Professional Documents
Culture Documents
GONDIA REGION )
Indian
Telecommunication
Industry
is
the
third
largest
INDIAS POSITION IN TELECOM SECTOR : India is 4th largest market in asia after china, japan and south korea.
Indian telecom network is 8th largest in the world and 2nd largest
among emerging ecomomies.
Contribution of telecom sector in terms of revenue is 2.1 % of GDP as
compared to 2.8% in developed economies.
REFORMS IN TELECOM SECTOR : Reforms in telecom sector began in 1980 with telecom manufacturing
being opened for private sector followed by National Telecom Policy
(NTP) in 1994 and 1999.
In 1990 telecom revolution in many countries which resulted in better
quality of service with lower tariff rates force Indian policy makers to
open up telecom sector for private players.
GROWTH OF MOBILE TECHNOLOGY : India has become one of the fastest-growing mobile markets in the
world. The mobile services were commercially launched in August
1995 in India. In the initial 56 years the average monthly subscribers
additions were around 0.05 to 0.1 million only and the total mobile
subscribers base in December 2002 stood at 10.5 millions.
and
CDMA
(code-division
multiple
access)
CLASSIFICATION OF TELECOM SECTOR:1. Fixed Line Telephony : Current market size of rs.30164 crore with 43 million lines.
BSNL and MTNL account for 90% revenue for basic services.
Private sector offer high end services like leased lines, isdn,
videoconferencing as a result ARPU ( av. revenue per user is
more for private players).
3. Internet : Internet has become very easily accessible with cyber cafes.
There is no restriction on the number of internet companies and
more than 185 companies are operational.
Internet telephony has been allowed officially from 1 April 2002.
The growing demand of corporates for applications such as
electronic commerce, internet leased lines, ISDN, VPN etc is
driving the growth of the internet services market.
MARKET SHARE OF PRIVATE AND PUBLIC PLAYERS : The public players and the private players share the fixed line
and the mobile segments.
Currently the public players have more than 60% of the market
share.
Bharti airtel has the largest customer base with 31% market
share, followed by hutch (vodafone) and bsnl with each holding
22% market share.
The value added services provided by the mobile service
operators contribute more than 10% of the total revenue.
Nilesh Meshram [ MBA IVth semester ], D.M.T.R., N.M.D College, Gondia
Page 5
1) BSNL :
Incumbent
service
provider
and
World's
7 th
largest
2) MTNL :
3) Bharti Airtel :
Nilesh Meshram [ MBA IVth semester ], D.M.T.R., N.M.D College, Gondia
Page 6
4) Reliance Communications :
5) Tata Teleservices :
7) Vodaphone :-
telecom services
sector in India
4. 3G Technology
India has opted for the use of both the GSM and CDMA
technologies in the mobile sector. But India primarily follows the GSM mobile
system.
Subscribers
91114971
65920902
44180880
41518613
17476962
10744953
4084579
% Share Market
32.88 %
23.79 %
15.94 %
14.98 %
6.31 %
3.88 %
1.47 %
BPL
All India
2073184
277115044
0.75 %
The breakup of wireless subscriber base in India as of May 2009 is given below :-
Operator
Subscriber base
Bharti Airtel
99,549,208
Reliance Communications
77,223,264
Vodafone Essar
74,080,707
BSNL
53,598,591
Idea Cellular
41,243,253
Tata Teleservices
36,486,763
Aircel
20,685,711
MTNL
4,568,269
Spice Telecom
4,235,023
BPL
2,256,862
Sistema Shyam
936,189
HFCL Infotel
382,602
All India
415,246,442
(A) Advertising :
It Is any non personal paid form of communication using any form
of mass media.
Advertisin
g
Public
Relations
Personal
Selling
Sales
Promotion
Direct
Mail
Intrnet
Marketing
: Just do it.
Pull Strategy
MANUFACTURER
WHOLESELER
RETAILER
CONSUMER
Push Strategy
P
R
O
M
O
T
I
O
N
MANUFACTURER
WHOLESELER
RETAILER
CONSUMER
P
R
O
M
O
T
I
O
N
Organisations tend to use both push and pull strategies to create demand
from retailers and consumers.
Attention
Interest
Desire
Action
AIDA is a communication model which can be used by firms to
aid them in selling their product or services. AIDA is an Acronym for
Attention, Interest, Desire, Action.. When a product is launched the first goal
is to grab attention. Think, how can an organization use it skills to do this?
Use well-known personalities to sell products? Once you grab attention how
can you hold Interest, through promoting features, clearly stating the
benefit the product has to offer? The third stage is desire, how can you
make the product desirable to the consumer? By demonstrating it? The
final stage is the purchase action, if the company has been successful with
its strategy then the target customer should purchase the product.
Nilesh Meshram [ MBA IVth semester ], D.M.T.R., N.M.D College, Gondia
Page 13
Pro
moti
on
through the Product life cycle :As products move through the four stages of the product lifecycle
different promotional strategies should be employed at these stages to
ensure the healthy success and life of the product .Stages and promotion
strategies employed :
Introduction:
When a product is new the organizations objective will be to inform
the target audience of its entry. Television, radio, magazine, coupons etc
may be used to push the product through the introduction stage of the
lifecycle. Push and Pull Strategies will be used at this crucial stage.
Growth :
As the product becomes accepted by the target market the
organisation at this stage of the lifecycle the organization works on the
strategy of further increasing brand awareness to encourage loyalty.
Maturity :
At this stage with increased competition the organisation take
persuasive tactics to encourage the consumers to purchase their product
over their rivals. Any differential advantage will be clearly communicated to
the target audience to inform of their benefit over their competitors.
Decline :
As the product reaches the decline stage the organisation will use
the strategy of reminding people of the product to slow the inevitable
PROBLEM DEFINITION :-
PROFILE OF TATA-DoCoMo :TATA DoCoMo is Tata Teleservices Limited's ( TTSL) telecom service on
the GSM platform.
World 2009) and Ms. Krushnaa Patil, again from Pune,(the youngest
girl to conquer Mount Everest) as brand ambassadors. Chopra and Patil
are do-ers for the company. They are young achievers and are the
personification of the Tata DoCoMo brand.
Pooja Chopra, Femina Miss India World-2009 with Gurudas Kamat, Minister of State for Information
Technology and Communications, Government of India, and Member of Parliament from Mumbai ,
acknowledged the Tata DoCoMo SIM replica[August 06, 2009]
Docomo
has
probably
understood
that
the
Indians
are
:-
Special Features of Tata-DoCoMo :It is offering both postpaid and prepaid plans with a variety of
features. It is also giving free voice mail and miss call alert service.
Call rates.
Total transparency.
Lifetime Validity SIM it costs Rs 49/- and comes with Rs 5 talktime all Local
Calls 1p/second; all STD calls 2p/second.
*Introductory offer :
STD calls upto 27,000 seconds are charged at 1 p/second in a month,
beyond that 2 p/second in that month. (for a limited period)
SMS (P2P SMS , upto 160 characters)
Local 60p
National Rs 1.20
International Rs 5
Recharge Options :
Pay 60paisa/SMS for the First 3 Local SMS everyday and get the
next 100 Local SMS Free for the day
2)
Plan of Rs.99/
3)
4)
Plan of Rs.786/
5)
Plan of Rs.99/
6)
7)
Plan of Rs.49/
1 paisa per 2 seconds for all Local calls to any Network with 30
days validity
8)
9)
Plan of Rs.55/-
10)
How to subscribe :Dial *141# and choose from Daily plans on local, STD, Night calling, GPRS &
Music.
b. Night Talk
Now converse through the night. 60 Free Local Night minutes on Tata
DOCOMO Network.
c. GPRS
10MB Free Browsing @ Rs.5 only.
d. World Calling
o
e. Entertainment
15 minutes FREE music @ Rs.5
f. Cricket
Cricket Alerts @ Rs.5/day
Founded
: 2004
Industry
: Telecommunications
Products
Revenue
Net income
Total assets
Employees
: 33,000
Website
: Rcom.co.in
RelCom is also into Wire line Business throughout India and has
the largest optical fiber communication (OFC) backbone architecture
[roughly 110,000 km] in the country.
Reliance Communications has launched its Direct To Home (DTH)
TV also, known as "Big TV". RelCom have presence across all B2C
communications channel in one of the fastest growing markets in the world.
On the 19th December 2008,one of the flag telecom cables in
the Mediterranean sea was damaged. Flag Telecom is now part of Reliance
Globalcom.
On the 30th December 2008, Reliance became the first telecom
company in India to operate in both CDMA as well as GSM technologies.
Reliance GSM :On the 30th December 2008, Reliance Communications became the
first telecom operator in the history of Indian telecommunications to
simultaneously launch its GSM services in 17 circles, namely Andhra
Pradesh, Chennai, Delhi, Gujarat, Haryana, Jammu & Kashmir,
Karnataka, Kerala, Maharashtra, Mumbai, Punjab, Rajasthan, Tamil
Nadu, Uttar Pradesh(East & West) thereby establishing itself as a panIndia operator.
It already operates GSM services in 8 circles namely Assam, Bihar
&
Jharkhand,
Himachal
Pradesh,
Kolkata,
Madhya
Pradesh
&
Local Calls
STD Calls
Roaming
SMS
Details
Same Network
Other Network
Same Network
Other Network
In-coming
Out-going
Local
National
Tariff Validity
1 p/sec
50 p/min
50 paisa
50 paisa
50 paisa
50 paisa
1 year
Lifetime
Pack Name
Simply per
call
Simply per
Minutel
Simply per
second
On-net Pack
Week-end
Pack
MRP
Talk-time / Benefit
FRC 34 20
All calls @ Rs.1/3min [Local/STD/Roming] to any
FRC 84 50
Network. All SMS [Local/STD/Roaming] @50 p
STV 38 19
FRC 35 20
All calls @ 50 p/min [Local/STD/Roming] to any
FRC 85 50
Network. All SMS [Local/STD/Roaming] @50 p
STV 48 24
FRC36 20
All calls @ 1 p/sec [Local/STD/Roming] to any
FRC 86 50
Network. All SMS [Local/STD/Roaming] @50 p
STV 58 29
27
All Local calls to Reliance Mobile @ 20 p/min
77
All Local & STD calls to Reliance Mobile @ 20 p/min
33
Free Local calls to Reliance Mobile on Saturday & Sunday
1 Year
1 Year
1 Year
30 Days
30 Days
Sat &
Sun
30 Days
29
59
Validity
Power Packs
MRP
Validity
Talk-time /Benefits
(Rs.)
(days)
24
100 Local minutes for Reliance calls (RCDMA + RGSM)
15
40
200 Local minutes for Reliance calls (RCDMA + RGSM)
30
44
100 Local & STD minutes to all Mobiles
15
80
200 Local & STD minutes to all Mobiles
30
Pay per call & pay per second customers can not apply for unlimited pac
Nilesh Meshram [ MBA IVth semester ], D.M.T.R., N.M.D College, Gondia
Page 29
MRP
(Rs.)
55
75
100
120
150
200
300
400
500
Top-ups
MRP
Talk-time
(Rs.)
(Rs.)
10
7.1
20
16.1
30
25.2
50
43.3
SMS Packs
MRP (Rs.)
Talk-time / Benefits
11
All Local/National/Roaming SMS for 1p/SMS
Daily Pack Talktime = 10.69 +Unlimited Free Local/National/Roaming SMS
14
(daily Decrement = rs.1)-one time recharge
25
Unlimited [15,000] free Local/National / Roaming SMS/day
Note :
Unlimited SMS = maximum 500 SMS/day
Nilesh Meshram [ MBA IVth semester ], D.M.T.R., N.M.D College, Gondia
Page 30
circle, at nominal
rates.What's more, you get the same 24-hour customer care anywhere in
the country at a single toll free number.
For GSM & CDMA :National Roaming Charges (Incoming & Outgoing)
National Roaming
All Incoming & Local Outgoing Calls
All STD Outgoing calls
Local
National
SMS
International
Incoming
Rs.1.00
Re.1.50
Rs.1.00
Rs.1.50
Rs.5.00
LG Handsets offer :Nilesh Meshram [ MBA IVth semester ], D.M.T.R., N.M.D College, Gondia
Page 31
Buy a new connection - bundled with the specific LG handsets and get
local Reliance-to-Reliance calling absolutely free for six moths... no
first recharge... no conditions.
Just do a nominal recharge of Rs 75 top-up from next moth and you
can continue to enjoy the Reliance-to-Reliance calling free for one
month.
Reliance-to-Reliance free calling promotion is available for a maximum
of 6 months including the 1st month... Simply fantastic!
LG 3610 (ColorFM)
LG 3510 (Color)
LG 3530 (Color)
LG 3540 (Color)
MRP
Core Talktime
Promo Talktime(valid for 7 days)
Total Talktime
SCOPE OF STUDY
The scope of the study is limited solely to the Gondia Region i.e.
Gondia City. Gondia is a District of Maharashtra state. Its Population is
around 10 lacs.
HYPOTHESIS
1) The market share of Reliance-GSM is more than the market share of
TATA-DoCoMo.
2) Promotional strategy of Reliance-GSM is more effective than TATADoCoMo.
PRIMARY DATA :
The primary data are those which are collected afresh and for
the first time, and thus happens to be original in character. We can obtain
primary data either through observation or through direct communication
with respondents in one form or another or through personal interview.
There are several methods of collecting primary data, but in this research
work primary data collected by using questionnaire.
SECONDARY DATA :
Secondary data means data that are already available i.e. they
refer to the data which have been already been collected and analysed by
someone else. When the researcher utilizes secondary data, then he has to
look into various sources from where he can obtain them. Secondary data
may either be published data or unpublished data. In this research work,
secondary data collected through the
websites (Internet)
Journals
Company manual and booklets, etc
Nilesh Meshram [ MBA IVth semester ], D.M.T.R., N.M.D College, Gondia
Page 37
Customers : 20
Retailers
: 20
Dealers
: 02
Sales executive : 01
the new
mobile
to.
Interpretation : Above Graph shows the number of Mobile Phones that each
customers of Reliance GSM and Tata-DoCoMo, from whom the response was
collected , are using now.
(2) Which of the following mobile services have you been using now ?
Interpretation : From the above Two pie-charts , it is seen that the various
customers of Reliance GSM and Tata-DoCoMo are also using the various other
mobile services along with Reliance GSM or Tata-DoCoMo GSM Service.
Interpretation : From the above two pie- charts it is seen that the customers of
Reliance GSm and Tata-DoCoMo, from whom the response was collected, all
are using Pre-paid GSM service .
(4) How long have you been using RelianceGSM/ TATA-DoCoMo service
from ?
Interpretation : Above graph shows the time period from which the customers
of Reliance GSM and Tata-DoCoMo are using the GSM service .
(5)
Interpretation : The above graph shows the response about the level of
satisfaction that the customers of Reliance GSM or Tata-DoCoMo have
experienced after the use of their respective GSM service. Out of the total
respondents / users of Tata-DoCoMo, 25% are Highly satisfied ,40% are
somewhat satisfied 30% are neutral i.e. they are neither satisfied nor dissatisfied, 5% are somewhat dissatisfied and none of them are highly
dissatisfied.
Out of the total respondents / users of Reliance GSM, 10% are Highly satisfied ,50% are
somewhat satisfied 15% are neutral i.e. they are neither satisfied nor dis-satisfied, 15% are
somewhat dissatisfied and 10% are highly dissatisfied.
(6)
attributes :
Interpretation : The above two graph shows the response of the customers of
Both Reliance GSM or Tata-DoCoMo according to various attributes .They
have to rate the GSM service,which they are using, according to these
attributes.
Interpretation :
The above graph shows the response of the various customer of
Reliance GSM and Tata-DoCoMo , in comparision with the other GSM service
provider, which offers or provides the same services to their customers as
Reliance GSM or Tata-DoCoMo is providing to their customers .
Out of the total Relince GSM users / respondents , 40% users think that
Relince GSM provide services of same level, 40% think that Relince GSM
provide services of somewhat higher
services is somewhat lower and 20% user think that Tata-DoCoMo provides
Interpretation : From the above graph, Out of all respondents of Reliance GSM ,
60 % user
came to know about Reliance GSM service through
T.V.Advertisements,15 % through News paper advt., 5 % through Posters, 5
% through Banners and rest of 5% thorugh other media/sources.
Out of all respondents of Tata-DoCoMo, 70 % user came to
know about Reliance GSM service through T.V.Advertisements, 5 % through
News paper advt., 5 % through Posters, 10 % through Banners and rest of 5
% thorugh other media/sources.
(11) Which plan / scheme of Reliance-GSM do you like more ?
TATA-DoCoMo is
more effective?
Interpretation : From the above graph, out of all respondents of Reliance GSM ,
65% users look for reasonable plans, 30% look for service/ features , 5% look
for service provider And out of all respondents of Tata-DoCoMo, 70% users
look for reasonable plans, 20% look for service/ features , 5% look for service
provider and rest of 5% respondents look for other attributes.
Data Collected from Retailers :Nilesh Meshram [ MBA IVth semester ], D.M.T.R., N.M.D College, Gondia
Page 51
(1) Do you provide more than one GSM mobile Service for customers ?
Interpretation : From the above Pie chart , it is clear that all the retailers in
Gondia region, from whom the responses are collected, are providing more
than one GSM mobile service to the customers. in Gondia region.
(2) Which GSM service do you prefer more for sale to the customers ?
Interpretation : From the above Pie chart, it is seen that out of all the
respondents (Retailers) 55 % Retailers prefers Reliance GSM for sale to the
customers , 30 % prefers Tata-DoCoMo and rest 15 % prefers othre GSM
services for sale to the customers.
Interpretation
From
the
above
graph
,according
to
the
Interpretation : From the above graph, it is seen that Reliance GSM company
uses promotional activities 60% for all round the year, 30 % during or before
the festival seasons and 10 % for other occasions. And Tata-DoCoMo
company uses promotional activities 80% for all round the year, 20 % for
other occasions,but never uses during or before the festival seasons.
(5) According to you which promotional activity is more effective to increase
sales ?
Interpretation : From the above graph, according to respondents, for TataDoCoMo T.V.advertisement is 55 % effective, News paper advertisement is 15
% effective, banners/ Hordings are 10 % effective, poster and pamphlets
each are 5 % effective and other tools like canopy, etc. are 10 % effective.
And for Reliance GSM
Interpretation : from the above graph, it is seen that all the retailers of
Reliance GSM and Tata-DoCoMo are satisfied with the promotional activities
adopted by these two companies.
Interpretation : From the above graph, it is seen that Out of all the Reliance
GSM Retailers 50% have not given any suggestion for modification in the
promotional strategies adopted by the company and rest 50 %
respondents are not in position to say anything.
(8) What type of added benefits are given by the company to you ?
of
Interpretation : Form the above Pie-chart , it is seen that Both Reliance and
Tata-DoCoMo GSM Service
retailers in
Interpretation : From the above Pie-chart, it is seen that all the respondents are
motivated by the added benefits given by the Reliance GSM and TataDoCoMo company to their Retailers.
Interpretation : From the above Pie-chart, it is seen that the sales is affected by
added benefits i.e. Sales get increased because of the added benefits given
by the Reliance GSM and Tata-DoCoMo company to their Retailers .
Data Collected from Dealers :(1) What is your monthly sales target [no. of cards or rupees ] in gondia ?
Interpretation : From the graph , it is seen that the monthly sales target for
Reliance GSM Dealers is of 200 cards and foa Tata-DoCoMo Dealers target is
of 250 cards.
(2) Was the monthly sales target for each month in past achieved in gondia
Region ?
Interpretation : From the above graph, it is seen that monthly sales target by
the dealers of both Reliance GSM and Tata-DoCoMo are achieved in past
months.
(6) Are you satisfied with the promotional stratergies adopted by the
company ?
(1) What is your monthly sales target [in no. of persons or rupees ] in
gondia ?
Interpretation : Form the graph, Monthly sales Target of Reliance-GSM in Gondia region is of
400 GSM cards and for Tata-DoCoMo is 500 Gsm cards.
(2) Was the monthly sales target for each month in past achieved in gondia
Region ?
Interpretation : From the above graph, it is seen that monthly sales target are
achieved in past months by both Reliance GSM and Tata-DoCoMos Sales
Executives, respectively, in Gondia Region .
T.V.
Advt.
Banners/Hoardings,
is
50%
Posters
effective,News-Paper
and
Pamphlets
each
Advt.
are
is
5%
20%
effective
respectively and other tools like canopy, mouth publicity are 15% effective to
increase sales. According to the dealer of Tata-DoCoMo, T.V. Advt. is 55%
effective,News-Paper Advt. is 15% , Banners/Hoardings is 10%, Posters and
Pamphlets each are 5% effective respectively and other tools like canopy,
mouth publicity are 10% effective to increase sales.
(5) Are you satisfied with the promotional stratergies adopted by the
company ?
(6) Do you think the company has to modify its existing sales policy ?
and
Tata-DoCoMo
,respectively
wants
to
modify
their
Limitations of the Research :Carrying the survey was a general learning experience for us but we also
faced some problems, which are listed here:
Respondents
were
reluctant
to
discover
complete
and
correct
information.
Some of the respondents were using the service first time and they
were not able to properly understand the terminology used in the
questionnaire.
RECOMMENDETIONS : Tata-DoCoMo have invested heavily into outdoor, print and television
media. But Tata-DoCoMo has never hired any brand-ambassader up till
now. So if they hires any brand-ambassader, it may affect its sales and
hence they may get an opportunity to gain the market position.
ANNEXURE
Age
18 24 years
45 54 years
25 34 years
55 64 years
Occupation :
Student
Employed Part Time
Self-employed
Unemployed
Employed full-time
Retired
None
Annual Income :
02
03
04
(2) Which of the following mobile services have you been using now ?
Airtel GSM
Vodafone GSM
BSNL GSM
TATA CDMA
TATA- DoCoMo GSM
Reliance-CDMA
Reliance-Gsm
Idea GSM
Other, Please Specify
(3)Which Srevice Plan are you using now?
Pre-Paid
Post-Paid
Both
[ Please cut the name of the GSM service provider/ operator , whose service you are not using ]
(4)
How long have you been using Reliance GSM / TATA-DoCoMo service from ?
Last 6 months
last 1 year
last one and half years
(5)
(6)
Somewhat satisfied
Highly Dissatisfied
Neutral
Below
Average
Average
Above
Average
Well Above
Average
Much lower
...
(13) How did you come to know about this service ?
News paper advertisement
T.V.Advertisements
Posters
Banners
Other, please specify _____________________
Pamphlets
(14) Which plan / scheme of Reliance-GSM do you like more ? [For Reliance-GSM user only]
1 p/sec [for local & std]
1 Rs./ 3 min [Rs.37 plan]
(15) Which plan / scheme of TATA-DoCoMo do you like more ? [For TATA-DoCoMo user
only]
1Paise per second
Plan of Rs.99/Plan of Rs.786/Rs.25[special juice up pack]
Rs.49[1p /2 sec]
Other,please specify___________________________________________
Advertising
Publicity
Sales Promotion
Public Relation
Personal selling
Direct Mails
Services/features
Age
: ________________
(1) What is your monthly sales target [no. of persons or rupees ] in gondia ?
________________________________________________________
(2) Was the monthly sales target for each month in past achieved in gondia Region ?
Yes
No
If No, then mention target achievement in % ______________________
(3) Which promotional activities are used by the Company to promote GSM service ?
Advertising
Sales Promotion
Personal selling
Publicity
Public Relation
Direct Mails
Other, please specify__________________________________
(4) What is the percentage expenditure on the promotional activities, mentioned below, used by
the Company to promote GSM service ?
(a) Advertising
__________
(b) Sales Promotion _____________
(c) Personal selling __ _______
(d) Publicity
______________
(e) Public Relation __________
(f) Direct Mails
______________
(5) Which of the following media does the company use for such promotional activity?
Brouchers
Toruns
Banners
Posters
Strips
T.V. Advertisements
Net- campaign
News-Paper advertisements
Other, please specify__________________________________
(6) When does the company use such promotional activities ?
All round the year
During festival season
Before the season [please, mention month & duration] ______________
Other,please specify___________________________
(7) According to you which promotional activity is more effective to increase sales ?
Brouchers
Toruns
Banners
Posters
Strips
T.V. Advertisements
Net- campaign
News-Paper advertisements
Other, please specify__________________________________
(8) Are you satisfied with the promotional activities adopted by the company ?
Yes
No
(9) Which type of promotional materials are provided by the company to you ?
Nilesh Meshram [ MBA IVth semester ], D.M.T.R., N.M.D College, Gondia
Page 71
(a) ______________________
(c) ______________________
(e) ______________________
(b) _______________________
(d) _______________________
(f) ________________________
(10) Do you suggest any change / modification in the Promotional strategies adopted by the
company ?
Yes
No
If yes, then specify______________________________________________
_____________________________________________________________
_____________________________________________________________
_____________________________________________________________
(11) What type of added benefits are given by the company to you ?
fixed commission on sales and collection
Prize/ awards etc.
Free Foreign Tour / Consession on Tour
(12) Whether it is beneficial / motivational for you ?
Yes
No
Yes
No
__________________________
__________________ __
__________________________________
: _____________________________________________
Contact Number
Address
Gender
Age
: _____________________________________________
: _____________________________________________
____________________________________________
: Male
Female
: ________________
(1) Do you provide more than one GSM mobile Service for customers ?
Yes
No
(2) Which GSM service do you prefer more for sale to the customers ? [ Write name of GSM
service in accordance with the preference given by you ]
Reliance
TATA-DoCoMo
Other
------------------------ Questions to be filled by Reliance-GSM Retailers Only ------------------------(3) Which promotional activities are used by the Reliance Communication to promote GSM
service ?
Advertising
Sales Promotion
Personal selling
Publicity
Public Relation
Direct Mails
Other, please specify__________________________________
(4) What is the percentage expenditure on the promotional activities, mentioned below, used by
Reliance Communication to promote GSM service ?
(a) Advertising ______________
(b) Sales Promotion _____________
(c) Personal selling ____________
(d) Publicity
_______________
(e) Public Relation _____________
(f) Direct Mails _______________
(5) Which of the following media does the company use for such promotional activity?
Brouchers
Toruns
Banners
Posters
Strips
T.V. Advertisements
Net- campaign
News-Paper advertisements
Other, please specify__________________________________
(6) When does the company use such promotional activities ?
All round the year
During festival season
Before the season [please, mention month & duration] ______________
Other,please specify___________________________
(7) According to you which promotional activity is more effective to increase sales ?
Brouchers
Toruns
Banners
Posters
Strips
T.V. Advertisements
Net- campaign
News-Paper advertisements
Other, please specify__________________________________
(8) Are you satisfied with the promotional activities adopted by the company ?
Yes
No
(9) Which type of promo tional materials are provided by the company to you ?
(a) ________________________
(b) __________________________
(c) ________________________
(d) __________________________
(e) ________________________
(f) ___________________________
(10) Do you suggest any change / modification in the Promotional strategies adopted by the
company ?
Yes
No
If yes, then specify______________________________________________
_____________________________________________________________
_____________________________________________________________
_____________________________________________________________
(11) What type of added benefits are given by the company to you ?
fixed commission on sales and collection
Prize/ awards etc.
Free Foreign Tour / Consession on Tour
(12) Whether it is beneficial / motivational for you ?
Yes
No
(13) Can it affects the sale of GSM-Service ?
Yes
No
(14) Which plans are mostly preferred by the customers of company ?
______________________
______________________
________________________
________________________
---- Questions to be filled by TATA-DoCoMo-GSM / Reliance GSM Retailers Only ----(15) Which promotional activities are used by the TATA-DoCoMo to promote
GSM service ?
Advertising
Sales Promotion
Personal selling
Publicity
Public Relation
Direct Mails
Other, please specify__________________________________
(16) What is the percentage expenditure on the promotional activities, mentioned
below, used by Reliance Communication to promote GSM service ?
(a) Advertising
________
(b) Sales Promotion _________
(c) Personal selling
________
(d) Publicity
_________
________
_________
(17) Which of the following media does the company use for such promotional
activity?
Brouchers
Toruns
Banners
Posters
Strips
T.V. Advertisements
Net- campaign
News-Paper advertisements
Other, please specify__________________________________
(18) When does the company use such promotional activities ?
All round the year
During festival season
Other,please specify___________________________
(19) According to you which promotional activity is more effective to increase
sales ?
Brouchers
Toruns
Banners
Posters
Strips
T.V. Advertisements
Net- campaign
News-Paper advertisements
Other, please specify__________________________________
(20) Are you satisfied with the promotional activities adopted by the company ?
Yes
No
(21) Which type of promotional materials are provided by the company to you ?
(a) ______________________
(b) ___________________________
(c) _______________________
(d) __________________________
(e) _______________________
(f) ___________________________
No
No
(26) Which plans are mostly preferred by the customers of company ?[for Tata-DoCoMo users
only]
1 paisa per second
Plan of Rs.25/Plan of Rs.29/- [Night Pack]
Plan of Rs.99/-
Plan of Rs.786/-
Plan of Rs.49/-
Plan of Rs.140/-
Plan of Rs.55/-
(27) Which plan / scheme of Reliance-GSM do you like more ? [For Reliance-GSM user only]
1 p/sec [for local & std]
Other,please specify___________________________________________
(28) What does the customers look for while buying a mobile/ GSM service ?
Reasonable Plans
Services/features
BIBLIOGRAPHY
Websites : 1. www.trai.gov.in
2. http://images.google.co.in/images
3. www.google.com
4. www.rcom .co.in
5. www.tatadocomo.com
6. www.nttdocomo.com