1.

I<br />Project Report Submitted To<br />Accurate Institute of

Management and technology <br />Greater Noida<br />In<br />For
Academic Year 2010-2012<br />By<br />Vijesh kumar Sharma (DM
10154)<br />Saket ranjan <br />Sec G1<br />Under the Supervision
of<br />Mr. Mukesh sherawat<br />Prof.AIMT<br />CONTENTS<br
/>Organizational Certificate<br />Acknowledgement<br />Preface<br
/>Chapter 1Introduction<br />Chapter 2Main Studies<br />Introduction
of the Topic <br />The problems being faced <br />Chapter
3Methodologies<br />Research problem<br />Research Objective<br
/>Choice of Research Design<br />Research Instrument used<br />Sampling
Technique used & Sample size<br />Field Work<br />Chapter 4Data
Analysis & Interpretation<br />Data Interpretation & Finding of customer
Survey<br />Chapter 5Conclusions<br />Conclusion<br />Finding <br
/>Chapter 6Suggestions<br />Appendices<br />Bibliography<br
/>Questionnaire<br />ACKNOWLEDGEMENT<br />There are a few things
that come in the life of a person, may be for a short span of time, but leaves
on ever shining impression in to the mind. My Project report is one of the
events which will be ever green in my life.<br />As I have been placed in
RELIANCE COMMUNICATION LIMITED . I shared the real reserch skills and
knowledge from their experienced, enthusiastic and cordial executives,
without whom I would have not been able to achieve my aim.<br />First of all
I would like to express my thanks to Mr. Mukesh sherawat (prof.AIMT) for
permitting me to do the training at his concern. <br />I also owe sincere
gratitude to my family members whose love, affection, co-operation and
moral support have provided me the strength to carry out this project.<br
/>PREFACE<br />A project is a scientific and systematic study of real issues
on a problem with the application of management concept and skills. The
study can deal with small or big issues in any division of an organization. It
can be case study where a problem has been dealt with, through the process
of management. The essential equipment of a project this that, it should
contain scientific collection of data, analysis and interpretation of data
leading to valid conclusion.<br />The topic of my project was Business
Development, SWOT Analysis and Sales Promotion of RELIANCE
COMMUNICATION in Broadband .<br />This project report tends to give a
sharp picture of the telecom industry.<br />I hope, this study can be of some
help to the telecom industry of his product and service .<br />CHAPTER -
1<br />Introduction<br />CONCEPT OF RELIANCE COMMUNICATION<br
/>My vision is to provide the latest telecommunication facilities to every
Indian at the price of a post card Dhirubhai Ambani.<br />Reliance
Infocomm was launched as a very ambitious project. The project was
conceived at the convergence of communication and information technology.
It was designed to connect every home and office in India with each other
and the world.<br />On Friday 15 march 2011 <br />NEW DELHI, INDIA:
When the VOICE&DATA jury, comprising eminent professionals from the
 telecom field, met in Delhi in March to choose the Telecom Person of the Year
2011, the five-hour selection process was steamy. <br />The reason was
obvious: The telecom sector is growing faster than any other segment and
naturally their CEOs have a lot to crow about. The jury had to select one from
three CEOs, who had made it to the final list through nominations from the
industry and the initial scrutiny. Among the three, one of the main contenders
was a young CEO. The jury decided that he should come back next year to try
and win the coveted award. The list now had two names-both CEOs of two
well-known companies. The pivotal difference between the two: one is an
entrepreneur and the other is not so popular, as his credit is shared among a
number of his big daddies. <br />CHAPTER - 2<br />Main Studies<br
/>Objective<br />Introduction of the Topic <br />The problems being faced
<br />What does Company expect to do by solving the problem<br
/><ul><li>OBJECTIVE :- How to achieve customer retention and increase the
Sales within the limited territory within the existing potential.

2. INTRODUCTION OF THE TOPIC:-</li></ul>Marketing Strategy<br

/>Customer Generation - Tapping in to Internal Resources<br />Every
employee was offered 10 connections at a discounted rate.<br />Dhirubhai
Ambani Entrepreneurship Program A New Way to Market.<br />Reliance
Infocomm fostered a new breed of entrepreneurs, as channel
partners..<br />Advertising Educating Masses and Evoking Passions<br
/>The Reliance mobile brand was branded as India Mobile to cash in on
patriotic feelings<br />This campaign helped to educate people on the
importance of telecommunication services. <br />.<br />: <br />.<br
/>RELIANCE COMMUNICATION LIMITED<br />StrengthLow
PriceNetworkConnectivityFlexible plansCheap VAS ServicesReputed Brand
NameWeaknessBranding ImageMarketing problemLimited reach of wire
lines.Slowest Activation ProcessLimited Budget for Sales
PromotionOpportunityPreference of Flexible wired plans IPTV introduction
Rural TelephonyNew Market, Vertical, HorizontalCompetitors` Vulnerabilities
ThreatPolitical destabilization.New EntrantsIT DevelopmentMarket
DemandSeasonality, Weather EffectsNew Product development by
competitors<br />(3) PROBLEM BEING FACED<br /><ul><li>Competitors

3. No Visit of ASM to feasibility study

4. Not Proper Communication of Customers Complaint to the company

5. Lack of instant complaint solving due to the lengthy documentation and

entertainment of complaint</li></ul>(4) WHAT DOES COMPANY EXPECT TO
DO BY SOLVING THE PROBLEM<br />Customer Satisfaction<br
/><ul><li>Customer Retention

6. Increase in Sale
 7. Service Excellence

8. Increase in Revenue by Broadband Department</li></ul>CHAPTER -

3<br /> METHODOLOGIES<br /> <br /><ul><li>Research
problem</li></ul>Research Objective & sub- objective<br />Information
Requirement<br />Choice of Research Design<br />Research Instrument
used<br />Schemes, Products & Sample size<br />Field Work<br />(1)
RESEARCH PROBLEM<br /><ul><li>Collection of Customer Data of other
companies Tata Indicom, Airtel & BSNL </li></ul>Sales associates and Sales
Executive sometime gives wrong data<br />Limitation of time and money<br
/>(2)RESEARCH OBJECTIVE<br /><ul><li>To Retain the customer and
increase the potential within the limited territory

9. To understand the reason of negative churn.

10. To analyze the current perception of RCom with respect to other

companies.</li></ul> (3) INFORMATION REQUIREMENT<br />Complete Price
structure of Rcom, Airtel & Tata Indicom offer which includes:<br
/>Installation and Processing Fees<br />Discount Offered<br />Schemes
offered<br />Service Tax<br /> (4) SOURCES OF INFORMATION<br />Data
collected from the Company<br />Secondary Data<br />Internet<br />Sales
Associates<br />Sales Executives<br />Other Trainees (Runner)<br /> (5)
SCHEMES, PRODUCTS <br />RELIANCE PRODUCT<br />Reliance Broad
Band<br />Reliance Fixed Line Phone<br />Reliance Mobile <br />Reliance
Data Card<br />Reliance Voucher, E-Recharge<br />(6) FIELD WORK<br
/><ul><li>Marketing visiting & Survey (01/03/2011to
20/03/2011)</li></ul>2.Approach for new customers (21/03/2011 to
10/04/2011)<br />RESEARCH METHODOLOGY<br />Research methodology is
a way to systematically do the job. It may be understood as a science of
studying how research is done scientifically. The most desirable approach
with regards to the selection of the research methodology depends on the
nature of particular work, time and resources available along with the desire
level of accuracy.<br />Research TypeDescriptive Research<br />Data
SourcePrimary Data and Secondary data<br />Research
InstrumentQuestionnaire design and Govt. sources<br />Type of
QuestionnaireStructured<br />Sampling MethodJudgmental<br />Contact
MethodPersonal Interview<br />CHAPTER - 4<br />Data Analysis &
Interpretation<br />Data Interpretation & Finding of customer Survey<br
/>Market share of mobile subscribers<br />(1) DATA INTERPRETATION OF
CUSTOMERS SURVEY<br />Most Influencing factor of consideration while
purchasing broad band No. of Respondent% of peoplebrand name 6
6flexibility in tariff plan 6 6Price1010easy availability 4 4after sale
service1010Others<br />Satisfaction level in consumer from RCom
servicesavg. figureTariff planpriceAfter sales
serviceReliance997Airtel668Tata221BSNL112<br />Interpretation- As shown
in the graph it was found that satisfaction level of customer from Reliance
communication towards after sales serice is found worst and then it is approx.
same for airtel and tata indicom in broadband sector. BSNL has the moderate
satisfied customer in terms of after sales service.<br />Reliance broadband is
better than any other companyBuyer Behaviourno. of respondant%of
peoplestrongly agree11 Agree1010 disagree33 Some agree44Total18<br
/>Interpretation It is found that Buyer readiness state for Reliance
Broadband in which 10% people are strongly agree with reliance broadband
and 80% people are agree and 4% people are disagree and 6% people are
some agree.<br />Problem most suffered by Rcom Customer no.of
respondant%of people Service level 1385% Claim level 015% Product
availability 015% Product awareness 0210%<br />Chapter - 5<br /> <br
/>Conclusions<br />Conclusion<br />Finding <br />Problems<br
/>Conclusion<br />Indian economy is an emerging one and is growing very
fast at the average GDP rate 8.6% so in this emerging market competition
level among telecommunication services provides new players are coming
who will necessarily intensify the competition. New products and new
schemes are being offered by the telecom service providers.. Indian telecom
companies are putting in their best offer to rope in major telecom operators
of the world e.g. Vodafone, Aircel and MTNL, Virgin etc. are playing their role
in synergy with the operation of the Indian companies. Process of acquisition
and merger are in process and future will be only for those companies who
have an edge over others in the field. The better quality of service etc. is
provided at affordable cost. In this process of competition it is assumed that
only those companies will survive who adopt suitable market strategy and
technology innovation and up gradation to suit the aspiration and demand of
the consumer.<br />.<br />Market access and growth is alright but the
improvement of quality on the above counts is necessity of the time. <br
/>Problems: -Around 25% of the respondents that there is Bandwidth problem
with RCom, on the other hand they found its competitors viz. Airtel, BSNL,
TATA indicom network connectivity of very good level.<br />.<br />Chapter
6<br />Suggestions<br />Appendices<br />Bibliography<br
/>Questionnaire<br />SUGGESTIONS<br />On the basis of extensive study
and research, here are some recommendation and suggestion which may
help the company to market the product and service more profitability and
increase its share in the Telecom market.<br />I have analyzed that the
customer complaint is not entertained as they desires hence customer should
be cater and confirmed by telecalling about the problem and
satisfaction.<br />(1) Promotional Activities<br />(2)Advertising
Newpaper,message.email,add.<br /><ul><li>Technical Expertise:-
</li></ul>The advertisement should show the companies expertise,
experience and pride in market the product service sale.<br />(4) Media
:-<br />A combination of print ads and TV commercial do a better job. Local
 ads and publicity should be giving more stress. Hoardings, banners, wall
painting should be promoted. <br />(5) Sales Promotion -<br
/><ul><li>Cash discount

11. Premiums

12. Appointment of sale promoter

13. Financial schemes </li></ul>(6)Occasional Discount - <br />The

company may go for occasional discount offers or price off from time to time
specially during any festival. Off season discount may also prove helpful to
check fluctuating sales.<br />BIBLIOGRAPHY<br />BOOKS,MAGAZINE,<br />
NEWSPAPERS <br />Economic Times<br />Hindustan Times<br
/>WEBSITE<br />www.COAI .in<br />www.trai.co.in<br />www.AUSPI .in
<br />The relevant information from the internal source of the
organization.<br />