SALES AND ADVERTISING ON AIRTEL

A STUDY ON EFFECTIVENESS OF SALES AND SERVICE TOWARDS AIRTEL

CHAPTER-I

INTRODUCTION

SALES PROMOTIONAL ACTIVITIESPromotion is true that products are manufactured to satisfy the needs of the consumers.. But alone is not enough. Today the responsibility of the manufacturers does not cease with physical production whatever may be the nature of the product. The present day marketers are consumer oriented where it is the duty of the manufacturers to know from where, when, how and what price the products would be available. Successful marketing consists in offering the right product of the right price of the right place (and time) with right promotion.

In course of time, various activities came into vogue designed particularly to help easy sale of goods. These activities commonly known as promotional Mix. The marketing communication Mix also called as the Promotion Mix consists of four major tools.

1. Advertising.

2. Sales Promotion

3. Publicity

4. Personal Selling

MARKETING COMMUNICATION PROCESS:

Generally marketing communication is undertaken to pass on the message of a product or sale to the ultimate consumers. Thus, there are three elements in this process.

IMPORTANCE OF ADVERTISING:

The purpose of advertising is motivating but to sell something a product, a service or an AIRTEL. The real objective of advertising is effective communication between producers and consumers. In other words the ultimate purpose all advertising is Increased awareness list of the following specific objectives of advertising. To make on immediate AIRTEL

To build primary demand

To introduce a price deal

To inform about a products availability

To increase market share

To help salesman by building on awareness of a product among retailers

To increase the frequency use of a product.

To build overall company image

To build brand recognition

NEED FOR THE STUDY Consumer satisfaction is the most important objective for any manufacturing concern to successfully market its products. Airtel has from gradually and would want to take a stock of the satisfaction level of consumers and define areas where possible improvement may be made. The research work has been therefore selected in this area.

The company which produces products doesnt give life to sustain in competition without sales of products. So sales are important function of the manufacturing company to get profits. Through sales only wealth maximization if possible.

Advertising are also one of the important functions in marketing. Through Advertising only one company can sell its products. Here the distribution channels contain the dealers. Who are very near to the customers and act as middlemen between the organizations. So there is a need to study sales and distribute on strategies.

Advertising system includes Advertising channels. Which are sets of independent organizations involves in the process of making a product (or) a service available for the consumption. Advertising network is necessary for smooth flow of good SCOPE OF THE STUDY The study aims to know the Sales and Service of the dealers regarding Bharti Airtel Limited. The area within which the study was conducted regarding the information the primary data is collected in the form of questionnaire collected from the dealers in Hosur. To sum up the project had within the scope of the study in the area of EFFECTIVENESS of SALES and Advertising of Bharti Airtel Limited in Hosur for a particular time period. The study helps the organization to know how far the sales and advertisement help the company to increase its sales.

SALES

DEFINITION:

Sales are the act of meeting prospective buyers and providing them with a product or service in turn of money or other required compensation. Sales is an act of completion of a commercial activity. The "deal is closed", means the customer has consented to the proposed product or service by making full or partial payment (as in case of installments).

MEANING:

Sales is the provision ofservicetocustomersbefore, during and after a purchase. According to Turban et al. (2002),"Customer service is a series of activities designed to enhance the level ofcustomer satisfaction that is, the feeling that a product or service has met the customer expectation."

The importance of customer service may vary by product or service, industry and customer. The perception of success of such interactions will be dependent on employees "who can adjust themselves to the personality of the guest, according to Micah Solomon. Customer service can also refer to theculture of the organization- the priority the organization assigns to customer service relative to other components, such as product innovation or low price. In this sense, an organization that values good customer service may spend more money in training employees than the average organization, or proactively interview customers for feedback.

From the point of view of an overallsales process engineeringeffort, customer service plays an important role in an organization's ability to generate income andrevenue. From that perspective, customer service should be included as part of an overall approach to systematic improvement. A customer service experience can change the entire perception a customer has of the organization.The Importance of Sales In an Organization:In any business organization, sales is the department that generates revenue. No matter how good your manufacturing operation is, how cutting-edge your technology is, how tight your financial goals are or how progressive and forward-thinking your management techniques are, you must still have a sales mechanism in place, or everything else is useless.

Sources of Revenue

A business organization can generate revenue from a variety of sources, including operating income from sales, royalties, dividend and interest income from financial assets it owns, payouts from insurance policies, rental income and capital gains from the sale of owned properties. However, even where organizations derive little or no taxable income directly from operations stemming from sales -- such as an investment company -- they must still generally have some sort of sales effort to generate investment revenue to fund their investments in income-producing assets. For example, a limited partnership must often engage in a concentrated sales effort to recruit more limited partners.

Sales Versus Marketing

While it is sometimes difficult to draw the line at where the marketing process ends and the sales efforts begin, the sales effort is the effort that actually collects the money -- or the obligation to buy, in the case of a purchase order or financed arrangement. The marketing effort creates favorable conditions for the sale to take place. In a nutshell, the marketer leads the horse to water; the sales team makes it drink.

Partnership Between the Sales and Marketing Teams

Few products are truly bought on impulse. Even a can of brand-name soda on a shelf is there because its wholesaler built a relationship with the store manager over time and secured good shelf placement, denying it to a competitor. To get the most out of the sales effort, the sales team needs support from the marketing team to facilitate follow-up contacts, mailings and account service. If the support is not there, the account may not last long, and turnover will increase. If the sales staff is too directly involved in that effort, it may eventually become overwhelmed with account service and find it difficult to grow the business. Sales is so important, then, that it typically behooves management to free its sales staff from some or all of the account service process to generate future revenue.

Investing In Sales

Many companies under-invest in their sales effort, treating sales like an afterthought, to be handled after the managers solve all the manufacturing, distribution and financing issues. The best sales forces are professional, well-compensated, supported with a strong marketing effort and empowered to act, serving key client interests with marketing support, money and time. They have strong personal relationships with key customers, or they learn how to build them.

OBJECTIVES OF THE STUDY To know the customer opinion about tariff rates of Airtel (Sales).

To know the brand loyalty of Airtel.

To know the influencing factors of Airtel (Service of Airtel).

To know the market share of the Airtel.

RESEARCH METHODOLOGY

One of the important tools for conducting marketing researching is the availability of necessary and useful data. Data collection is more of than science the methods of marketing research are in a way the methods of data collection. The sources of information fall under two categories.

Internal sources:

Every company has to keep certain records such as accounts, records, reports, etc., these records provide sample information which can organizations usually keeps collecting in its working.External sources:

When internal records are insufficient and required information is not available, the organizations will have to depend on external sources. The external sources of data are:Primary data:

Primary data are data gathered for a specific purpose or for a specific research report.

For systematically collecting the data the closed end questionnaire is used. The questionnaire consists of questions relating to various aspects of the study for proper data collection the questionnaire is divided into 2 sections. Both the sections are meant for the respondent only.

Secondary data:

Secondary data are data that are collected for another purpose and already exist somewhere. Data pertaining to company is collected from company web site company catalogues and magazines. The company profile gives a detailed report of history various products manufacture by its etc.

METHOD OF RESEARCH

SURVEY METHOD:

A survey is a complete operation, which requires some technical knowledge survey methods are mostly personal in character. Surveys are best suited forgetting primary data. The researcher obtains information from the respondents by interviewing them.SAMPLING:

It is not always necessary to collect data from whole universe. A small representative sample may serve the purpose. A sample means a small group should be emanative cross section and really representative in character. This selection process is called sampling.SAMPLE SIZE:

Samples are devices for learning about large masses by observing a few individuals. The selected sample is 100.SAMPLING PLAN:

1. SAMPLING UNIT -The business people, professionals are survived

2. SAMPLING PROCEDURE - random sampling method is chosen.

The data collected from both the primary and secondary sources is tabulated and presented in a systematic from prior to classification and interpretation.METHOD OF SAMPLING

RANDOM SAMPLING METHOD

The method adopted here is random sampling method. A random sample is one where each item in the universe has as equal chance of known opportunity of being selected.RESEARCH INSTRUMENT

QUESTIONNAIRE:

A Questionnaire is carefully completed logical sequence of question directed to a define objective. It is the out line of what information is required and the framework on which the data is built upon. Questionnaire is son commonly used in securing market information that its preparation deserves utmost skill and care. FORMS OF QUESTIONSOPEN ENDED QUESTIONS:

They are descriptive in nature. Respondents are allowed to answer in their own words. Such questions buying the actual opinion of the respondent

Regarding a product.

CLOSED ENDED QUESTIONS:

They are not descriptive in nature. They will be given certain choices and the respondents have to choose choice among them. They make analysis easy but sometimes they restrict the respondents choices.TYPES OF CLOSED ENDED QUESTIONS:

DICHOTAMS: a question offering two answers choice.

MULTIPLE CHOICE: a question offering three choices.RATING SCALE: a scale that rates some attributes from poor to excellentLIMITATIONS1.Time is the main limitation for the study, as project was restricted only for 45 days.

2.The results obtained may not be accurately fully accurate and believable.

3.The research has been centered to only one hundred Customers of Airtel, rather than innumerable Customers dealing with different products of different brands across the globe.

INDUSTRY PROFILE

HistoryTelecom in the real sense means transfer of information between two distant points in space. The popular meaning of telecom always involves

signal" electrical signals and nowadays people exclude postal or any other raw telecommunication methods from its meaning. Therefore, the history of Indian telecom can be started with the introduction of telegraph.

Introduction of telegraph

The postal and telecom sectors had a slow and uneasy start in India. In 1850, the first experimental electric telegraph Line was started between Kolkata and Diamond Harbor. In 1851, it was opened for the British East India Company. The Posts and Telegraphs department occupied a small corner of the Public Works Department, at that time. Construction of 4,000 miles (6,400km) of telegraph lines connecting Kolkata (Calcutta) and Peshawar in the north along with Agra, Mumbai (Bombay) through Sindwa Ghats, and Chennai in the south, as well as Ootacamund and Bangalore was started in November 1853. Dr. William O'Shaughnessy, who pioneered telegraph and telephone in India, belonged to the Public Works Department. He tried his level best for the development of telecom throughout this period. A separate department was opened in 1854 when telegraph facilities were opened to the public.Introduction of the telephone

In 1880, two

companies" telephone companies namely The Oriental Telephone Company Ltd. and The Anglo-Indian Telephone Company Ltd. approached the Government of India to establish

exchange" telephone exchanges in India. The permission was refused on the grounds that the establishment of telephones was a Government monopoly and that the Government itself would undertake the work. By 1881, the Government changed its earlier decision and a licence was granted to the Oriental Telephone Company Limited of England for opening telephone exchanges at Kolkata, Mumbai, Chennai (Madras) and Ahmedabad. 28 January 1882, is a

Day" Red Letter Day in the history of telephone in India. On this day Major E. Baring, Member of the

General" Governor General of India's Council declared open the Telephone Exchange in Kolkata, Chennai and Mumbai. The exchange at Kolkata named "Central Exchange" was opened at third floor of the building at 7, Council House Street. The Central Telephone Exchange had 93 number of subscribers. Bombay also witnessed the opening of Telephone Exchange in 1882.

Further developments

1902 - First telegraph" wireless telegraph station established between Saugor Islands and Sandheads.

1907 - First Central Battery of telephones introduced in Kanpur.

1913-1914 - First Automatic Exchange installed in Shimla.

23 July 1927 - Radio-telegraph system between the

Kingdom" UK and India, with beam stations at Khadki and Daund, inaugurated by Lord Irwin by exchanging greetings with the England" King of England.

1933 - Radiotelephone system inaugurated between the UK and India.

1953 - channel carrier system" 12 channel carrier system introduced.

1960 - First subscriber trunk dialing route commissioned between Kanpur and Lucknow.

1975 - First PCM system commissioned between Mumbai City and Andheri telephone exchanges.

1976 - First digital microwave junction introduced.

1979 - First optical fibre system for local junction commissioned at Pune.

1980 - First satellite earth station for domestic communications established at Secunderabad, Pradesh" A.P..

1983 - First analog Stored Program Control exchange for trunk lines commissioned at Mumbai.

1985 - First mobile telephone service started on non-commercial basis in Delhi.

While all the major cities and towns in the country were linked with telephones during the British period, the total number of telephones in 1948 was only around 80,000. Even after independence, growth was extremely slow.. The number of telephones grew leisurely to 980,000 in 1971, 2.15 million in 1981 and 5.07 million in 1991, the year economic reforms were initiated in the country.

Emergence as a major player

In 1975, the Department of Telecom (DoT) was separated from P&T. DoT was responsible for telecom services in entire country until 1985 when Mahanagar Telephone Nigam Limited (MTNL) was carved out of DoT to run the telecom services of Delhi and Mumbai. In 1990s the telecom sector was opened up by the Government for private investment as a part of Liberalisation-Privatization-Globalization policy. Therefore, it became necessary to separate the Government's policy wing from its operations wing. The Government of India corporatised the operations wing of DoT on 1 October 2000 and named it as Bharat Sanchar Nigam Limited (BSNL). Many private operators, such as Reliance Communications, Tata Indicom,

Essar" Vodafone,

India" Loop Mobile, Airtel,

Cellular" Idea etc., successfully entered the high potential Indian telecom market.TelephoneOn landlines, intra circle calls are considered local calls while inter circle are considered long distance calls. Currently Government is working to integrate the whole country in one telecom circle. For long distance calls, you dial the area code prefixed with a zero (e.g. For calling Delhi, you would dial 011-XXXX XXXX). For international calls, you would dial "00" and the country code+area code+number. The country code for India is 91.

Until recently, only the PSU's BSNL and MTNL were allowed to provide Basic Phone Service through copper wires in India. MTNL is operating in Delhi and Mumbai only and all other parts are covered by BSNL. However private operators have now entered the fray, although their focus is largely on the cellular business which is growing rapidly.Telephony Subscribers (Wireless and Landline): 921.47 million (Dec 2014)[update]Cellphones: 864.72 million (Dec 2014)[update]

Land Lines: million (Dec 2014)[update]Broad Band Subscription: 6.83 million (Dec 2014)[update]Monthly Cellphone Addition: 15.20 million (Dec 2014)[update]

Teledensity: 34.72%(Dec 2014)[update]Projected teledensity: 893 million, 64.69% of population by 2014.

Wireless telephones

The Mobile telecommunications system in India is the second largest in the world and it was thrown open to private players in the 1990s. The country is divided into multiple zones, called circles (roughly along state boundaries). Government and several private players run local and long distance telephone services. Competition has caused prices to drop and calls across India are one of the cheapest in the world.. India primarily follows the GSM mobile system, in the 900MHz band. Recent operators also operate in the 1800MHz band. International roaming agreements exist between most operators and many foreign carriers. The breakup of wireless subscriber base in India as of December 2012[update] is given below.OperatorSubscriber base

Airtel" Bharti Airtel

118,864,031

Reliance Communications93,795,613

Vodafone Essar91,401,959

BSNL62,861,214

Cellular" Idea Cellular

57,611,872

Teleservices" Tata Teleservices

57,329,449

Aircel31,023,997

MTNL4,875,913

MTS India3,042,741

Mobile India" Loop Mobile India

2,649,730

Uninor1,208,130

All India525,147,922

The list of ten states (including the metros Mumbai, Kolkata and Chennai in their respective states) with largest subscriber base as of September 2012[update] is given below

StateSubscriber baseWireless density'"

Maharashtra58,789,94951.96

Pradesh" Uttar Pradesh

57,033,51326.32

Tamil Nadu45,449,46063.66

Pradesh" Andhra Pradesh

37,126,04842.58

Bengal" West Bengal

32,540,04934.28

Karnataka28,867,73446.76

Rajasthan27,742,39539.09

Gujarat27,475,58545.49

Bihar27,434,89625.04

Pradesh" Madhya Pradesh

24,923,73933.09

All India471,726,20537.71

Wireless density was calculated using projected population of states from the natural growth rates of 1991-2001 and population of 2001 census.Landlines

Landline service in India is primarily run by BSNL/MTNL and

Infocomm" Reliance Infocomm though there are several other private players too, such as Touchtel and

Teleservices" Tata Teleservices. Landlines are facing stiff competition from mobile telephones. The competition has forced the landline services to become more efficient. The landline network quality has improved and landline connections are now usually available on demand, even in high density urban areas. The breakup of wire line subscriber base in India as of September 2012[update] is given belowOperatorSubscriber Base

BSNL28,446,969

MTNC3,514,454

Bharti Airtel2,928,254

Vodafone2,817,143

Reliance1,152,237

Tata Tele services1,003,261

All INDIA40,123,477

The list of eight states with largest subscriber base as of September 2012[update] is

StateSubscriber Base

Maharashtra5,996,912

Tamil Nadu3,620,729

Kerala3,534,211

Uttar Pradesh2,803,049

Karnataka2,751,296

Andhra Pradesh2,551,378

Total21,257,575

CHAPTER-II

COMPANY PROFILE

Bharti airtel limited is a leading global telecommunications company with operations in 19 countries across Asia and Africa. The company offers mobile voice & data services, fixed line, high speed broadband, IPTV, DTH, turnkey telecom solutions for enterprises and national & international long distance services to carriers. bharti airtel has been ranked among the six best performing technology companies in the world by business week. bharti airtel had 200 million customers across its operations.

Bharti Airtel

Bharti Airtel Limited is a leading integrated telecommunications company with operations in 20 countries across Asia and Africa. Headquartered in New Delhi, India, the company ranks amongst the top 5 mobile service providers globally in terms of subscribers. In India, the company's product offerings include 2G, 3G and 4G services, fixed line, high speed broadband through DSL, IPTV, DTH, enterprise services including national & international long distance services to carriers. In the rest of the geographies, it offers 2G, 3G mobile services. Bharti Airtel had over 246 million customers across its operations at the end of February 2012.

Highlights

airtel launches "Apna Chaupal" - India's first voice based one stop solution portal for value added services

Now go BYOD without compromising data security with airtels Dynamic Mobile Exchange Solution

Bharti Airtel launches its first Sustainability Report for India operations

Education is now available anytime, anywhere with Airtel mEducation

Bharti airtel to Observe Silent period from December 31, 2012

Our Vision & promiseBy 2015 airtel will be the most loved brand, enriching the lives of millions.

Enriching lives means putting the customer at the heart of everything we do. We will meet their needs based on our deep understanding of their ambitions, wherever they are. By having this focus we will enrich our own lives and those of our other key stakeholders. Only then will we be thought of as exciting, innovation, on their side and a truly world class company."

This is Bharti Airtel's first sustainability report for the year ending March 31st, 2012. The scope of this report is our India operations including all business under our operational control. In addition to addressing social challenges through the section "Our blueprint for social inclusion", we have also detailed other social and environmental aspects through "Our impact on the value chain". We have aligned our business activities to ensure a positive impact on our key stakeholders including customers, suppliers, local communities, investors, employees and government bodies. In India, the company had 181.3 million mobile customers as on March 31st 2012, Highlights 2012

Bharti Airtel appoints Suren Goonewardene as CEO Sri Lanka

Bharti Airtel to Observe Silent period from December 31, 2011

Airtel Mobitude 2011 reveals data traffic trends on mobile devices in India

Friends on Airtel can now use Gifting Services and Call Me Back SMS alerts Bharti Airtel recognized for the delivery of best network services with customer focus at Telecom Centre of Excellence Awards 2011

Airtel Mobitude 2011 captures preferences of over 170 million plus mobile users.

Airtel comes to you from Bharti Airtel Limited, one of Asias leading integrated telecom services providers with operations in India, Sri Lanka and Bangladesh. Bharti Airtel since its inception has been at the forefront of technology and has pioneered several innovations in the telecom sector.The company is structured into four strategic business units - Mobile, Telemedia, Enterprise and Digital TV. The mobile business offers services in India, Sri Lanka and Bangladesh. The Telemedia business provides broadband, IPTV and telephone services in 95 Indian cities. The Digital TV business provides Direct-to-Home TV services across India. The Enterprise business provides end-to-end telecom solutions to corporate customers and national and international long distance services to telecom.

Airtel was born free, a force unleashed into the market with a relentless and unwavering determination to succeed. A spirit charged with energy, creativity and a team driv+en to seize the day with an ambition to become the most globally admired telecom service. Airtel, in just ten years of operations, rose to the pinnacle

To achievement and continues to lead .As India's leading telecommunications company Airtel brand has played the role as a major catalyst in India's reforms, contributing to its economic resurgence. Today we touch peoples lives with our Mobile services, Telemedia services, to connecting India's leading 1000+ corporate. We also connect Indians living in USA, UK and Canada with our call home service.Our Vision & promise

By 2010 Airtel will be the most admired brand in India:

Loved by more customers

Targeted by top talent

Benchmarked by more businesses

By 2013 Airtel will be the most admired brand in India:

We at Airtel always think in fresh and innovative ways about the needs of our customers and how we want them to feel. We deliver what we promise and go out of our way to delight the customer with a little bit more Airtel comes to you from Bharti Airtel Limited, one of Asias leading integrated telecom services providers with operations in India, Sri Lanka and Bangladesh. Bharti Airtel since its inception, has been at the forefront of technology and has pioneered several innovations in the telecom sector.

The company is structured into four strategic business units - Mobile, Telemedia, Enterprise and Digital TV. The mobile business offers services in India, Sri Lanka and Bangladesh. The Telemedia business provides broadband, IPTV and telephone services in 95 Indian cities. The Digital TV business provides Direct-to-Home TV services across India. The Enterprise business provides end-to-end telecom solutions to corporate customers and national and international long distance services to telcos. Factsheet

NameBharti Airtel Limited.

Business DescriptionProvides GSM mobile services in all the 22 telecom circles in India, and was the first private operator to have an all India presence.Provides telemedia services (fixed line and broadband services through DSL) in 95 cities in India.

EstablishedJuly 07, 1995, as a Public Limited Company

Proportionate RevenueRs. 204,484 million (ended March 31, 2013-Audited)Rs. 187,294 million ( ended March 31, 2012-Audited)As per IFRS Accounts

Proportionate EBITDARs. 64,870 million ( ended March 31, 2013 - Audited)Rs. 62,329 million ( ended March 31, 2012- Audited)As per IFRS Accounts

Shares in Issue3,797,530,096 as at March 31, 2013

ListingsThe Stock Exchange, Mumbai (BSE)The National Stock Exchange of India Limited (NSE)

Market Capitalisation

Customer Base196,126,000 GSM mobile; 3,283,000 Tele media customers and 8,100,000

OperationalProvides GSM mobile services in all the 22 telecom circles in India, and was the first private operator to have an all India presence.

Registered OfficeBharti Airtel Limited

(A Bharti Enterprise)

Bharti Crescent, 1 Nelson Mandela Road, Vasant Kunj Phase II

New Delhi - 110 070Tel. No.: +91 11 4666 6100Fax No.: +91 11 4666 6411

Organization Structure:As an outcome of a restructuring exercise conducted within the company; a new integrated organizational structure has emerged; with realigned roles, responsibilities and reporting relationships of Bhartis key team players. With effect from March 01, 2006, this unified management structure ofOne Airtel' will enable continued improvement in the delivery of the Groups strategic vision.

Bharti Airtel - Organization Structure

Management Profiles

Sunil Bharathi MittalManoj KOhli

Sanjay KapoorDavid Nishall

Aitul BindalK.Srinivas

Jyothi HornS.Asokan

Krishna Murthy ShankarSrinath Bala Chander

Sunil Bharti Mittal is the Founder, Chairman and Group CEO of Bharti Enterprises, one of Indias leading business groups with interests in telecom, financial services, retail, realty, manufacturing and agriculture.

Sunil started his career at 18 after graduating from Punjab University in India in 1976 and founded Bharti. Today, at 52, he heads a successful enterprise which employs over 30,000 people. Bharti Airtel, the flagship group company, has a market capitalization of approximately US$ 25 billion. Sunil has been recognized with the Padma Bhushan, one of Indias highest civilian awards. He has also received the Lal Bahadur Shastri National Award for Excellence in Public Administration, Academics and Management for 2009. He is a past President of the Confederation of Indian Industry, the premier industry body in India (2007-08). Sunil has been awarded numerous awards and recognitions including the Global Economy Prize 2009 by The Kiel Institute, Germany. The US-India Business Council has also honored him with the Global Vision Award 2008. He has received the GSM Association Chairman's Award for 2008. Sunil was Co-chairman of the World Economic Forum in 2007 at Davos and is a member of its International Business Council. He is a member of the Leadership Council of The Climate Group. He is a member of several premier international bodies International Advisory Committee to the NYSE Euronext Board of Directors, the International Business Advisory Council of London and the Advisory Board of the Global Economic Symposium. Sunil is also on the Telecom Board of the International Telecommunication Union, the leading UN Agency for Information and Communication Technology. He is also a member of the Indo-US CEOs Forum.

He is also a member of the Academy of Distinguished Entrepreneurs, Babson College, Wellesley,Massachusetts. Sunil believes a responsible corporate has a duty to give back to the community in which it operates. This belief has resulted in Bharti Foundation, which is committed to providing education to under-privileged children in rural India.

Sunil has been conferred with the degree of Doctor of Laws (Honoris Causa) by the University of Leeds, UK and the degree of Doctor of Science (Honoris Causa) by the Govind Ballabh Pant University of Agriculture & Technology. AWARDS: 2013 On 04 February 2013, Bharti Airtel launches its emergency alert service in eastern region Bharti Airtel secured the top spot among the 'Best companies to work for' in the Indian telecom sector in the Business Today People Strong Survey 2013. Bharti Airtel was conferred with the prestigious 'Top Treasury Team, Asia' Award at 'Euro Finance Treasury Awards for Excellence in Asia' 2013. Bharti Airtel's mEducation product Career Counseling won the mbillionth South Asia Award 2013. Bharti Airtel bagged the Pitch Brands 50 Awards 2013 for Excellence in Marketing under the Globetrotters category. Bharti Airtel was ranked first in Brand Equity's Top 50 Service Brands in India's Most Trusted Brands Survey 2013. Bharti Airtel was ranked fourth in financial transparency among 100 multinational companies in emerging markets, according to a study conducted by Transparency International. Bharti Airtel's my Airtel app won the 'Service Innovation 2013' Award at Aegis Graham Bell Awards 2013 for empowering customers to manage all Airtel services effortlessly from a single interface. Bharti Airtel was conferred with the Top Operator (Cellular), Top Operator (NLD), Top Operator (ILD) awards at the ICT (Information and Communication Technology) Business Awards 2013 in Delhi.

AWARDS: 2014

Bharti Airtel was honored with the Dun & Bradstreet (D&B) Corporate award in the Telecom Services sector at the D&B Manappuram Finance Corporate Awards 2014 in Mumbai B Srikanth, Global CFO, Bharti Airtel Ltd, was honored with the "Best Performing CFO in the Telecom Sector" award at the 8th edition of India's most coveted awards for the finest CFOs the CNBC TV18 CFO Awards 2013. Airtel Ranked "No.1 Service Brand" in the annual Brand Equity Most ' Trusted Brands Survey 2014. Bharti Airtel won "Top Treasury Team Asia 2014" in Adam Smith Awards Asia 2014 Airtel won the Best Treasury Team in Asia Pacific at the Finance Asia Corporate Treasurer Awards 2014 Airtel won the DSCI Excellence Award for Security in Telecom at the NASSCOM DSCI Annual Information Security Summit 2014. Airtel won the "Best Mobile Product" for Wynk Music under Telecom Service Providers Category and "My Favourite Service Provider" award under the Pubic Poll Awards Category at the prestigious ET Telecom awards 2014. Airtel won the "Enterprise Mobile App 2014" award for Airtel mGovernance solution and "Unified Communication Solution" award for Biznet video solution at the Aegis Graham Bell Awards the biggest Innovation Award in the field of Telecom, Internet, Media & Entertainment (TIME).Services Provided by Airtel:

Tariffs PlansNEW

Airtel Turbo Plan2

(airtel/ap/GSM/04)Airtel Turbo Plan

1(airtel/ap/GSM/02)NEW advertage Plan

(airtel/ap/GSM/01)

SUK

35(airtel/ap/GSM/14)MNP

25(airetl/ap/GSM/03)HFZ

Pack(airtel/ap/GSM/15)

Airtel Turbo Plan 2 (airtel/AP/GSM/04) Expand All collapse All

ONE TIME CHARGES

Pulse Rate1 sec pulse

Price of pack43

Free Airtel On pulse0

Income Calls(Rs)0

Call ChargesAiretlGSM/CDMALandline

Local Rates1.2p/sec1.2p/sec1.5p/sec

STD rates1.2p/sec1.2p/sec1.5p/sec

SMSLocal1

National1.5

International5

Other Details

Special 1 sec Roaming tariff is as following. Validity is for 1 year. Local Outgoing (Local airtel to airtel) Rs. 0.60 min Local Outgoing (Local airtel to Other Mobile & Landline) 0.80 / min STD Outgoing (STD airtel to airtel) Rs. 0.60 / min STD Outgoing (STD airtel to other Mobile & Landline) 0.80 / min Incoming Rs. 0.60 / min ISD Rs. Standard Rates at 60 sec pulse

CHAPTER-III

REVIEW OF LITERATURE

INTRODUCTION:The growth in demand for telecom services in India is not limited to basic Telephone services. India has witnessed rapid growth in cellular, radio paging; value added services, internet and global communication by satel item (GMPCS) services. The agents of change, as observed from international perspective, have been broadly categorized into economic structure, competition policy and technology. Economic reforms and liberalization have driven telecom sector through several transmission channels of which these three categories are of major significance.

The effective research cannot be accomplished without critically studying what already exists in the form of general literature and specific studies.

Therefore, it is considered as an important pre-requisite fo actual planning and execution of research project. This helps formulate hypotheses and framework for further investigation. In this research, the survey of literature has been classified into two parts - studies related to telecom sector and studies related to marketing strategies.STUDIES RELATED TO GROWTH AND DEVELOPMENTS IN INDIAN TELECOM SECTOR:Muller (1990):

Muller in his a research focuses that the success of the mobile commerce can be attributed to the personal nature of wireless devices. Adding to this are its unique features of voice and data transmission and distinct features like localization, feasibility and convenience. The sustained growth of the mobile commerce around the world has been more because of the transfer of technology according to the needs of local geography.National Telecom Policy (1999): Projected a target 75 million telephone lines by the year 2005 and 175 million telephone lines by 2010 has been set. Indian telecom sector has already achieved 100 million lines. With over 100 million telephone connections and an annual turnover of Rs. 61,000 crores, our present teledensity is around 9.1%. The growth of Indian telecom network has been over 30% consistently during last 5 years.According to Wellenius and Stern (2001) information is regarded today as a fundamental factor of production, alongside capital and labor. The information economy accounted for one-third to one-half of gross domestic product (GDP) and of employment in Organization for Economic Cooperation and Development (OECD) countries in the 1980s and is expected to reach 60 percent for the European Community in the year 2000. Information also accounts for a substantial proportion of GDP in the newly industrialized economies and the modern sectors of developing countries.Videsh Sanchar Nigam Limited (VSNL) 16th Annual Report (2002):India like many other countries has adopted a gradual approach to telecom sector reform through selective privatization and managed competition in different segments of the telecom sector. India introduced private competition in value-added services in 1992 followed by opening up of cellular and basic services for local area to competition. Competition was also introduced in National Long Distance (NLD) and International Long Distance (ILD) at the start of the current decade.

World Telecommunication Development Report (2002):

explains that network expression in India was accompanied by an increase in productivity of telecom staff measured in terms of ratio of number of main lines in operation to total number of staff.Indian Telecommunication Statistics (2002): Indian Telecommunication Statistics in its study showed the long run trend in supply and demand of Direct Exchange Lines (DEL). Potential demand for telecom services is much more than its supply. In eventful decade of sect oral reforms, there has been significant growth in supply of DEL.

Economic Survey, Government of India (2002-2003): Economic Survey, Government of India has mentioned two very important goals of telecom sector as delivering low-cost telephony to the largest number of individuals and delivering low cost high speed computer networking to the largest number of firms. The number of phone lines per 100 persons of the population which is called teledensity, has improved rapidly from 43.6 in March 2001 to 4.9 in December 2002.Adam Braff, Passmore and Simpson (2003): Adam Braff, Passmore and Simpson focus that telecom service providers even in United States face a sea of troubles. The outlook for US wireless carriers is challenging. They can no longer grow by acquiring new customers; in fact, their new customers are likely to be migrated from other carriers. Indeed, churning will account for as much as 80% of new customers in 2005. At the same time, the carriers Average Revenue per User (ARPU) is falling because customers have.Dutt and Sundram (2004): Dutt and Sundram studied that in order to boost communication for business, new modes of communication are now being introduced in various cities of the country. Cellular Mobile Phones, Radio Paging, E-mail, Voice-mail, Video, Text and Video-Conferencing now operational in many cities, are a boon to business and industry. Value- added hi-tech services, access to Internet and Introduction of Integrated Service Digital Network are being introduced in various places in the country.

A study by Jeanette Carless on and Salvador Arias (2004) wireless substitution is producing significant traffic migration from wire line to wireless and helping to fuel fierce price competition, resulting in margin squeezes for both wire line voice tariffs in organization for Economic Co-operation and Development Countries have fallen by an average of three percent per year between 1999 and 2003.

T.V. Ramachandran (2005):

T.V. Ramachandran analyses performance of Indian Telecom Industry which is based on volumes rather than margins. The Indian consumer is extremely price sensitive. Various socio-demographic factors-high GDP growth, rising income levels, booming knowledge sector and growing urbanization have contributed towards tremendous growth of this sector. The instrument that will tie these things together and deliver the mobile revolution to the masses will be 3 Generation (3G) services.

Rajan Bharti Mittal (2005):

Rajan Bharti Mittal explains the paradigm shift in the way people communicate. There are over 1.5 billion mobile phone users in the world today, more than three times the number of PCOs. India today has the sixth largest telecom network in the world up from 14th in 1995, and second largest among the emerging economies. It is also the worlds 12th biggest market with a large pie of $ 6.4 billion. The telecom revolution is propelling the growth of India as an economic powerhouse while bridging the developed and the developing economics.ASEAN India Synergy Sectors (2005):

Asean India Synergy Sectors point out that high quality of telecommunication infrastructure is the pillar of growth for information technology (IT) and IT enabled services. Keeping this in view, the focus of Telecom policy is vision of world class telecommunication services at reasonable rates. Provision of telecom services in rural areas would be another thrust area to attain the goal of accelerated economic development and social change. Convergence of services is a major new emerging area.

Aisha Khan and Ruche Chaturvedi (2005):Aisha Khan and Ruche Chaturvedi explain that as the competition in telecom area intensified, service providers took new initiatives to customers. Prominent among them were celebrity endorsements, loyalty rewards, discount coupons, business solutions and talk time schemes. The most important consumer segments in the cellular market were the youth segment and business class segment. The youth segment at the inaugural session of cellular summit, 2005, the Union Minister for Communications and Information Technology, Dayanidhi Maran had proudly stated that Indian telecom had reached the landmark of 100 million telecom subscribers of which 50% were mobile phone users. Whereas in African countries like Togo and Cape Verde have a coverage of 90% while India manages a merely mobile coverage of 20%.

Indian infrastructure Report (2005):

Indian infrastructure Report explains Indias rapidly expanding telecom sector is continuing to witness stiff competition. This has resulted in lower tariffs and better quality of services. Various telecom services-basic, mobile, internet, national long distance and international long distance have seen tremendous growth in year 2005 and this growth trend promises to continue electronics and home appliances businesses each of which are expected to be $ 2.5 bn in revenues by that year. So, driving forces for manufacturing of handsets by giants in India include-sheer size of India market, its frantic growth rates and above all the fact that its conforms in global standards

Marine and Blanchard (2005):

Marine and Blanchard identifies the reasons for the unexpected boom in mobile networks. According to them, cell phones, based on Global System for Mobile Communication (GSM) standard require less investment as compared to fixed lines. Besides this, a wireless infrastructure has more mobility, sharing of usage, rapid profitability. Besides this, usage of prepaid cards is the extent of 90% simplifies management of customer base. Moreover, it is suitable to peoples way of life-rural, urban, and sub-urban subscribers.Illustrating the lead achieved by Gujarat. According to Business and Economy (2005) the catalyst for Indian mobile operators in the future will undoubtedly be increased marketing and advertisement expenditure, along with better deals for mobile phone users like the previously mentioned full talk time Rs. 10 recharge card, will go a long way in not only retaining customers but also acquiring the vast market of lowered customers who are extremely sticky about value for money and have extremely low loyalties and almost non-existent switching costs.Airtel is lead in GSM operators. Between 2003 and 2004, the total subscriber base of the private GSM operators doubled. It rose from 12.6 million subscribers at the end of March 2003 to 26.1 million by the end of March 2004. And yet that 100% growth rate notwithstanding, total industry revenue for 2003-04 was around Rs. 8308 crores. Compared to Rs. 6400 crores that industry grossed in 2002-2003, that is an increase of 30%.

Economic Times (2005):Indian mobile phone market is set to surge ahead since urban India has a teledensity of 30 whereas rural India has a teledensity of 1.74. It indicates that the market is on ascent, with more than 85000 villages yet is come under teleconnectivity.

According to a paper released by the Associated Chambers of commerce and Industry of India (2005)21, it is stated that 30% of the new mobile subscribers added by the operators worldwide will come from India by 2009.10% of the third generation (3G) subscribers will be from India by 2011, Indian handset segment could be between US $ 13 billion and US $ 15 billion by 2016.It offers a great opportunity for equipment vendors to make India a manufacturing hub. Indian infrastructure capital expenditure on cellular equipment will be between 10 to 20% of the investment that will be made by international operators by 2015. The other proposals included setting up of hardware manufacturing cluster parks, conforming to global standards and fiscal incentives for telecom manufacturing among others.

Virat Bahri (2006):

Explains the viewpoint of Sam Pitroda the Chairman of Worldtel that identifies opportunities for investments in telecommunications. He analyses that there is an increasing role for telecom in e-governance in India. According to him, technology can be leveraged to take Indias development to next level.

According to Snyder (2006) Communications is a process that allows information to pass between a sender and one or more receivers and. the transfer of meaningful information or ideas from one location to a second location. Communications is a human process; humans communicate by sending information between themselves. Whereas, telecommunication is the transmission of data or information over a distance. Tele is a Greek word meaning at a distance, far off. Thus, it classifies smoke signals, semaphore flags, lanterns and signal flares, telegraph systems, televisions, telephones, written letters, and hand signals as capabilities that support telecommunications. The problems with these communications forms include reliability, speed of transmission, and comprehension purposes.

According to Rohit Prasad & V.Sridhar (2007) this is one of the first such attempt to analyse the tradeoffs between low market power and economics of scale for sustained growth of mobile services in the country. Our analysis of the data on mobile services in India indicates the existence of economies of scale in this sector. We also calculate the upper bound on the optimal number of operators in each license service area so that policies that make appropriate tradeoffs between competition and efficiency can be formulated.

Narinder K Chhiber (2008):

the mobile telecommunication technology is evolving rapidly in the world as more people demand mobile services with longer bandwidth and new innovative services like connectivity anywhere, anytime for feature like T.V., Multimedia, Interoperability and seamless connectivity with all types of protocols and standards, while the 3G services are yet to fully come up. Serious discussion on 4G has started .WLAN hot spot have made inroads along with 3G to offer an alternative form of mobile access.

Advertising is a form of communication intended to persuade an audience (viewers, readers or listeners) to purchase or take some action upon products, ideas, or services. It includes the name of a product or service and how that product or service could benefit the consumer, to persuade a target market to purchase or to consume that particular brand. Commercial advertisers often seek to generate increased consumption of their products or services through branding, which involves the repetition of an image or product name in an effort to associate related qualities with the brand in the minds of consumers. Non-commercial advertisers who spend money to advertise items other than a consumer product or service include political parties, interest groups, religious organizations and governmental agencies. Nonprofit organizations may rely on free modes of persuasion, such as a public service announcement.Oliver Stehmann (2005):

The telecommunications industry is characterized by rapid innovation in the service and the transmission market. The legally protected public or private monopolist does not have the same incentive to foster innovation that would exist in a competitive environment. Thus, state intervention based on the natural monopoly argument neglects dynamic aspects, which are crucial in the telecommunications sector.Marketing White book (2005):Explains with support of detailed data that bigger players are close to 20% of the market each. In CDMA market, it is Reliance Infocom and Tata Teleservices are dominating the scene whereasAirtel is lead in GSM operators. Between 2003 and 2004, the total subscriber base of the private GSM operators doubled. It rose from 12.6 million subscribers at the end of March 2003 to 26.1 million by the end of March 2004. And yet that 100% growth rate notwithstanding, total industry revenue for 2003-04 was around Rs. 8308 crores. Compared to Rs. 6400 crores that industry grossed in 2002-2003, that is an increase of 30%.

Economic Times (2005):

Indian mobile phone market is set to surge ahead since urban India has a teledensity of 30 whereas rural India has a teledensity of 1.74. It indicates that the market is on ascent, with more than 85000 villages yet is come under teleconnectivity.Associated Chambers of commerce and Industry of India (2005):

It is stated that 30% of the new mobile subscribers added by the operators worldwide will come from India by 2009.10% of the third generation (3G) subscribers will be from India by 2011, Indian handset segment could be between US $ 13 billion and US $ 15 billion by 2016.It offers a great opportunity for equipment vendors to make India a manufacturing hub. Indian infrastructure capital expenditure on cellular equipment will be between 10 to 20% of the investment that will be made by international operators by 2015. The other proposals included setting up of hardware manufacturing cluster parks, conforming to global standards and fiscal incentives for telecom manufacturing among others.

Virat Bahri (2006):

explains the viewpoint of Sam Pitroda the Chairman of Worldtel that identifies opportunities for investments in telecommunications. He analyses that there is an increasing role for telecom in e-governance in India. According to him, technology can be leveraged to take Indias development to next level.Snyder (2006):

Communications is a process that allows information to pass between a sender and one or more receivers and. the transfer of meaningful information or ideas from one location to a second location. Communications is a human process; humans communicate by sending information between themselves. Whereas, telecommunication is the transmission of data or information over a distance. Tele is a Greek word meaning at a distance, far off. Thus, it classifies smoke signals, semaphore flags, lanterns and signal flares, telegraph systems, televisions, telephones, written letters, and hand signals as capabilities that support telecommunications. The problems with these communications forms include reliability, speed of transmission, and comprehension purposes.

Rohit Prasad & V.Sridhar (2007):

This is one of the first such attempt to analyse the tradeoffs between low market power and economics of scale for sustained growth of mobile services in the country. Our analysis of the data on mobile services in India indicates the existence of economies of scale in this sector. We also calculate the upper bound on the optimal number of operators in each license service area so that policies that make appropriate tradeoffs between competition and efficiency can be formulated.Narinder K Chhiber (2008):

The mobile telecommunication technology is evolving rapidly in the world as more people demand mobile services with longer bandwidth and new innovative services like connectivity anywhere, anytime for feature like T.V., Multimedia, Interoperability and seamless connectivity with all types of protocols and standards, while the 3G.WLAN hot spot have made inroads along with 3G to offer an alternative form of mobile access.Types of advertising

Virtually any medium can be used for advertising. Commercial advertising media can include wall paintings, billboards, street furniture components, printed flyers and rack cards, radio, cinema and television adverts, web banners, mobile telephone screens, shopping carts, web popups, skywriting, bus stop benches, human billboards, magazines, newspapers, town criers, sides of buses, banners attached to or sides of airplanes ("logo jets"), in-flight advertisements on seatback tray tables or overhead storage bins, taxicab doors, roof mounts and passenger screens, musical stage shows, subway platforms and trains, elastic bands on disposable diapers, of bathroom stalls, stickers on apples in supermarkets, shopping cart handles (grabertising), the opening section of streaming audio and video, posters, and the backs of event tickets and supermarket receipts.

Digital advertising

Television advertising / Music in advertisingThe TV commercial is generally considered the most effective mass-market advertising format, as is reflected by the high prices TV networks charge for commercial airtime during popular TV events. The annual Super Bowl football game in the United States is known as the most prominent advertising event on television. The average cost of a single thirty-second TV spot during this game has reached US$3 million (as of 2009). The majority of television commercials feature a song or jingle that listeners soon relate to the product. Virtual advertisements may be inserted into regular television programming through computer graphics. It is typically inserted into otherwise blank backdrops or used to replace local billboards that are not relevant to the remote broadcast audience. More controversially, virtual billboards may be inserted into the background where none exist in real-life. This technique is especially used in televised sporting events. Virtual product placement is also possible. Infomercials: An infomercial is a long-format television commercial, typically five minutes or longer. The word "infomercial" combining the words "information" & "commercial".Sales promotionsSales promotions are another way to advertise. Sales promotions are double purposed because they are used to gather information about what type of customers you draw in and where they are, and to jumpstart sales. Sales promotions include things like contests and games, sweepstakes, product giveaways, samples coupons, loyalty programs, and discounts. The ultimate goal of sales promotions is to stimulate potential customers to action. CHAPTER-IV

DATA ANALYSIS AND INTERPRATION

Table: 1

Who is your current service provider?

CommunicationNumber of respondents Percentage

Airtel46 46 %

Vodafone24 24 %

Idea15 15 %

Reliance9 9 %

Other Network6 6 %

Total100100%

Analysis:

The above table shows that the different communication networks used by various people. The above survey is conducted with the number of 100 people out of which 46% of the people are using Airtel, 24% Vodafone, 15% idea, and 9% Reliance.

Chart: 1

INTERPRETATION:-

From the above chart, It is observed that Airtel with other communications, considered 100 , the majority of the people as subscribers out of them 46% are related to Airtel, compare to all other network Airtel is the best.

Table: 2 Which Kind of connection you are association with Airtel?

FactorsCustomer ResponsePercentage

Prepaid6565%

Postpaid3535%

Total100100%

Analysis:

The above table shows 65% of people are using prepaid and 35% of the people are using postpaid connection in airtel on survey of 100 people.Chart: 2

INTERPRETATION:-

From the above chart, It is observed that Airtel Having both the Postpaid and Prepaid. As per my survey Airtel having 65% of Prepaid and 35% of Post paid.Table: 3 For how long you are using Airtel mobile connection?

Connection PeriodSub Scribers ResponsePercentage

Less than 6 months1515%

6 to 12 months2525%

1 to 3 Years3535%

4 to 7 Years2525%

Total100100%

Analysis:

The above table shows 25% of the people are using Airtel network for more than 4 to 7 years and 35% from 1 to 3 years and 25% from 6 to 12 months and 15% from less than six months.

Chart: 3

INTERPRETATION:-

From the above chart, It is observed that 15 of the subscribers are using their network for less than 6 months. And 25 of subscribers for 6 to 12 months and 35 of subscribers are using for 1 to 3 Years and 25 of subscribers are using for 4 to 7 years.

Table: 4From where does the customers watch the advertisement from? MEDIA MIX

MediasubscribersPercentage

Television1550%

Social network516%

Newspaper826%

Magazine27%

Total30100%

Analysis:

The above table tells how the customers get the awareness of the product. 50% from television, 16% from social network, 26% from newspaper and 7% from magazines.Chart: 4

INTERPRETATION:-

From the above chart, It is observed that most of the subscribers watch the advertising mostly the majority of people are watching from Televisions which covers 50% and 7 % from magazines. With this survey we can say that Advertising impact is more on televisions.Table: 5While subscribes to a new connection does advertising play a role?

FactorsNumber of RespondentsPercentage

Yes6565

No3535

Total100100%

Analysis:

The above table shows 65% of the people depend on advertising for new connections and 35% of the people dont.Chart: 5

INTERPRETATION:-

From the above analysis, It is observed, 65% of subscribers Yes that advertising plays an important role while purchasing a connection. 35% subscribers said No. So advertisement plays a major role in new connection Table: 6 Do you think that advertising made by the company informs you about their products?

ParametersNumber Of RespondentsPercentage

Excellent5757%

Good4343%

Average00

Poor00

Total100100%

Analysis:

The above table helps us to know how the customer can understanding above the product thought advertising.57% Excellent, 43% Good,

Chart: 6

INTERPRETATION:-

From the above chart, It is observed that 40% of subscribers opinion that the information provided through advertisements about their product is somewhat well. But they dont say that information is completely given. But remaining 60% say that is very well and are satisfied.

Table: 7 Do you think that the advertising made by the organization plays a major role in promotion of new product?

FactorsNumber of RespondentsPercentage

Agree4343%

Totally agree5757%

Disagree00%

Totally disagree00%

Neutral00%

Total100100%

Analysis: The above the table helps us to know 43% the of the people think advertisements play an important role in promoting the project and 57% dont.

Chart: 7 INTERPRETATION:-

From the above chart, It is observed that 53% of subscribers totally agree that advertising helps the organization for promoting their products in the market and 46% just agree the statement.Table: 8Advertising has more impact on?AreasRespondentsPercentage

Urban Areas4040%

Rural Areas00%

Metropolitan cities6060%

Total100100%

Analysis:

The above table shows 40% of the advertising has impact in urban areas and 60% in metropolitan cities.

Chart: 8 INTERPRETATION:-

From the above Chart, It is observed that 40% of subscribers say that Advertisements have more impact on urban areas and 60% say on Metropolitan cities.Table: 9 As the sales are increased based on advertising should the organization continue the existing advertise on the same service?FactorsNumber of RespondentsPercentage

Yes1515%

No8585%

Total100100%

Analysis:

The above table help us to know that 15% of the people has agreed that the airtel company should continue the existing advertising service and where as 85% said no.

Chart: 9

INTERPRETATION:-

From the above Chart, It is observed, that 15% of employees said Yes that organization should go for the same advertisement if that advertisement increased the sales of the organization. 85% of employees said No with the statement, because they will get bore.Table: 10 Do you think the advertising helps the organization to increase its sales?FactorsNumber of RespondentsPercentage

Yes6363%

No3737%

Total100100%

Analysis:

The above table shows that 63% of the people said yes advertising helps the organization and 37% said no.Chart: 10

INTERPRETATION:-

From the above chart, it is observed that 63% of employees said yes that advertising helps the organizations to increase its sales. 37% said No with the statement.Table: 11What are the factors which influencing purchase of Airtel?FactorsNumber of RespondentsPercentage

Quality of network2020%

Voice clarity2222%

Price2828%

Availability3030%

Total100100%

Analysis:

The above table shows the factors that influence people to buy Airtel network are quality of network is 20%, voice clarity 22%, price 28% and availability is 30%.Chart: 11

INTERPRETATION:-From the above analysis, It is observed, that the reflects that Quality of network 22%, Voice clarity 20%, Price 28%, Availability 30% are the factors influencing to purchase of AIRTEL.Table: 12The following table indicates the level of satisfaction of consumers towards the service of AIRTEL.AttributesNumber Of RespondentsPercentage

Excellent1010%

Very good4040%

Good3838%

AVERAGE1212%

Total100100%

Analysis:

The above table indicates the level of satisfaction of service provided by the airtel customers Excellent 10%, Very good 40%, Good 38% and Average 12%.Chart: 12

INTERPRETATION:-

From the above analysis, It is observed, that reflects that Excellent is 10%,Very good is 40%,Good is 38%, Average is 12% are the level of satisfaction of consumers towards the purchase of AIRTEL.Table: 13Do you think that the advertising made by the organization plays a major role in promotion of new product?FactorsNumber of RespondentsPercentage

Agree4747%

Totally agree5353%

Disagree00%

Totally disagree00%

Neutral00%

Total100100%

Analysis:

The above table shows that 47% Agree, 53% Totally agree and 0% of the people has disagreed that advertising made by the organisation helps in promoting the new product of the company.Chart: 13 INTERPRETATION:-

From the above analysis, It is observed, that 53.3% of subscribers totally agree that advertising helps the organization for promoting their products in the market and 46.7% just agree the statement.Table: 14Do you think Airtel is providing best service?FactorsNumber of RespondentsPercentage

Agree2121%

Totally agree5656%

Disagree66%

Totally disagree22%

Neutral1515%

Total 100100%

Analysis:

The above table shows that 21% Agree, 56% Totally agree, 6% Disagree, 2% Totally dis agree that Airtel is providing the best service.Chart: 14

INTERPRETATION:-

As Per my survey 56% of employees totally agree that Airtel is providing the best service in selling its products and 21% just agree with the statement. 15% of employees stay neutral. Remaining 6% and 2% employees are disagreeing and totally disagree.Table: 15How do you rank advertising styles of difference service providers?AirtelVodafoneIdeaRelianceBSNL

Rank 1300000

Rank 2 015870

Rank 30 101370

Rank 4059160

Rank 5000030

Analysis:

The above table shows that Airtel has been Ranked No 1 for providing the different styles of advertisements and second rank for Vodafone, third rank for Idea and fourth rank for Reliance.Chart: 15 INTERPRETATION:-

In this chart, 100% of subscribers give first rank to Airtel in advertising styles. 50% of them give Vodafone and 26.6% gives Idea and Other 23.4% gives reliance the 2nd rank. 3rd rank was given to Vodafone by 33.33% of subscribers and to Idea by 43.3% and to Reliance by 23.4%. Vodafone, Idea, Reliance was given the 4th rank by 16.6%, 30% and 53.4% of subscribers. 100% of subscribers gave 5th rank to BSNL.

SWOT ANALYSISSTRENGTHAIRTEL - CONCEPT, A THOUGHT, A NOTION. AIRTEL IS ABOUT SIMPLE THOUGHTS THAT HAVE THE POWER TO ENHANCE LIFE

The AIRTEL chitchat is rechargeable SIM card easily available across a host of dealer and retail outlets all over your city.

The AIRTEL is like an ocean full of technology and information full of mobile world.

It has good research and development will equip with efficient work force.

National and international roaming.

AIRTEL is the leading cellular service provider, with a footprint, in 20 states covering all four metros It has over Ten million satisfied customers.

An AIRTEL network connects its user to the other network within seconds compared to other networks.

AIRTEL completes the formalities of the Government by fulfilling the statutory requirements in taking the proof of the customer.

WEAKNESS

An AIRTEL network is weak in rural places.

AIRTEL is stricter in govt. statutory proofs that should be made flexible to the customer.

Poor available of recharge coupons for the customer in the city and some other places.

Unlike the other operator (BSNL) billing pulse is 60 sec.

Poor knowledge to the retailers about AIRTELs packages, schemes and promotional activities.

OPPORTUNITIES

Huge sales can be expected if proper eye catching advertisements, promotional activities are designed for new customers. By giving quick and proper services AIRTEL can become the No.1 operator in India in cellular industry.

THREATS

The product is at the growth stage of the company has to stay ahead of its competitors and persuade the customer to prefer the product. Company personnel should be taken but it should be customer friendly, otherwise the company may lose the sales. The company should give priority to the rural customers, so as get good business otherwise, other

Operator may capture the market.CHAPTER-IV

FINDINGS

SUGGESTIONS

CONCULSIONS

QUESTIONNARIE

FINDINGS

It was identified that sales and service plays a major role in the marketing of any product. It was found that most of the Airtel subscribers are the part of this network because of its service provided by Airtel. It was found that with the help of advertising the subscribers can know the complete information about their product and also about the new products information is also know with the help of advertising.

A survey has conducted on the employees and other sub-ordinates about the advertising impact on sales. It was found that adverting has good impact on increase of its sales.

A survey is done on selling of its products in which the employees agree that the Airtel is providing its best service in selling its products.

A survey has done on the influence purchase of Airtel that most of the customers using the Airtel because of availability.

SUGGESTIONS The advertising created by the organization is excellent and has to improve its creativity in order to give the clear information about the advertising to the rural area people also.

Mass production demands mass consumption so according to research report says the creativity of advertising increases the mass consumption.

Reduce the Tariff rates to increase the market share.

The offers should be fairer and should also necessary to bring new SIIM cards with fascinating offers.

The package design should be communicative and eye catching, so package design and color have to blend harmoniously to make the package communication effective.

.

CONCLUSION From the discussion and penetrating study of the data analysis, it is finally concluded that Sales and Service provided by the Airtel plays a major role in promoting the project. However, advertisements through electronic media play an important role (about thirty eight percent) in the popularity of mobile phone services.

Indeed, electronic and print media has its own some say. In urban segment an abnormal trend has been seen where hundred percent respondents in the age group of 15-20 years agree that advertisements in media effects the customers' buying behavior for the sale of mobile phone service. Overall analysis opinion goes against the version that promotion schemes launched by the various companies have an impact on the customer's buying behavior.

More than three-fifth respondents like/very much like to go through deeply into the advertisements while reading newspapers/magazines and also while seeing television. One significant analysis has emerged that source through advertisements in electronic media plays a guiding role for the rural and urban respondents both.

Appearance of celebrities in advertisements contributes to affect the minds of the customers in making choice. Rural 207 respondents are comparatively more responsive in this behalf. The liking of brand Ambassadors like SHAHRUKH KHAN and the advertisements presented through them also contribute to change the customers buying behavior, the only question is to what extent? In our present society, our actions and attitudes are motivated, to some extent. If advertising has indirect impact, sales promotion has direct impact, may be less or more.

QUESTIONNAIRE

1. Who is your current service provider?

(A) Airetl(B) Vodafone (C) Idea (D) Reliance(E) Other Network

2. Which Kind of connection you are associate with Airtel?

(A) Prepaid

(B) Postpaid

3. For how long you are using Airtel mobile connection?

(A) Less than 6months

(B) 6 to 12 months

(C) Above 12 months

4. From where does the customers watch the advertisement from?

(A) Television(B) Social network(C) Newspaper

(D) Magazine

5. While subscribing a new connection does advertising play a role?

(A) Yes

(B) No

6. Do you think that the advertising made by the organization plays a major role in promotion of new product?(A) Agree

(B) Totally agree

(C) Disagree

(D) Totally disagree

(E) Neutral

7. Advertising has more impact on?

(A) Urban Areas

(B) Rural Areas

(C) Metropolitan cities

8. As the sales are increased based on advertising should organize continues the existing advertise on the same service?

(A) Yes

(B) No

9. Do you think the advertising helps the organization to increase its sales?

(A) Yes

(B) No10. What are the factors that influence towards purchase of Airtel?

(A) Quality of network (B) Voice clarity (C) Price

(D) Availability11. What is the level of satisfaction of consumers towards the service of AIRTEL?

(A) Excellent

(B) Very good (C) Good (D) Average12. Do you think the Airtel is providing best service in selling its product?

DescriptionExcellentGoodAverage Poor

Network Coverage

Customer Care

Advertising

Other Benefits

13. How do you rank advertising styles of difference service providers?

AirtelVodafoneIdeaRelianceBSNL

Rank 1

Rank 2

Rank 3

Rank 4

Rank 5

14. Do you think that advertising made by the company informs you about their products?

ParametersNumber Of RespondentsPercentage

Excellent

Good

Average

Poor

Total

15. Do you think that the advertising made by the organization plays a major role in promotion of new product?FactorsNumber of RespondentsPercentage

Agree

Totally agree

Disagree

Totally disagree

Neutral

Total

BIBLIOGRAPHY

BIBLIOGRAPHY

COMPANY PROFILE

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www.bharatiairtel.com Chunawala: Advertising, Sales and Promotion Management, Himalaya publications, 2009.Philip Kotler, Kevin Lane Keller: Marketing Management: Pearson Education, 2009. Rajan Saxena: Marketing Management, Volume 3 Himalaya publications,2009. S L Gupta: Sales and distribution Management, Excel, 2009.NEWSPAPERSTHE HINDUIZEE BUSINESS SCHOOL, BangalorePage 44