applications like news, cricket, astrology, etc.

Tata Indicom has a strong workforce of 5500. The company is in the process of recruiting
personnel for its new circles and will create more than 20,000 jobs by March 2005, which will
include 10,000 indirect jobs through outsourcing of its manpower needs.

Today, the company serves more than 3 million customers in over 824 towns. With an ambitious
rollout plan both within existing circles and across new circles, Tata Teleservices will offer world-
class technology and user-friendly services to over 1000 cities in 20 circles by March 2005.

PRODUCT PROFILE
RELIANCE INFOCOMM LAUNCHES –
• Five Nokia CDMA handsets
• Two camera handsets with FM radio for the first time
 12

• Speaker phone facility on all models

• Changeable covers on all models

DAKC (Dhirubhai Ambani Knowledge City)

Reliance Infocomm, India's largest mobile service provider along with Nokia, the Global leader in
mobile handsets has launched five exciting CDMA models across the country. All the five models
double up as modems to access the Internet with the R Connect cable accessory.
With the launch of these models the total handset offering from Reliance is now close to 25. The
Nokia CDMA range will span across the entry level to the premium segment of the market.
These handsets can be provisioned with a Reliance Get Started Card to be purchased separately
with a choice of mobile number. Existing subscribers can retain their mobile number and upgrade
effortlessly to these great models using the Reliance - Handset Change Card.
"This major offering from Nokia on the Reliance network unfolds a new chapter in the CDMA
market. It definitely brings excitement into the existing range of handsets. The Reliance offering
has now become formidable with the addition of these five models to offer an increased choice to
our ever increasing Reliance subscriber family", says Praveen Pasricha, President Sales and
Marketing, Reliance Infocomm.

The entry-level phone is the black and white Nokia 2112, priced around Rs. 5000/-. This
lightweight phone (85 gms) boasts of built in flashlight, Picture messaging, R-world and R-
Connect facility.
At the Mid-End are two colour screen phones. Nokia 6012, priced at around Rs. 5,400/-, which is
a sturdy phone with a facility to send Group SMS, Voice Dialling and R-Connect. Nokia 3105,
priced around Rs. 6,500/- has a unique night glow facility and a provision for attaching a fun
camera, in addition to R-World and R-Connect.
At the premium end are two great colour phones, the personalized Nokia 3205 priced around
Rs.9,500 and the stunning Nokia 6225 priced around Rs10,000. Both these phones come with an
FM Radio, Built in VGA Camera, Infrared connectivity and 500 phone book memory. The
Infrared connectivity allows the user to synchronize data with one's laptop, sharing of graphics,
photos, ring tones and other contacts with other Nokia phones.
 13

Reliance Infocomm Ltd., a Reliance group company, is India's largest mobile service provider
with over 9 million customers. Reliance Infocomm has established a pan-India, high-capacity,
integrated (wireless and wire line) and convergent (voice, data and video) digital network, to offer
services spanning the entire Infocomm value chain - infrastructure, services for enterprises and
individuals, applications and consulting. The Reliance Group, founded by Shri Dhirubhai H.
Ambani (1932-2002), is India's largest business house with total revenues of over Rs. 99,000
crores (US$ 22.6 billion), cash profit of Rs. 12,500 crores US$ 2.8 billion), net profit of Rs. 6,200
crores (US$ 1.4 billion) and exports of Rs. 15,900 crores (US$ 3.6 billion).

NOKIA HANDSET WITH RELIANCE –

Black and White Handsets

Current handset models -

Old handset models –

 14

Color Handset

Current handset models –

 15

Old handset models -

Color Handset with camera

Current handset models –

old handset models –

 16

Video Camera Phone

Current handset models –

Camera Watch Phone

old handset models -

 17

PDA COLOUR PHONE

OLD HANDSET MODELS –

 18

NOKIA HANDSET WITH TATA INDICOM -

 19

B&W phones

Indicom Gem Samsung Neo

Orange backlight display
Incredibly small
Polyphonic Ringtones and
Vibration Alert
Large Capacity phone book
View Details
Slim & stylish candybar phone
B&W handset: yellow-green
backlight
English/Hindi language
support
2000 phone book memory
Polyphonic ringers
View Details

Nokia 2112 Indicom ACE

96x65 pixel mono display
Incredibly small
Memo recorder with 180
seconds of recording time
Extensive language support
View Details
Stylish candybar phone
96x64 pixel Mono 1.5" LCD
Bright color-film display
screen
Polyphonic ring tones
200 phonebook memory
View Details

Color phones
Indicom Star
65K Colour Screen
Stylish Clamshell phone
Polyphonic ringtones
200 phonebook memory
View Details

Color phones : Data- ready


Nokia 3105
2-way speaker with
3-way conferencing
Rhythmic Lighting that flashes
in sync with your ring tone
Nokia Fun Camera
Java Games & Applications
View Details
LG 5235
65k color screen and rhythmic
lighting
16 polyphonic ringtones
500 phonebook memory with
multiple numbers and
addresses
Above 100 sms storage
capacity
View Details
Nokia 3125
4096 color display
Integrated speakerphone
MMS capable
Support for Voice Ringers,
Games & Applications
download
View Details
20
Nokia 6585
128x128 color display
Integrated FM Radio
Advanced Messaging Features
WAP 2.0 minibrowser.*
View Details
Kyocera KX444
4096 Color Display
Integrated Speakerphone
Polyphonic Ring tones &
Vibration alert
High-speed data ready
Support for Applications
download
View Details
Kyocera Prisma
Stylish colour, candybar phone
Speakerphone
Polyphonic ringers
Backlit keypads
View Details
 21

Pantech PA-711 Nokia 3155 - New

65000 Color Display 262000 Color Display
Integrated Speakerphone (128x160 Display resolution)
High-speed data ready Built-in Audio Player & FM
Extensive Hindi language Radio
support Streaming Video & Audio
Support for Games & support
Applications download Integrated Speakerphone
View Details View Details

Camera phones

Nokia 6225
Nokia 3205
4096 color display
Integrated VGA Camera
Multimedia Messaging
capable
Support for Games &
Applications download
View Details
128x128 color display
Integrated VGA Camera
and FM Radio
Advanced Messaging
Features
High speed data support
for speeds up to 153
kbps
View Details

Nokia 6235
LG 6335
65000 Color High-
resolution display
Integrated VGA Camera
with Digital zoom
Camera with Digital
Video Recording
capability
Multimedia Messaging
capable
View Details
Nokia 6155 - New Nokia 6255
262000 Color Display
(128x160 Display
resolution )
1 Mega-pixel Camera
with Digital zoom and
Video Recording
Built-in Audio Player &
FM Radio
Integrated Speakerphone
View Details
PDA Phones ( Personal Digital Assistant )
22
65000 Color display
Built-in MP3 Player &
FM Radio
Audio & Video Streaming
capability
MMS capable
Integrated Speakerphone
View Details
65000 Color Display
Integrated VGA Camera
with Digital zoom and
Video Recording
capability
Built-in Audio Player &
FM Radio
Bluetooth Connectivity
Integrated Speakerphone
View Details
 23

Konquer
User friendly
Advanced calling
Web surfing
Email on the go
Messaging at its
finest
Advanced inbuilt
camera
Streaming videos
MP3 player
Office in your Palm
View Details
 24

DISTRIBUTION SYSTEM

The success of each and every company depends upon the effectiveness of their distribution
system. Hindustan lever ltd has an efficient distribution model.

Manufacturer

C&F

Distributor

Retailer

Consumer
 25

COMPANY NEW DISTRIBUTION SYSTEM TO REACH MORE CONSUMERS:

FMGC major Reliance and Tata Indicom new plans of reinventing distribution so as to redefine
current channels and look at creating new channels. Competition was the main thrust for this
change in its area of distribution.

Reliance and Tata Indicom that has been reinventing its distribution system, in a bid to reach out
to more consumers, will look at a three-way convergence of product availability, brand
experience. They are building key capabilities entraining the large number of people involved in
these initiatives, through all these initiative they are getting their brands closer to the consumer.

These initiatives are expected to create employment and vocational opportunities through its
nation wide network of 7,000 stockiest and 6,000 sub-stockiest, thereby, employing over 60,000
people. HLL is already involved in channels such as project Shakti, which operates in 16 states;
the company network, which has a consultant base of 25,000 entrepreneurs and out at home
opportunity and mobile and communication service.
 26

PRICING

Company Product Rs.

RELIANCE Nokia 2112 4200.00

Nokia 2280 2999.00

Nokia 3105 6500.00

Nokia 6585 7100.00

Nokia 6012 5400.00

Nokia 3205 9500.00

Nokia 6225 10,000.00

TATA INDICOM Nokia 2112 3800.00

Nokia 2280 3200.00

Nokia 3105 6100.00

Nokia 6585 6600.00

Nokia 6225 9300.00

 27

RESEARCH METHODOLOGY -

Research methodology is a systematic way. Which consists of series of section or step necessary
to effectively carry out research and the desired sequencing of these steps the marketing research
is a process of involves a number of inter related activates which overlap and do rigidly follow a
particular sequence. It consists of the following step.

1. Formulating the objective of the study.

2. Designing the method of data collection.

3. Selecting the sample plan.

4. Collecting the data.

5. Processing and analyzing the data.

6. Reporting the finding,

 28

OBJECTIVES OF STUDY -

The main objective of the study is sales of Nokia handset with reliance and Tata Indicom CDMA
phone.
1. TO do comparative analysis of sales of nokia CDMA hand set in RIM and TATA
INDICOM.
2. To know the special preference of the customer of Nokia CDMA handset.
3. To find out the sales of the customers of Nokia CDMA handset.
4. How many type of Nokia handset provide to the customers by the RIM and Tata Indicom.
5. Sales trend analysis of Nokia handset in RIM and Tata Indicom.

ANALYSING THE INFORMATION:

The next to last step in the marketing research process is the extract findings from the collected
data. The research tabulates the data and develops the finding.

1. Data analysis

2. Tabulation
 29

RESEARCH DESIGN

The research design is the basic framework, which provides guidelines for the research process. It
is a map according to which the research is to be conducted. The research design specifies the
methods for data collection and data analysis.

After having discussed the HLL (Hindustan Liver Limited) detergent market and its competitor in
general, the present chapter ‘Research Design’ has proposed to high light the objectives,
hypothesis, data collection, sampling arid measurement techniques etc.

DATA COLLECTION METHOD -

The date use is primary in nature. The questionnaire was designed and these questionnaires were

asked to be filled up by the respondents.

 30

SAMPLING METHOD -

The sample for the survey was selected at random. For this, the surveyor attempted to get the
information from respondents. Respondents were interviewed at random from the sites chosen.

• Sample size – 50 (Retailer)

ANALYSIS METHOD -

Prior to collection of the data or actual fieldwork a pilot study was conducted in order to analyze

the degree of proper framing of the questionnaire. The dummy data so collected was used to

develop an idea regarding specific information that is required to carry out the actual research.
 31

DATA COLLECTION -

• PRIMARY DATA –

The primary data are those data that are collected afresh and for the first time and happen to be
original in character. The primary data to be collected for the study are-

By Structured Questionnaire (Retailer)

• SECONDARY DATA –

Secondary data are those data which have already been collected by someone else and which
already had been passed through the statically process. The secondary data to be collected for the
study are-
 Publication of the company
 Periodical of the company
 By Internet Websites
 32

RESEARCH INSTRUMENT -

 STRUCTURED QUESTIONNAIRE –

A Questionnaire consist of a number of questions printed or typed n a definite order on a form or

set of forms. It is the set of questions presented to the retailers for their answers. When the
questions have only two alternatives or of multiple choice, then it is known as closed-end
questionnaire, which is hence used the given study.
 33

DATA ANALYSIS
1) Which type of mobile technology you have?

TECHNOLOGY RETAILERS
CDMA 8
GSM 12
BOTH 20

40
respondent

30
30

20 Series1
12
8
10

0
CDMA GSM BOTH
technology

INTERPRETATION -
• 20 retailers keep both technologies in their shop.
• 8 retailers keep CDMA technology in their shop
• 12 retailers keep GSM technology in their shop.

2) Which company CDMA phone you have?

Source of primary data:
COMPANY RETAILERS
Nokia 10
 34

LG 15
SUMSUNG 5
ALL THESE 30
respondent

25 20
20 15
15 10
RETAILERS
10 5
5
0

E
IA

N
LG

ES
K

TH
O

S
M
N

LL
S

company

INTERPRETATION:-
• 10 retailers keeps NOKIA CDMA hand set
• 15 keeps LG CDMA hand set,
• 5 Samsung keeps CDMA hand set.
• 20 keeps all these company hand set.

3) You have Nokia CDMA with which company?

Source of primary data:-

COMPANY RETAILERS
TATA INDICOM 15
RIM 20
BOTH 15
 35

respondent RETAILERS

30 15 20 15 20
20 RETAILERS
10
0

BOTH
TATA
INDIC
OM

company

OUT OF 50 RETAILERS:-

INTERPRETATION:-
• 15 retailers keeps both company CDMA phone,
• 20 keep’s TATA Indicom CDMA Phone.
• 20 keeps Reliance CDMA Phone

4) Customer preferred Nokia CDMA with which company

SOURCE OF PRIMARY DATA:
 36

COMPANY RETAILERS
TATA INDICOM 21
RIM 29

RETAILERS
respondent

40
20 RETAILERS
0
TATA
INDIC
OM

company

Out of 50 retailers
INTERPRETATION: -
• 58% Customer preferred Nokia hand set with Reliance
• 42% Customer preferred Nokia handset with Tata Indicom.
 37

5) Which CDMA hand set is like by customer?

Source of primary Data -
COMPANY RETAILERS
NOKIA 14
LG 17
SAMSUNG 9
OTHER 10

RETAILERS

20 17
respondent

14
15
9 10
10 RETAILERS
5
0
NOKIA LG SAMSUNG OTHER
company

OUT OF 50 RETAILERS:-
INTERPRETATION: -
• 34% customer like LG CDMA hand set,
• 28% like Nokia CDMA hand set,
• 18 Samsung CDMA handset
• 20% others CDMA hand set.

6) Which subscriber provides Nokia CDMA with cheaper price?

SOURCE OF PRIMARY DATA:
COMPANY RETAILERS
TATA INDICOM 32
RIM 18
 38

Respondent RETAILERS
32
40 18
20
0
TAT

RETAILER
A

S
company

OUT OF 50 RETAILERS:-
INTERPRETATION:-
• 64% retailers say that TATA Indicom
• 36% says Reliance Indicom given facility.

7) Which subscriber provides better schemes with Nokia CDMA?

SOURCEOF PRIMARY DATA -

COMPANY RETAILERS
TATA INDICOM 27
RIM 23
 39

respondent RETAILERS
27
28 23
24 RETAILERS
20
TATA
INDIC
OM

company

OUT OF 50 RETAILERS:-
INTERPRETATION:-
• 46% retailers says RIM provide more scheme.
• 54% says tata Indicom give more scheme.

8) How many Nokia CDMA phone you sale in a month with RIM?
SOURCE OF PRIMARY DATA -
QUNTITY RETAILERS
0-50 35
50-100 10
MORE THAN 100 5
 40

respondent RETAILERS

40 35
35
30
25
20 10 RETAILER
15 5
10 S
5
0
0-50

MORE
THAN
100
Quantity

OUT OF 50 RETAILERS:-
INTERPRETATION:
• 35 retailer’s sale 0 to 50 Nokia CDMA phone.
• 10 retailer’s sale 50 to 100 Nokia CDMA phone.
• 5 retailers sale more then 100 Nokia CDMA phone.
9) Which CDMA hand set has maximum sales?
SOURCE OF PRIMARY DATA -
COMPANY RETAILERS
NOKIA 14
LG 16
SAMSUNG 10
OTHER 10
 41

respondent RETAILERS

20 16
14
16 10 10
12
8 RETAILER
4 S

SAMSU

OTHER
0
NOKIA

LG

NG
Company

OUT OF 50 RETAILERS:-
INTERPRETATION:-

• 30% retailers says LG CDMA hand set maximum sales.

• 28% says Nokia CDMA hand set.
• 20% says Samsung CDMA hand set.
• 20% says other CDMA hand set.

10) How many Nokia CDMA phone you sale in a month with Tata Indicom?

Source of Primary Data –

QUANTITY RETAILERS
0-50 28
50-100 15
MORE THAN 100 7
 42

Respondent RETAILERS

50 28
40
30 15 7
20
10
0
0-50 50-100 MORE
RETAILER
THAN S
100
Quantity
OUT OF 50 RETAILERS:-
INTERPRETATION:-

• 58% retailers sell Nokia CDMA hand set 0-50 with Tata Indicom.

• 30% retailer Nokia CDMA hand set 50-100 with reliance.

11) That are the attributes which pulls the customer to purchase Nokia CDMA?

SOURCES OF PRIMARY DATA –

ATTRIBUTES RETAILERS
FUNCTIONS 10
ATTRACTIVE LOOK 6
PRICE 14
BATTERY BACK UP 12
ALL THESE 8
 43

respondent RETAILERS

14 12
16 10
12 6
8
4
0 CTIO

PRIC
FUN

NS

E
attributes

RETAILERS

OUT OF 50 RETAILERS:-
INTERPRETATION:
• 10 retailers say that the customer purchase Nokia CDMA due to Function.
• 6 retailers say that the customer purchase Nokia CDMA due to attractive look.
• 14 retailers say that the customer purchase Nokia CDMA due to Price.
• 12 retailers say that the customer purchase Nokia CDMA due to Battery back up.
• 8 retailers say that the customer purchase Nokia CDMA due to all of these.

13) Why do customers purchase RIM?

SOURCE OF PRIMARY DATA –
ATTRIBUTES RETAILERS
NETWORK 20
SCHEMES 12
FACILITY 12
ADVERTISEMENT 6
 44

RETAILERS
Respondent

40
30
20
20
12 12
10
SCHEMES
NETWORK

ADVERTISE
FACILITY
0 6 RETAILER

MENT
S

Attributes

OUT OF 50 RETAILERS:-
INTERPRETATION:
• 40% consumer purchase RIM for good Network.
• 24% purchase RIM handset for good Scheme.
• 24% purchase RIM handset for good Facility.
• 12% purchase RIM handset for good Advertisement.

14) Why do customers purchase Tata Indicom?

SOURCE OF PRIMARY DATA -
ATTRIBUTES RETAILERS
PULSE RATE 18
FULL TALK VALUE 14
FACILITY 12
ADVERTISEMENT 6
 45

Respondent RETAILERS
18
20 14 12
6

0 RATE RETAILERS
PULS

FACIL
ITY
E

Attributes

OUT OF 50 RETAILERS:-
INTERPRETATION:
• 36% consumer purchase Tata indicome for per second pulse rate.
• 28% consumer purchase Tata indicome for full talk value.
• 24% consumer purchase Tata indicome for good facility.
• 12% consumer purchase Tata indicome for advertisement.
 46

RECOMMENDATIONS & SUGGESTIONS

• RECOMMENDATIONS –

1. If possible, pricing should be reviewed with many consumers citing it as a negative factor.

2. Nokia CDMA being viewed as a premium product could come up with a lower price.

3. More schemes should be introduced to attract non-users.

4. Advertising standards should be maintained if possible improved as advertisement has

contributed immensely to the awareness level and usage of the Nokia CDMA.

5. Company gave a special offer on the festival.

 47

SUGGESTIONS

The suggestions made as per the study and observations of the survey. The scope of the study is a
however limited.

1. CHOOSE EFFECTIVE MEDIA  T.V. advertisement is the most influencing medium. So

the unpopular brand manufacturer should adopt this to advertisement in the market. Other than
T.V. medium, other media such as friends, family member have weighted influence in making
purchase decision.

2. PROPER CUSTOMER RELATIONSHIP  During the analysis we find that respondents

advice to purchase Nokia CDMA hand set when they were asked to give advised in purchasing
the these hand set. So the marketers should persuade them to make positive attitude. Marketers
should contact directly.

3. BRAND PROMOTION  If we see overall analysis, quality and quantity play some
important role in making purchase decision. Marketers of all brands should provide such type
promotion. They feel some fear about the existence before purchasing the brand. This type of
fear can be abolished by such type promotional facilities.

4. Scheme Awareness  Company has to provide all details related to promotion, company
scheme and discount.

5. New Products Ensure that the company is innovative and introduces new products to meet
new customer’s needs.

6. Availability the product - The all range of Nokia handset will be available in market.
Because the total ranges of Nokia handset is not available.
 48

LIMITATIONS

Limitations of the study:

1. The primary data collected is strictly to Ghaziabad.
2. Study is further restricted to some area of Ghaziabad.
3. Some of the respondents did not show much interested in filling the questionnaire. They filled
the questionnaire just for the sake of filling it.
4. Secondary data is limited only to news, media, Internet, annual report of the company.
5. Respondent have not interest to give correct information.
 49

FINDINGS

1. Nokia CDMA is leader in mobile market.

2. Nokia CDMA is main competitor of LG CDMA in reliance and TATA Indicom.

3. Nokia CDMA have more prices other CDMA mobile.

4. Nokia CDMA is more sales with RIM then Tata Indicom.

5. RIM gives more facility competition of TATA Indicom to the customer.

6. RIM is more popular in CDMA phone compression Tata Indicom.

7. Reliance is more sales compression TATA Indicom in Ghaziabad.

8. Nokia CDMA has low prince with Tata Indicom compression with reliance.
 50

RETAILERS’ QUESTIONNAIRE

 Retailer's name-
 Address-
 Tel no.-
 Total sales-
_____________________________________________

1) Which type of mobile technology you have?

{a}CDMA [ ]
{b} GSM [ ]

2) Which company CDMA phone you have?

{a} Nokia [ ]
{b}LG [ ]
{c}Samsung [ ]
{d}Other [ ]

3) You have Nokia CDMA with which company?

{a}RIM [ ]
{b} Tata Indicom [ ]
{c} Both [ ]

4) Customer preferred Nokia CDMA with which company?

{a}RIM [ ]
{b} Tata Indicom [ ]
5) Which CDMA handset is most like by the customer?
{a} Nokia [ ]
{b}LG [ ]
{c}Samsung [ ]
 51

{d}Other [ ]

6) Which subscriber provide more facilities to the customer

{a} RIM [ ]
{b } Tata Indicom [ ]
7) Which subscriber provides Nokia CDMA with cheaper prize?
{a}RIM [ ]
{b} Tata Indicom [ ]
8) Which subscriber provides better schemes with Nokia CDMA?
{a}RIM [ ]
{b} Tata Indicom [ ]

9) Which CDMA handset has maximum Sales?

{a} Nokia [ ]
{b}LG [ ]
{c}Samsung [ ]
{d}Other [ ]
10) How many Nokia CDMA phone you sale in a month with reliance?
{a} 0-50 [ ]
{b} 50-100 [ ]
{c} More than 100 [ ]
11) How many Nokia CDMA phone you sale in a month with Tata Indicom?
{a} 0-50 [ ]
{b} 50-100 [ ]
{c} More than 100 [ ]

12) What are the attributes which pulls the customer to purchase Nokia CDMA hand set.
a) Battery backup [ ]
b) Attractive look [ ]
c) Function & other facilities [ ]
d) All these [ ]
 52

13) Why do Customers purchase RIM?

a) Network [ ]
b) Schemes [ ]
c) Facilities [ ]
d) Advertisement [ ]

14) Why do Customers purchase Tata Indicom?

a) Per second pulse rate [ ]
b) Full talk values [ ]
c) Advertisement [ ]
d) facilities [ ]
15) Which factor influence the customer to buy the Nokia CDMA handset?
a) Quality [ ]
b) Price [ ]
c) Functions [ ]
d) Advertisement [ ]
BIBLIOGRAPHY

 C. R. Kothari “Research Methodology” Second Edition, Wishwa Prakashan.

 Donald S. Tull , Dell I. Hawkins “ Marketing Research” Sixth Edition, Published by Ashok k.
Ghosh , Prentice-Hall Of India Pvt. Ltd.

 Business Today.
 Business world
 India today
 Times of India
 Hindustan times
 www.tatainfocomm.com
 www.relianceinfocomm.com
 www.google.com
 www.nokia.com
 www.compareindia.com