Airtel Project File on Its Services

“To Study the services proviced by Airtel & its market share” on Airtel Submitted in the Partial Fulfillment of receiving for the award of degree. Bachelor of business administration (Industry Integrated) Under the guidance of Mr. Amit Chakrapani (Director Academics) Ist Semester (Session 2003-2006) Submitted to: Controller of examination MD University Rohtak

Submitted by: VINAY SINGH BBA (II), IST SEM. Roll No.

DAV INSTITUTE OF MANAGEMENT

Acknowledgement I feel the pleasure to have an opportunity to express my deep and sincere feelings of gratitude towards those personalities who positively helped me to convert my hopes in reality.

I am indebted to my principal director Dr. N.k. Sharma & Mr. Amit Chakarpani (director academics) with sincere regards for their valuable time spared for me and for the genuine interest improvising me the information regarding the project. Besides this I am thankful to my course coordinator Miss Suman Rana for giving me fullfledged support in pursuing this project Last but not the least; I thankful to the various corporate in Faridabad and industry people, who spread their precious time in making me aware of the telecom industry.

PREFACE

No professional curriculum is considered complete without work experience. Every individual who is doing management studies has to undergo this phase of practical study before he/she can consider himself/herself fully qualified as potential manager. I got an opportunity to do training with AIRTEL’s DSA named Grace ‘ N’ Tel. I under take the training in my 1st semester, on analysis of strategic of private companies in telecom industry. The basic aim of my study was to know how to deal with customer & how I can make better relation with them.

People affiliated with management studies have a different view on this aspect of management that “classroom studies have nothing to do with practical work.” But during my research I realized that a training report plays a crucial part as it prepares a BBA for the impending responsibility that awaits him/her in the future. It integrates the theoretical aspects with the practical life and helps in understanding business solutions in a better manner.

TABLE OF CONTENTS SR.NO.

CONTENTS

1. 2. 3.

EXECUTIVE SUMMARY INTRODUCTION OF THE AIRTEL OBJECTIVE OF THE STUDY

4.

SCOPE OF THE STUDY

5 5.1 5.2

CONCEPTUALIZATION OF THE STUDY Introduction of the AIRTEL Research conducted on the AIRTEL

6.

RESEARCH METHODOLOGY 6.1 6.2 6.3 6.4 6.5

Research Design Sample selection Data collection Methods of data analysis Limitations of the study DATA ANALYSIS

7.1 7.2 7.3

Study related to the AIRTEL Survey conducted Charts and graphs

7.

8. 9 10.

11.

RESULTS OF THE ACTUAL SURVEY KEY RECOMMENDATIONS ANNEXURES 1a. BROACHERS 1b. QUESSTIONAIRE BIBLIOGRAPHY AND REFERENCES

PAGE NO. 02 06

EXECUTIVE SUMMARY Mobiles are very popular in India from a last decade and from time to time there have been a great change in the way of telecom industry due to some reasons. The reasons for the slowing down of this industry are;  Large number of competitors in the telecom

market, and a huge competition

between them.  Not providing the good infrastructure facilities.  A time-to-time increase in the demand of mobiles. The fluctuating mind of the

present consumer. Airtel of Bharti enterprise is a leading mobile service provider is now the number one player in the in the mobile services in India. But as, time is passing the competition is becoming tough and tough. However, the Airtel is facing some problem in the market. This project mainly analyses the current selling story, market size and growth of the Airtel in the city of Faridabad and tries to find out the reason for fall in the sale of Airtel. This project mainly finds that the following factors are responsible for the above:  Price (price strategies)  Service (services provided to the customer)  Demand (customers preference) This project tries to give some solutions in the form of recommendations in the project report.

INTROUDUCTION TO THE STUDY The world of today is moving fast and the roads are like ant pathway. Everybody is running hard to earn one time meal. In this fast moving world what we are leaving behind is culture and relations. We cannot survive if we will not run with time so it is the requirement of time to move along with. In this service sector what most people require is the communication with others without wasting their time. Mobile services is one of the latest technology in demands which able us to communicate with in seconds at lower cost. I worked with AIRTEL for training session what AIRTEL is all about in brief AIRTEL is product name of a company that leads Bharti Cellular Ltd. Airtel comes to you from Bharti Cellular Limited - a part of the biggest private integrated telecom conglomerate, Bharti Enterprises. Bharti provides a range of telecom services, which include Cellular, Basic, Internet and recently introduced National Long Distance. Bharti also manufactures and exports telephone terminals and cordless phones. Apart from being the largest manufacturer of telephone instruments in India, it is also the first company to export its products to the USA. Bharti is the leading cellular service provider, with a footprint in 18 states covering all four metros and more than 8 million satisfied customers. It provides mobile services to more & more customer cheaper rate with more value added services. Now it is providing both postpaid & prepaid services. Airtel Prepaid:AIRTEL PREPAID Card is the simplest way to go cellular. AIRTEL PREPAID is India's largest and leading prepaid cellular brand. With AIRTEL PREPAID you don't need to worry about paying security deposits, monthly rentals and bills. AIRTEL PREPAID offers maximum value for money through its customer friendly features like choice of tariff plans, pre-activated STD / ISD facility, national and international roaming till the last rupee with no security deposits, pre-activated SMS, and voice mail service. AIRTEL PREPAID is available at over

8000 retail outlets spread across the length and breadth of Kolkata. AIRTEL PREPAID recharges come in the form of scratch cards that carry attractive pictures of your favourite stars like ShahRukh Khan and Kareena Kapoor. These scratch cards are simple to use and easy to carry and store. AIRTEL PREPAID makes life really simple, doesn't it? AIRTEL PREPAID Benefits AIRTEL PREPAID brings you some amazing features that are hard to resist if you are looking for simple convenience and no hassles.



Pre-activated STD / ISD facility till the last rupee Pre-activated SMS Mobile to Mobile STD @ 2.99/Free Caller Line Identification Easy and Simple Recharging No Bills No Rentals No Security Deposits Minimal paperwork 24 hours toll-free recharging, balance and validity enquiry service in English, Bengali and Hindi Roaming: National and International Roaming (Incoming calls) Voice Mail Service



Value Added Services on AIRTEL PREPAID

         

i. ii. iii. iv. v. vi. vii. viii. ix. x. xi. xii.

Call Line Identification (CLI) Voice Dial Services International Roaming - 66 countries worldwide National Roaming across 700 destinations ATM recharging Vernacular SMS (Hindi/Bengali) Star Peep Flash SMS Blink SMS Mobile Messenger Ring tones and Logos MMS

AIRTEL POSTPAID:Airtel welcomes you to a vibrant world of unlimited opportunities. More exciting, innovative yet simple new ways to communicate, just when you want to, not just through words but ideas, emotions and feelings. To give you the unlimited freedom to reach out to your special people in your special way. As an Airtel Post-paid customer you can enjoy the following facilities Easy Billing Now enjoy the luxury of viewing details of your last 3 billing cycles and the convenience of paying your Airtel bill online! Experience complete freedom with Airtel! Call Divert, Call Hold and Call Wait Avail of special services like call waiting, call hold and call divert – all with your Airtel postpaid connection! Short Messaging Service (SMS) With Airtel's Short Messaging Service (SMS), send unlimited messages and jokes to your friends and colleagues, anytime anywhere! Caller Identification Call Identification gives you the power to know the phone number of the calling party even before you answer the call, thus giving you the choice to either reject or take the call. It provides the added advantage of saving the incoming number directly in the Handset Phone Book. So that the next time you want to call the same person, you don't need to retype his number, simply use your phone book. Voice Mail Voice Mail lets you receive messages even when your handset is switched

off or when you are outside the coverage area. You can listen to your messages whenever you feel like, from anywhere in the world. Voice Mail can store up to 75 messages, with each message of two-minute duration. STD/ISD Facility Now experience complete freedom like never before with Airtel! Our STD/ISD facility allows you to make long distance calls in India and Overseas from your cellular phone! Roaming (National and International) Airtel's Roaming service allows you to use your mobile phone to make or receive calls from almost anywhere in India and abroad! Enjoy roaming within the country as well as across international.

OBJECTIVE OF THE STUDY

 To find out the awareness of airtel postpaid connection & other postpaid connection in customer.  To know the advantages given by the Airtel & other connection like Hutch, Reliance & Idea.  To know the factors that why airtel is number one among the mobile service providers.  To know the market share of Airtel & other mobile connection provider.  To know the customer preference about Airtel.  To attain the marketing skills.  To prepare myself for future assignments by enhancing my confidence & my moral.

SCOPE OF THE STUDY Each want to become popular in the market. So that the organization always compares itself with the competitive organization. After knowing the popularity of brand in the market, the other organization will improve them they will know that why that brand is getting more success in existing market. After the comparative studies of different brand an organization can improve them. So the studies of popular brands are very important for all organizations / industries. In this way industries can improve the market share and increase in the market share is useful for the organizations/ industries. .

The world of today is moving fast and the roads are like ant pathway. Everybody is running hard to earn two time meals. In this fast moving world what we are leaving behind is culture and relations. We cannot survive if we will not run with time so it is the requirement of time to move along with. In this service sector what most people require is the communication with others without wasting their time. Mobile services is one of the latest technology in demands which able us to communicate with in seconds at lower cost. I worked with AIRTEL for training session what AIRTEL is all about in brief AIRTEL is product name the company that leads Bharti Cellular Ltd INTRODUCTION OF THE BHARTI TELE-VENTURES "as we spread wings to expand our capabilities and explore new horizons, the fundamental focus remains unchanged: seek out the best technology in the world and put it at the service of our ultimate user: our customer." Sunil bharti mittal (group chairman and managing director)

Bharti Tele-Ventures Limited was incorporated on July 7, 1995 for promoting investments in telecommunications services. Its subsidiaries operate telecom services across India. Bharti Tele-Ventures is India's leading private sector provider of telecommunications services based on a strong customer base consisting of approximately 9.83 million total customers which constitute, approximately 9.06 million mobile and approximately 776,000 fixed line customers, as of October 31, 2004.

Bharti enterprises have been at the forefront of technology and have revolutionized telecommunications with its world-class products and services. Established in 1985, bharti has been a pioneering force in the telecom sector with many firsts and innovations to its credit, ranging from being the first mobile service in Delhi, first private basic telephone service provider in the country, first Indian company to provide comprehensive telecom services outside India in Seychelles and first private sector service provider to launch national long distance services in India. As of October 31, 2004, bharti had approximately 9.83 million total customers – nearly 9.06 million mobile and 776,000 fixed line customers. Its services sector businesses include mobile operations in Andhra Pradesh, Channei, Delhi, Gujarat, Haryana, Himachal Pradesh, karnataka, kerala, kolkata, Madhya Pradesh circle, Maharashtra circle, Mumbai, Punjab, Rajasthan, Tamilnadu, Uttar Pradesh (east) circle, Uttar Pradesh (west) circle and Jammu & kashmir. In addition, it also has fixed-line operations in the states of Madhya Pradesh and Chattisgarh, Haryana, Delhi, karnataka and Tamilnadu and nationwide broadband and long distance networks. Bharti has recently launched national long distance services by offering data transmission services and voice transmission services for calls originating and terminating on most of India’s mobile networks. The company is also implementing a submarine cable project connecting Chennai-Singapore for providing international bandwidth. Bharti enterprises also manufacture and exports telephone terminals and cordless phones. Apart from being the largest manufacturer of telephone instruments, it is also the first telecom company to export its products to the USA. Bharti Infotel Limited will have 3 Strategic Business Units namely:

1) Fixed Line Services 2) Long Distance 3) Group Data Services

Business Strategy: Bharti Tele-Ventures' strategic objective is “To capitalize on the growth opportunities that the Company believes are available in the Indian telecommunications market and consolidate its position to be the leading integrated telecommunications services provider in key markets in India, with a focus on providing mobile services”. The Company has developed the following strategies to achieve its strategic objective: 

Focus on maximising revenues and margins;



Capture maximum telecommunications minimum geographical coverage;



Offer multiple telecommunications services to provide customers with a "one-stop shop" solution;



Position itself to tap data transmission opportunities and offer advanced mobile data services;



Focus on satisfying and retaining customers by ensuring high level of customer satisfaction;



Leverage strengths of its strategic and financial partners; and



Emphasis on human resource development to achieve operational efficiencies.

revenue

Businesses: Bharti Tele-Ventures current businesses include 

Mobile services



Fixed-line



National and international long distance services VSAT, Internet services and network solutions

potential

with

Competitive Strengths: Bharti Tele-Ventures believes that the following elements will contribute to the Company's success as an integrated telecommunication services provider in India and will provide the Company with a solid foundation to execute its business strategy: 

Nationwide Footprint - As of October 31, 2004, approximately 96% of India's total mobile subscribers resided in the Company's nineteen mobile circles. These 19 circles collectively accounted for approximately 56% of India's land mass;



Focus on telecommunications to enable the Company to better anticipate industry trends and capitalize on new telecommunicationsrelated business opportunities;



The strong brand name recognition and a reputation for offering high quality service to its customers;



Quality management team with vision and proven execution skills; and



The Company's strong relationships with international strategic and financial investors such as SingTel, Warburg Pincus, International Finance Corporation, Asian Infrastructure Fund Group and New York Life Insurance.

The key demographics of Bharti Tele-Ventures' mobile circles are set below. The key demographics of Bharti Tele-Ventures' mobile circles are set forth below.

All India

Bharti Circles

Bharti as % of All India

Number of circles Area of the circles (in '000 sq km)(1) Population in the licensed areas (in Mn)(2) Market Mobile subscribers in the licensed areas (in Mn) (3) Market DELs in the licensed area (in Mn) (4) Number of vehicles in the licensed areas (in '000s)(5)

22

16

73%

3,278

1,848

56%

1,027

593

58%

34.77

33.40

96%

37.7

30.7

81%

36,132

29,025

80%

(1) Area estimates are from National Census, 2001. (2) Population estimates for all the circles other than the metropolitan areas are as per National Census, 2001 and are as of March 1, 2001. Population estimates for the Uttar Pradesh (West) circle is 37% of the total population of the state of Uttar Pradesh. (3) Based on data released by the COAI on the total number of mobile subscribers in the circles as of October 31, 2004. (4) DELs as on March 31, 2002. Based on data released in Parliament questions and Government statistics as per The Financial Express dated June 10,2002. (5) Vehicles comprise four-wheeler and two wheeler non-commercial vehicles and are derived from data released by the Motor Transport Statistics of India as of March 31, 1997 in its most recent report.

History Highlights of Bharti history, collaborations and achievements are given below.

1995

Bharti Tele-Ventures Limited incorporated on July 7, 1995. Bharti Cellular launched mobile services ‘Airtel’ in Delhi.

1996

Bharti Telenet launched mobile services in Himachal Pradesh.

1997

Bharti Telenet obtained a license for providing fixedline services in Madhya Pradesh circle. Bharti Telecom formed a joint venture, Bharti BT, for providing VSAT services.

1998

Bharti Telecom formed a joint venture, Bharti BT Internet for providing Internet services. First Indian private fixed-line services launched in Indore in the Madhya Pradesh circle on June 4, 1998 by Bharti Telenet thereby ending fixed-line services monopoly of DoT (now BSNL).

1999

Warburg Pincus (through its investment company Brentwood Investment Holdings Limited) acquired equity interest in Bharti Tele-Ventures. Bharti Tele-Ventures acquired an effective equity interest in Bharti Mobile (formerly JT Mobiles), the mobile services provider in Karnataka and Andhra Pradesh circles.

2000

New York Life Insurance Fund, or NYLIF, acquired a equity interest in Bharti Cellular.

2000

Bharti Tele-Ventures acquired an effective equity Interest in Bharti Mobinet (formerly Skycell Communications), the mobile services provider in Chennai. Bharti Tele-Ventures acquired equity Interest of Telecom Italia and Bharti Telecom in Bharti Telenet thereby making Bharti Telenet a 100% subsidiary of Bharti Tele-Ventures. SingTel (through its investment company Pastel Limited) acquired STET's equity interest in Bharti Tele-Ventures. Bharti Tele-Ventures acquired an additional effective equity interest in Bharti Mobile resulting in Bharti TeleVentures holding an effective 74% equity interest in Bharti Mobile.

2001

Bharti Telesonic entered into a joint venture, Bharti Aquanet, with SingTel for establishing a submarine cable landing station at Chennai.

Bharti Tele-Ventures acquired NYLIF's equity interest in Bharti Cellular. Bharti Cellular acquired a 100% equity Interest in Bharti Mobitel (formerly Spice Cell), the mobile services provider in Kolkata. Bharti Tele-Ventures acquired equity interest in Bharti Cellular from British Telecom, thereby making Bharti Cellular its 100% subsidiary. Bharti Tele-Ventures acquired an additional equity interest in Bharti Mobinet from Millicom International and BellSouth International. Punjab license restored to Bharti Mobile by the DoT and migration to NTP- 1999 accepted Bharti Cellular entered into license agreements to provide mobile services in eight new circles following the fourth operator mobile license bidding process. Bharti Telenet entered into license agreements to provide fixed-line services in the Haryana, Delhi, and Tamilnadu and Karnataka circles. Bharti Telesonic has entered into a license agreement with DoT to provide National Long Distance Services in India 2001 and has been the first service provider to start service in the country. Bharti Aquanet, Bharti Telesonic and Bharti Cellular have entered into license agreements with the DoT to provide ISP services in India.

2002

Bharti launched mobile services in Gujarat, Haryana, Kerala, Madhya Pradesh circle, Maharashtra, Mumbai, Punjab, Tamilnadu, Uttar Pradesh (West) circle. Bharti listed on the National stock Exchange, Bombay Stock Exchange and the Delhi Stock Exchange on February 18, 2002. Bharti entered into a license agreement with the DoT to provide international long distance services in India. Bharti launched fixed-line services in the Delhi, Haryana, Karnataka and Tamilnadu license areas. Bharti became the first private telecommunications services provider to launch international long distance services

MANAGEMENT STRUCTURE: -

The group has been structured to create functional and operational specialisation with a linear vision of business lines and functional areas. The Company is headed by Chairman and Group Managing Director- Sunil Bharti Mittal who is assisted by two Joint Managing Directors- Akhil Gupta and Rajan Bharti Mittal. The Company also has two Presidents- President Mobile Services and President Infotel Services, this responsibility includes Fixed-line, Long Distance and Broadband Services. The Presidents report to the Group Chairman and Managing Director. The head of units and SBUs report to the respective business's President. An apex team of Corporate Directors has been constituted. The corporate directors have supervisory and strategic responsibilities for functional areas across business lines. The directors oversee functional areas including Business Development, Human Resources, Marketing, Corporate Communication, IT & Technology, Finance, Legal, Corporate Affairs, Corporate Strategy & Planning and Supervisory Director cum Chief Mentor mobility. The organisation structure is designed to ensure that identical businesses are run along similar lines and best resources in any functional field, be tapped to serve the best interests of the entire group.

Mobile Division: Overview Bharti Tele-Ventures vision for its mobile business is “To make mobile communications a way of life and be the customers first choice”.

The mission is to meet the mobile communication needs of the customer through 1) error free service 2) Innovative products and services and 3) cost efficiency. The Company’s strategic objective is to consolidate its leadership position amongst the mobile service providers in India. The Indian mobile market, according to the COAI, has increased from approximately 1.2 million subscribers as of March 31, 1999 to approximately 34.77 million subscribers as of October 31, 2004. Despite this rapid growth, the mobile penetration rate in India, at approximately 3.4% as of October 31, 2004, is significantly lower than the average mobile penetration rate in other Asian and international markets. The number of mobile subscribers in India is expected to show rapid growth over the next four years. By 2006 it is projected at 50 million by COAI and 44 million by Gartner. Bharti Tele-Ventures believes that the demand for mobile services in India will continue to grow rapidly as a result of the following factors: 

lower tariffs and handset prices over time;



growth in pre-paid customer category;



greater economic growth and continued development of India's economy;



higher quality mobile networks and services; and



greater variety and usage of value added services.

Bharti Tele-Ventures, through its subsidiary has the licenses to provide GSM services in all the twenty-three telecom circles in India. It proposes to consolidate all its subsidiaries providing mobile services under Bharti Cellular Limited.

Mobile Footprint The map below depicts the location of, and provides certain information for, Bharti Tele-Ventures' existing mobile circles in India

Number of Mobile licenses held by us Total mobile subscribers in India (in millions) Market mobile subscribers in our license areas(5) (in millions) Percentage of market mobile subscribers to total mobile subscribers in India

As of March 31,

As of Oct 31, 2004

1999(1) 2000(2) 2001(3)

2004(4)

2

4

5

23

1.12

1.88

3.58

34.77

0.21

0.57

1.28

33.40

18%

30%

36%

96%

1) Comprises the circles of Delhi and Himachal Prade2) Comprises the circles of Delhi, Himachal Pradesh, Karnataka and Andhra Pradesh3) Comprises the circles of Delhi, Himachal Pradesh, Karnataka, Andhra Pradesh and Chennai. 4) Comprises the sixteen operational circles of Bharti Tele-Ventures 5) Based on data released by the COAI on the total number of persons subscribing to mobile services in our licensed areas

Mobile Strategy 

Capture maximum telecommunications revenue potential with minimum geographical coverage to maximize its revenues and margins.



Build high quality mobile networks by deploying state-of-the-art technology to offer superior services.



Use the experience it has gained from operating its existing mobile networks to develop and operate other mobile networks in India and to share the expertise across all of its existing and new circles.



Attract and retain high revenue generating customers by providing competitive tariffs, offering high quality customer support, proactive retention programs and roaming packages across all of its mobile circles. Provide affordable tariff plans to suit each segment of the market with a view to expand the reach, thereby increasing the mobile customer base rapidly.

About AIRTEL Airtel comes to you from Bharti Cellular Limited - a part of the biggest private integrated telecom conglomerate, Bharti Enterprises. Bharti provides a range of telecom services, which include Cellular, Basic, Internet and recently introduced National Long Distance. Bharti also manufactures and exports telephone terminals and cordless phones. Apart from being the largest manufacturer of telephone instruments in India, it is also the first company to export its products to the USA. Bharti is the leading cellular service provider, with a footprint in 18 states covering all four metros and more than 8 million satisfied customers.

The Airtel visual identity has different elements that work together to create a strong and consistent identity for the brand. The most important of these are: The Airtel Logo

The Airtel logo is a strong, contemporary and confident symbol for a brand that is always ahead of the rest. It is a specially drawn word mark. The Airtel Image style It incorporates two solid, red rectangular forms whose counter form creates an open doorway. The Airtel Typographical style The title case lettering with its capital 'A' was deliberately chosen to reinforce the brand's leadership position. The red dot on the letterform 'I' cues Airtel's focus on innovation.. The words 'Express Yourself' are very much part of the brand identity. The Airtel Colour Palette The lettering is grey so that the pure black of Airtel is visually unharmed

Company Profile It provides mobile & broadband services to more & more customer cheaper rate with more value added services. Now it is providing both postpaid & prepaid services. Airtel Prepaid:AIRTEL PREPAID Card is the simplest way to go cellular. AIRTEL PREPAID is India's largest and leading prepaid cellular brand. With AIRTEL PREPAID you don't need to worry about paying security deposits, monthly rentals and bills. AIRTEL PREPAID offers maximum value for money through its customer friendly features like choice of tariff plans, pre-activated STD / ISD facility, national and international roaming till the last rupee with no security deposits, pre-activated SMS, and voice mail service. AIRTEL PREPAID is available at over 8000 retail outlets spread across the length and breadth of Kolkata. AIRTEL PREPAID recharges come in the form of scratch cards that carry attractive pictures of your favourite stars like ShahRukh Khan and Kareena Kapoor. These scratch cards are simple to use and easy to carry and store. AIRTEL PREPAID makes life really simple, doesn't it? AIRTEL PREPAID Benefits AIRTEL PREPAID brings you some amazing features that are hard to resist if you are looking for simple convenience and no hassles.



Pre-activated STD / ISD facility till the last rupee Pre-activated SMS Mobile to Mobile STD @ 2.99/Free Caller Line Identification Easy and Simple Recharging No Bills No Rentals No Security Deposits Minimal paperwork 24 hours toll-free recharging, balance and validity enquiry service in English, Bengali and Hindi Roaming: National and International Roaming (Incoming calls) Voice Mail Service



Value Added Services on AIRTEL PREPAID

         

xiii. xiv. xv. xvi. xvii. xviii. xix. xx. xxi. xxii. xxiii. xxiv.

Call Line Identification (CLI) Voice Dial Services International Roaming - 66 countries worldwide National Roaming across 700 destinations ATM recharging Vernacular SMS (Hindi/Bengali) Star Peep Flash SMS Blink SMS Mobile Messenger Ringtones and Logos MMS

AIRTEL PREPAID Pack MRP Rs. 199/- Includes Activation Fee and 8% service tax. Free Talktime of Rs 50/- (valid for 7 days from date of activation). is preloaded with every AIRTEL PREPAID SIM . The customer has the choice of selecting any of the following denominations of Recharge Card to recharge the AIRTEL PREPAID SIM card. Recharge Cards

Top Up RC54 RC108 RC216 RC324 RC540 RC1080 RC3240 Card 108 Denomination:

108

54

108

216

324

540

1080

3240

Service Tax

8%

8%

8%

8%

8%

8%

8%

8%

Processing Fee:

25

50

85

150

150

150

150

Talktime(Rs)

75

50

115

150

350

850

2850

25 25

Incoming

Free

Free

Free

Free

Free

Free

Free

Free

Validity (days)

NIL

5

10

20

30

30

60

1 yr

Grace Period

90 days

90 days

90 days

90 days

N/A

N/A

N/A

N/A

Incoming calls in grace period

90 days 90 days 90 days 90 days N/A

N/A

AIRTEL PREPAID Airtime Rates Incoming calls

FREE

Incoming from any GSM across India

FREE

Local Outgoing calls to GSM/RIM WLL

Rs 2.49 per min

Outgoing calls to others

Rs 2.99 per min

STD/ISD STD to Mobile - All distance bands > 50 kms

Rs 2.99 per min

STD Scenarios (to PSTN / WLL > 50kms) 50-200 Km

Rs 2.99 per min

N/A

N/A

200-500 Km & above

Rs 3.99 per min

500 Km & above

Rs 4.99 per min

ISD to 1st Slab** Countries

Rs 16.99 per min

ISD to 2nd Slab*** Countries

Rs 19.99 per min

ISD to 3rd Slab Counties

Rs 40.00

Note 1st Slab – USA, CANADA, EUROPE, SOUTH EAST ASIA, SAARC, FAR EAST, WEST ASIA & OTHER ASIA & OCEANIC COUNTRIES EXCLUDING COUNTRIES 3RD SLAB. 2nd Slab – MIDDLE EAST ASIA, AFRICA. 3RD Slab - SHAKHALIN, SAO TOME & PRINCIPE, SOLOMON ISLAND, VANAUTU, TOKELAU, TUVALU, COOK ISLAND, DIAGO GARCIA, CUBA, GUINEA BISSAU, NAURU, NORFOLK ISLAND). AIRTEL PREPAID SMS Rates Outgoing SMS: Re.1.00 per message Incoming SMS: Free of charge

AIRTEL POSTPAID: Airtel welcomes you to a vibrant world of unlimited opportunities. More exciting, innovative yet simple new ways to communicate, just when you want to, not just through words but ideas, emotions and feelings. To give

you the unlimited freedom to reach out to your special people in your special way. As an Airtel Post-paid customer you can enjoy the following facilities Easy Billing Now enjoy the luxury of viewing details of your last 3 billing cycles and the convenience of paying your Airtel bill online! Experience complete freedom with Airtel! Call Divert, Call Hold and Call Wait Avail of special services like call waiting, call hold and call divert – all with your Airtel postpaid connection! Short Messaging Service (SMS) With Airtel's Short Messaging Service (SMS), send unlimited messages and jokes to your friends and colleagues, anytime anywhere! Caller Identification Call Identification gives you the power to know the phone number of the calling party even before you answer the call, thus giving you the choice to either reject or take the call. It provides the added advantage of saving the incoming number directly in the Handset Phone Book. So that the next time you want to call the same person, you don't need to retype his number, simply use your phone book. Voice Mail Voice Mail lets you receive messages even when your handset is switched off or when you are outside the coverage area. You can listen to your messages whenever you feel like, from anywhere in the world. Voice Mail can store up to 75 messages, with each message of two-minute duration. STD/ISD Facility Now experience complete freedom like never before with Airtel! Our STD/ISD facility allows you to make long distance calls in India and Overseas from your cellular.

Roaming (National and International) Airtel's Roaming service allows you to use your mobile phone to make or receive calls from almost anywhere in India and abroad! Enjoy roaming within the country as well as across international destinations! PLAN OF AIRTEL POSTPAID

Bill plan

Airtel Airtel Airtel 150 150 150 Rs.450 Rs.900

Advance Rental Monthly No Rental rental for six months Local call charges (per minute) A to A Re.1 A to mobile Rs.2 Airtel to Rs.2 Landline STD call charges Airtel to Rs.2 Airtel Airtel to Rs.3 Mobile Airtel to Rs.3 Landline

Airtel 249

Airtel 399

Airtel 599

Airtel 999

Airtel Jodi plan

Rs.399

Rs.59 9

Rs.999 Rs.49 9

NA

No rental for one year

Rs.150 Rs.249

Re.1 Rs.2 Rs.2

Re.1 Rs.2 Rs.2

Rs.1 Rs.0.75 Rs0.5 Rs.1.25 Rs 0.75 Rs0.5 Rs1.25 Rs 1 Rs.1

Rs0.5 Rs0.5 Rs.1

Re.1 Rs.2 Rs.2

Re.1 Rs.2 Rs.2

Rs.2

Rs.2

Rs.2

Rs.2

Rs.2

Rs.2

Rs.2

Rs.2

Rs.3

Rs.3

Rs.3

Rs.3

Rs.3

Rs.2

Rs.3

Rs.3

Rs.3

Rs.3

Rs.3

Rs.3

Rs.3

Rs.2

Rs.3

Rs.3

Rental Toppings Rs. 25 per Airtel month to mobile at Rs.1 Rs. 75 per Airtel month to mobile at Rs.1 and STD at Rs. 2

Airtel to mobile at Rs.1 Airetl to mobile at Rs.1 and STD at Rs. 2

Airtel NA to mobile at Rs.1 Airetl NA to mobile at Rs.1 and STD at Rs. 2

NA

NA

NA

NA

NA

NA

NA

NA

NA

NA

NA

NA

25

50

100

200

Unlimi ted for three months

Free minutes NA (Airtel to mobile)

NA

NA

NA

NA

100

500@ 30p

Free STD NA minutes(Airte l to any)

NA

NA

NA

NA

NA

NA

Unlim ited for three month s 250 Mins within Jodi therea fter at 30p NA

Free toppings Free local NA SMS(no of SMS)

250 Mins within Jodi thereaf ter at 30p NA

RSEARCH METHODOLOGY The nature of my study was exploratory  DATA COLLECTION TECHNIQUES The data has been collected through: i. Primary Sources II. Secondary Sources PRIMARY SOURCES For primary data collection a planned questionnaire was prepared keeping in mind the objectives of the study. The data was generated through personal interview / questionnaire. The response was later on tabulated and analysed to reach certain conclusion and the findings have been presented in a definite shape. In all around 100 peoples response as studied, and then the percentage is taken. This can be illustrated in the following way: The primary data is collected through  Personal visit to corporates  Interview of residents  Interview of shopkeepers

SECONDARY SOURCES The secondary data collection involves desk study and the net surfing , which was carried out to obtain background information industry, trends,and new

developments. The main sources of information were magazines, newspapers, websites and business journals

RESEARCH DESIGN : EXPLORATORY DATA COLLECTION METHODS: Survey, Interview and questionnaire SAMPLE SIZE : 1000  The data for the study was collected through a survey conducted in the selected area of Faridabad. The data was collected through interview method and through questionnaire as far the easiest method.  Personal interview with customers from various industries, corporate, shops, and various residential areas has provided with useful information for this study.  The secondary data for this study was collected through business magazines, broachers and from websites.  A market survey was conducted in some specified areas of Faridabad viz.N.I.T.1; N.IT.2; N.I.T.3; N.I.T.4; N.I.T.5; Nehru Ground; hardware Chwok; Sector-15,16; Mujessar etc. to undertake the consumer awareness level, preferences and tastes, problem and requirements.

Limitation of the study The study is bound to come with some limitations and a constant that made efficiency of the sane low and to extent deviated from is main line of thoughts. Though no stone was left unturned to make study more precise, accurate to the objective yet there are some limitations, which are not worthy to make my study meaningful. Time was the major constraints for conducting study: I have taken secondary data into considerations while undertaking my study. Mostly employees were reluctant for providing information about their strategies related to training. The study involves lot of cost. Due to higher cost my visit was limited to certain companies. As Faridabad is not an exact representation of total population, the result to extent may be biased.

DATA ANALYSIS OWNERSHIP OF MOILE PHONES

RESPONDENTS (IN %) MOBILE PHONE YES NO

80 20

Type of cards used by customer

Type of card Cash card Sim card

Respondents (in%) 60 40

MOBILE SERVICES USED BY COUSTOMER SERVICES USED BY COSTOMER

RESPONDENTS (IN %) AIRTEL HUTCH RELIANCE IDEA TRUMP

25 22 18 15 10

AVERAGE BILLING PER MONTH

A B

AVERAGE BI LLING BELOW RS. 350 RS. 350 TO 500 RS.500 TO 1000 MORE THAN 1000

RESPONDENTS (IN%) 45 25 20 10

PROBLEM FACED BY COUSTOMER

NETWORK RELATED BILLING RELATED CONNECTIVITY RELATED DOCUMENTATION DISTRUBANCE COUSTOMER CARE ANY OTHER

RESPONDENTS IN (%) 15 10 25 9 18 12 12

EXPECTATION FROM AIRTEL

EXPECTATION GOOD SERVICES BETTER NETWORK APPROPRIATE BILLING EASY DOCUMENTATION CUSTOMER FRIENDLY APPROACH BILLING DETAIL

RESPONDENTS (IN%) 25 18 15 17 29 6

MARKET SHARE OF AIRTEL

.

RESULT OF THE ACTUAL SURVEY The training was aimed at studying How to increase the sale of airtel postpaid in the current time. The study was to formulate appropriate strategies to improve the technique of sell of airtel postpaid. The following result was drawn after acquiring the proper training: They feel the customers as a unknown person who need our help.  They should follow this technique that there is only one person who can judge the great services is customer. . Thus this is the result of the survey after adequate study of the project.

Recommendations and Suggestion  The trainings should be given in a balanced and complete exposure by way of

practical experience.  To set a program of training of each trainee and modify as per progress report

periodically.

 The training record should be maintained to ascertain progress of trainees.  There should be periodic meeting with trainees in order to supplement theoretical

education imparted by the agency and to access their knowledge to contemporary enviourment and preparation of examination.  The managers should act as guide & counselor to the trainees throughout the training

period and inculcate professional attitude so as to prepare him to meet the demands of the profession and the enviourment.  The organization should see that regular performance appraisal from should be filled by

trainees every fortnightly

Name of the Costomer………………………………. Address……………………………………………….. Contact No…………………………………………… Q.1 DO YOU HAVE THE MOBILE? A.YES Q.2

B. NO

WHAT IS YOUR PRESENT MOBILE CONNECTION? A. AIRTEL

B. HUTCH

C. IDEA

D. DOLPHIN

E. ANY OTHER (PLEASE SPECIFY) Q.3

HAVE YOU EVER CHANGED YOUR AIRTEL CONNECTION? A.YES

B. NO

IF YES, WHY? A. SERVICES C. NO FAITH IN COMPANY IF NO, WHY? A. SERVICES C. FAITH IN COPANY

B. D.

HIGH COST BAD RELATION WITH EXECUTIVE

B.COST BENEFITS D. GOOD RELATION WITH COMPANY

Q.4. ACCORDING TO YOU, WHAT IS THE MOST IMPORTANT THING YOU CONSIDER WHILE CHOOSING AIRTEL CONNECTION? A. SERVICES B.COST BENEFITS C. FAITH IN COPANY

D. GOOD RELATION WITH EXECUTIVE

Q.5. ARE YOU SATISHFIED WITH YOUR PRESENT AIRTEL MOBILE CONNECTION? A. HIGHLY SATISHFIED B. SATISHFIED B. DISSATISHFIED

D. HIGHLY DISSATISHFIEDAIRTEL

Q.6. DO YOU THINK THAT AIRTEL’S SERVICES IS BETTER THAN OTHERS? A. YES B. NO IF YES,WHY? A. CONNECTIVITY C. COST

B. SERVICES D. ANY OTHER (PLEASE SPECIFY)

IF NO, WHY A. CONNECTIVITY C. COST

B. SERVICES D. ANY OTHER (PLEASE SPECIFY)

Bill plan

Airtel Airtel Airtel 150 150 150 Rs.450 Rs.900

Advance Rental Monthly No Rental rental for six

No rental for

Airtel 249

Rs.150 Rs.249

Airtel 399

Airtel 599

Airtel 999

Airtel Jodi plan

Rs.399

Rs.599 Rs.999 Rs.499

NA

months one year Local call charges (per minute) A to A Re.1 A to mobile Rs.2 Airtel to Rs.2 Landline STD call charges Airtel to Rs.2 Airtel Airtel to Rs.3 Mobile Airtel to Rs.3 Landline Rental Toppings Rs. 25 per Airtel month to mobile at Rs.1 Rs. 75 per Airtel month to mobile at Rs.1 and STD at Rs. 2 Free toppings Free local NA SMS(no of

Re.1 Rs.2 Rs.2

Re.1 Rs.2 Rs.2

Rs.1 Rs.0.75 Rs0.5 Rs.1.25 Rs 0.75 Rs0.5 Rs1.25 Rs 1 Rs.1

Rs0.5 Rs0.5 Rs.1

Re.1 Rs.2 Rs.2

Re.1 Rs.2 Rs.2

Rs.2

Rs.2

Rs.2

Rs.2

Rs.2

Rs.2

Rs.2

Rs.2

Rs.3

Rs.3

Rs.3

Rs.3

Rs.3

Rs.2

Rs.3

Rs.3

Rs.3

Rs.3

Rs.3

Rs.3

Rs.3

Rs.2

Rs.3

Rs.3

Airtel to mobile at Rs.1 Airetl to mobile at Rs.1 and STD at Rs. 2

Airtel NA to mobile at Rs.1 Airetl NA to mobile at Rs.1 and STD at Rs. 2

NA

NA

NA

NA

NA

NA

NA

NA

NA

NA

NA

NA

50

100

200

Unlimited Unlimited for three for three

25

SMS) Free minutes NA (Airtel to mobile) Free STD NA minutes(Airte l to any)

NA

NA

NA

NA

100

500@ 30p

NA

NA

NA

NA

NA

NA

Incoming calls

FREE

Incoming from any GSM across India

FREE

Local Outgoing calls to GSM/RIM WLL

Rs 2.49 per min

Outgoing calls to others

Rs 2.99 per min

STD/ISD STD to Mobile - All distance bands > 50 kms STD Scenarios (to PSTN / WLL > 50kms)

Rs 2.99 per min

months 250 Mins within Jodi thereafter at 30p NA

months 250 Mins within Jodi thereafter at 30p NA

50-200 Km

Rs 2.99 per min

200-500 Km & above

Rs 3.99 per min

500 Km & above

Rs 4.99 per min

ISD to 1st Slab** Countries

Rs 16.99 per min

ISD to 2nd Slab*** Countries

Rs 19.99 per min

ISD to 3rd Slab Counties

Rs 40.00

BIBLIOGRAPHY& REFERENCES    

Various broachers provided by Airtel’s DSA. Business today Business standard Business week

NEWSPAPER  Economic Times  Times of India  Hindustan Times

WEB SITES  WWW.airtelworld.com  WWW.bharti.com  WWW.google.com