Download - Naresh Project (1)
-
8/18/2019 Naresh Project (1)
1/54
A PROJECT REPORT ON
“SALES AND DISTRIBUTION”AT
RELIANCE COMMUNICATIONS
Submitted in partial ulillment ! t"e re#uirement
$!r t"e a%ard ! De&ree !
Ma'ter ! Bu'ine'' Admini'trati!n (M)B)A*
B+
A)NARES,(Re&d)N!)--U.-E//01*
Under t"e .uidan2e !
N)SUD,A3AR REDD+
A''i'tant Pr!e''!r
TUDI
RAM REDD+ INSTITUTE O$ TEC,NOLO.+4 SCIENCES
.udur (5*6 Bibina&ar (M*6 Nal&!nda (DT*70/8-91
JA:A,ARLAL NE,RU TEC,NOLO.ICAL UNI5ERSIT+
,+DERABAD7(9/--79/-;*
-
8/18/2019 Naresh Project (1)
2/54
CERTI$ICATE
This is to certify that Mr)A NARES,, student of M)B)A II year of “Tud
Ram Redd< In'titute ! Te2"n!l!&< 4 S2ien2e'” bearing with Roll Number
--U.-E//01 of Post Graduation Studies, has undertaken a project work titled
SALES 4 DISTRIBUTION ! with our company for "# days $from #nd %arch
#&'( to ')th *pril #&'(+ -is duties during this project were to study the roles of
%arket Participant in the Territory Sales %anager of the company and pro.ide the
findings and recommendations in light of current market
Place : /arangal ShafiShaik
0ate : ')&"#&'( 1onal %anager
-
8/18/2019 Naresh Project (1)
3/54
DECLARATION
2 here by declare that this project Report titled “SALES ANDDISTRIBUTION” is submitted by me to the 0epartment of MBA, TUDI
RAM REDD+ INSTITUE O$ TEC,NOLO.+3SCIENCES is a bonafide
work undertaken by me and it is not submitted to any other 4ni.ersity or
2nstitution for the award of any degree5diploma5certificate or published any time
before
* N*R6S- Signature of the Student
$-TNo:''4G'6&&7)+
-
8/18/2019 Naresh Project (1)
4/54
AC3NO:LED.EMENT
2 would like to thank RELIANCE COMMUNICATION P5T LTD, forgi.ing me the opportunity to undertake project work in their organi8ation 2 would
like my sincere thanks to all employees of R COM in :ARAN.AL cluster, for
pro.iding the necessary information and also constant guidance during project
work
2 am grateful to Mr)RE5ANT, A3ULA6 territory sales manager in R COM in
/arangal cluster , for guiding me to work on the project titled SALES AND
DISTRIBUTION”)
2 would like thank P)JA.ANNAD,A RAO6 -ead 9f The 0epartment
M)B)A, for his inspiration and timely support in successful completion of this
project work
2 etremely thank D)N)L) REDD+6 PRINCIPAL6 for his ecellent
support to complete my project
2 am thankful to N)SUD,A3AR REDD+6 faculty and internal guide
for his .aluable suggestions throughout this project work
/ords are inade;uate to epress my gratitude to my parents who ha.e
been pillars of strength and moral support to me
*bo.e all, my heart felt thanks to the *lmighty God for -is presence
and guidance in e.ery moment in completing this project successful
-
8/18/2019 Naresh Project (1)
5/54
ABSTRACT
This Project has been a great learning eperience for me at the same time it ga.eme enough scope to implement my %arket ability
RELIANCE COMMUNICATION is one of the td ha.e '7&&& Towers in allo.er 2ndia
The study is entrusted to analy8e the Sales appraisal process and to understand
the working of all di.isions in Relian2e C!mmuni2ati!n P=t) Ltd
The primary data collected is through inter.iew with the concerned employees of
.arious di.isions
Secondary data is being collected from the annual reports, company?s website, and
credit appraisal reports of the company This study will help in understanding thecredit appraisal system at Reliance =ommunications P.t >td 3 to understand how
.arious di.isions function at the organi8ation 2t also aims to highlight the
importance of assessing the financials and other aspects through appropriate
appraisal before entering into an agreement of leasing
*ll the topics ha.e been co.ered in .ery systematic way The language has
been kept simple so that e.en a layman can understand *ll the dates ha.e been
well analy8ed with help of charts and graphs
-
8/18/2019 Naresh Project (1)
6/54
CONTENTS
2NTR904=T29N
o 6=9% 2N04STRB *N0 %*C9R P>*B6RS
o 2%P9RT*NT %2>6ST9N6S
o S=9P6 *N0 9PP9RT4N2T6
o 2N=9%6 9D T6>6=9% 2N04STRB
o * 0-2R42%2T*T29N
o =9N=>4S29N 3 S4GG6ST29NS
o
-
8/18/2019 Naresh Project (1)
7/54
C,APTER7 I
2NTR904=T29N
6=9% 2N04STRB *N0 %*C9R P>*B6RS
6E9>4T29N9D T-6 2N04STRB 2%P9RT*NT %2>6ST9N6S S=9P6
*N0 9PP9RT4N2T6
2N=9%6 9D T6>6=9% 2N04STRB
-
8/18/2019 Naresh Project (1)
8/54
INTRODUCTION
S4%%6R 2NT6RNS-2P PR9GR*% $S2P+ is an
inseparable part of T402 R*%R600B 2NST2T4T6 9D T6=-N9>9GB3
S=26N=6S curriculum 2t is .ery much uni;ue and deliberately set by T402
R*%R600B 2NST2T4T29NS to let its budding managers a complete one 2t
helps the interns to get ac;uainted with the real facts of the market and to learn
how to adjust with the market 2t is a program by the help of which one can assess
his own potential and also can take necessary actions to get into the track 2t also
helps the budding managers to learn how they should be in the competiti.e era
%oreo.er it is a program to brush up all the futures of T402 R*%R600B
2NST2T4T6 and make them fit for the organi8ations
-
8/18/2019 Naresh Project (1)
9/54
INTRODUCTION TO TELECOM
6.er since the e.olution of man on this earth, he wanted to communicate with his
fellow human being 2n that era, he used to communicate through signs and
symbols Gradually with time, he started using words and today it is through
mobiles, emails, fa etc through which one communicates from one place to
another
The word Telecom! $which is an abbre.iated .ersion of H telecommunication?+ in
real sense refers to the 2nteraction 3 transfer of information between two distant
points in space This meaning howe.er, has been subjected to modifications in
accordance with further inno.ations made be the Telecom 2ndustry
-
8/18/2019 Naresh Project (1)
10/54
SCENARIO O$ INDIAN TELECOM INDUSTR+ IN INDIA
2n 'II&, two telephone companies namely The 9rienta
Telephone =ompany >imited! and The *nglo2ndian Telephone =ompany
>imited! approached the Go.ernment of 2ndia with the objecti.e of establishing
Telephone 6changes across the country 2nitially, the Go.ernment denied the
permission as it wanted to eercise its monopoly power o.er the promising
industry once it emerged
-
8/18/2019 Naresh Project (1)
11/54
growth was negligible e.en after independence and the telephone was used as a
status symbol by the rich despite being an etremely essential de.ice of public
utility This sluggish rate of growth continued till 'JJ' when the number of
telephones was 7&K million
The period post 'JK7 saw resurgence in the 2ndia Telecom %arket by .irtue of a
series of fruitful decisions initiated by the Go.ernment which included:
L The separation of 0epartment of Telecom $09T+ Drom Post
and Telegraph $P3T+ in 'JK7
L The formation of %ahanagar Telephone Nigam >imited $%TN>+ out of$09T+ to pro.ide telecom ser.ices eclusi.ely to 0elhi and %umbai
L 2n the 'JJ&s, the telecom sector was opened up by the Go.ernment for
pri.ate in.estment as a part of >iberali8ationPri.ati8ationGlobali8ation Policy
L 9n '5oct5#&&&, the Go.ernment corporati.e its operations
wing under the name of B"arat San2"ar Ni&am Limited
(BSNL*)
To top it all, the introduction of mobile
communication is undeniably the biggest success story
scripted by the telecom industry
-
8/18/2019 Naresh Project (1)
12/54
L The 2ndian telecom industry is going through phenomenal growth /ith
'&& million installed mobile subscribers, adding four million new
subscribers e.ery month, and the cheapest mobile rates in the world at
two cents per minute, it is not surprising that all the telecom .endors
are .ying for a piece of this action %ajor new trends unseen in
pre.ious markets ha.e emerged during the last fi.e years
L Startups and established .endors in.ol.ed in the telecoms eco system
need to take heed and de.elop appropriate strategies in order to take
ad.antage of this new highgrowth opportunity
L The telecommunications industry is at the forefront of the information age
deli.ering .oice, data, graphics and .ideo at e.er increasing speeds and in a
increasing number of ways /hereas wire line telephone communication was onc
the primary ser.ice of the industry, wireless communication ser.ices and cable an
satellite program distribution make up an increasing share of the industry 0urin
the late 'JJ&s, the telecommunications industry eperienced .ery rapid growth an
massi.e in.estment in transmission capacity 6.entually this caused supply t
significantly eceed demand, resulting in much lower prices for
-
8/18/2019 Naresh Project (1)
13/54
transmission capacity The ecess capacity and additional competition led to eithe
declining re.enues or slowing re.enue growth, which has led to consolidatio
within the industry, as many companies merged or left the industry
L The largest sector of the telecommunications industry continues to be mad
up of wired telecommunications carriers 6stablishments in this sector mainl
pro.ide telephone ser.ice .ia wires and cables that connect customers? premises t
central offices maintained by telecommunications companies The central office
contain switching e;uipment that routes content to its final destination or to anotheswitching center that determines the most efficient route for the content to take
/hile .oice used to be the main type of data transmitted o.er the wires, wired
telecommunications ser.ice now includes the transmission of all types of graphic
.ideo, and electronic data mainly o.er the 2nternet
L The telecommunications industry offers steady, yearround employment
The business en.ironment for 2ndia?s telecommunications industry is ecellent Th
go.ernment policies ha.e encouraged the growth, increased competition and high
le.els of foreign direct in.estment $up to >?@ !rei&n in=e'tment i' n!%
all!%ed* The 2ndian go.ernment?s goal is to pro.ide an en.ironment wher
ser.ice companies, handset manufacturers and network companies will in.est in2ndia and use 2ndia for research and de.elopment work $R30+
L
-
8/18/2019 Naresh Project (1)
14/54
L The fa.orable business en.ironment has attracted a number of foreig
multinational firms such as -utchison, Eodafone, Nokia and %alaysia Telecom 2
my opinion the real edge for 2ndia will be the R30 facilities being setup ther
which can pro.ide inno.ation for net generation technologies not only for 2ndi
but for e.erywhere else as well
L 2ndian Telecom sector, like any other industrial sector in the country, has gon
through many phases of growth and di.ersification Starting from telegraphic an
telephonic systems in the 'Jth century, the field of telephonic communication ha
now epanded to make use of ad.anced technologies like GS%, =0%*, and />>to the great (G Technology in mobile phones 0ay by day, both the Public Player
and the Pri.ate Players are putting in their resources and efforts to impro.e th
telecommunication technology so as to gi.e the maimum to their customers
-
8/18/2019 Naresh Project (1)
15/54
2%P9RT*NT %2>6ST9N6S
'I7' Dirst operational land lines were laid by the go.ernment near =alcutta
$seat of
-
8/18/2019 Naresh Project (1)
16/54
The 2ndian telecom sector can be broadly classified
into Died >ine Telephony and mobile telephony The major players of the
telecom sector are eperiencing a fierce competition in both the segments The
major players like , %TN>, ESN> in the fied line and Reliance
=ommunication, *irtel, -utch, 2dea, Tata, in the mobile segment are coming up
with new tariffs and discount schemes to gain the competiti.e ad.antage
*t ''&&' million connections H 2ndian Telecom 2ndustryH is the fifth largest and
fastest growing in the world9.er the last ( years, two out of e.ery three new telephone connections were
wireless =onse;uently, wireless now accounts for 7")M of the total telephone
subscriber base, as compared to only "&M in #&&( /ireless subscriber growth is
epected to grow at #7 million new subscribers e.ery month in #&&K The
wireless subscriber base skyrocketed from (()J million in #&&" to )#7K million
in DB #&&" #&&7
The wireless technologies currently in use H 2ndian Telecom
2ndustry H are .l!bal S
-
8/18/2019 Naresh Project (1)
17/54
pro.iding mobile ser.ices in 'J telecommunication circles and " metro cities
co.ering more than #&&& towns across the country *nd the numbers are still
growing for H 2ndian Telecom 2ndustry
Telecom 2ndustry in 2ndia is regulated by HTelecom Regulatory *uthority of 2ndiaH
$TR*2+ 2t has earned good reputation for transparency and competence Three
types of players eist in H Telecom 2ndustry 2ndia H community
State owned companies like and %TN>
Pri.ate 2ndian owned companies like Reliance =ommunication and Tata
Teleser.ices
Doreign in.ested companies like A -utchison6ssar,
-
8/18/2019 Naresh Project (1)
18/54
INDIAN TELECOM STATISTIC AND MAJOR PLA+ER
Total telephone subscriber J"K#
9.erall Teledensity ()JIMDiedline user base (KJ)M
/ireless user base "'K)
$ GS%=0%*/>>+
GS% Subscribers )JI()
=0%* Subscribers #("
%onthly new additions$wire line KIKM
wireless+
%onthly new addition$ wireless #')"M
Subscriber number is in >akhs
-
8/18/2019 Naresh Project (1)
19/54
LEADIN. CELLULAR SER5ICE PRO5IDERS MAJOR PLA+ER IN AP
The leading cellular ser.ice pro.iders ha.e the following number of subscribers:
SER5ICE NO)O$ CDMA NO) O$ .SM
PRO5IDER SUBSCRIBERS SUBSCRIBERS
R6>2*N=6 #(" >akhs )IK) >akhs
=9%%4N2=*T29N
T*T* 09=9%9 ##"( >akhs
*2RT6> '(K =rores
*2R=6> 'I'' >akhs
%TS &&&
""&">akhs
E90*D9N6 )("">akhs
206* J(('>akhs
4N2N9R "77) >akhs
2n *P major market co.er by the
-
8/18/2019 Naresh Project (1)
20/54
NUMBER O$ SUBSCRIBERS
5ODA$
ONE
->@
UNINOR
-0@DOCOMO
8@M
TS -@
TATA-@
BSNL
-?@
Ot"er'?@
ID
EA9?@
R
RE
LIA
NC
E
-
@
AIR
T
E
L
9
>@
R6>2*N=6
*2RT6>
E90*D9N6
209@9
%9
T*T*
%TS
9T-6R
S
4
N2
N
9
R
2n communication market *irtel capture #KM of share
-
8/18/2019 Naresh Project (1)
21/54
at the same time Reliance communication ha.e a
market share 'J M Reliance communication faces
major competitions from the 206* and the other
ser.ice pro.iders 2n a recent sur.ey shows the 2ndian
telecom statistics
-
8/18/2019 Naresh Project (1)
22/54
SCOPE O$ TELECOM INDUSTR+
The telecom industry is growing at a great pace and the growth rate is epected to
double with e.ery passing year There are many new de.elopments in the
telecomm sector, including the ingress of (G technology that the 2ndian market is
witnessing
at present Public and Pri.ate Players %TN>, , ESN> are the major
Public Players, whereas*irtel, 2dea, Eodafone, Tata, Reliance, are the leadingPri.ate Players in the country Some of them are entering foreign markets as well
OPPORTUNITIES IN INDIA
2n the past ( years has been sur.eyed by 2ndian %inistry of =ommunications
and 2nformation Technology in New 0elhi .ery recently The telecom sectoris one of the leading contributors to 2ndiaHs flourishing economy *ccording
to the report presented by taking into account the statement of 2ndian
%inistry of =ommunications and 2nformation Technology, the telecom
opportunities in 2ndia has been growing by #& to "& M e.ery year since past
( years
-
8/18/2019 Naresh Project (1)
23/54
The telecom ser.ices in 2ndia ha.e been recogni8ed as a worldclass tool for
the socioeconomic de.elopment in 2ndia 2ndia is known to rank Second in
the telecom industry in *sia after =hina,and the telecom network in 2ndia isknown to stand in the eighth position across the globe and second among the
emerging economies The world a.erage percentage for the telecom industry
as against the 2ndian a.erage is '(7 times while the *sian a.erage against
the same was K7 times The current market range of the telecommunication
industry in 2ndia has been estimated to 4S0 '" billion and this is epected to
undergo an accretion by the end of #&'7
The growth witnessed by the telecom market in 2ndia has increased the
number of opportunities for the industry and this has been fueled by the
growing mobile sector, which has attained the consumer le.el of '& million
by the end of 0ecember #& that was almost '&& percent in the year
Telecommunication Sector 9pportunities in 2ndia assures a transparent, safe
and secured ambiance for the telecom market *round (&& million
population of highly consumable middleclass status that is ad.antageous for
the industry surrounds the telecom sector in 2ndia This is because, in
-
8/18/2019 Naresh Project (1)
24/54
some of the 2ndian that possess land line telephones can be substituted by
mobile phones that is .ery unlike the de.eloped countries Therefore, it adds
up to the growth in mobile sector in 2ndian telecom industry
Dew more Telecommunication Sector 9pportunities in 2ndia include
introduction of 2nternet telephony ser.ices, pri.ati8ation of ESN>, and
introduction of a number of international long distance ser.ices sector The
opportunities in the 2ndian telecom sector is increasing at a massi.e pace
with the introduction of newer and inno.ati.e schemes in .arious sectors andat present the telecom sector in 2ndia is claimed to be one of the major
contributors in 2ndiaHs flourishing economy
-
8/18/2019 Naresh Project (1)
25/54
INCOME O$ AP TELECOM INDUSTR+
The 2ndian telecom sector continued its robust growth with the wireless market
growing at 'JJ' percent and churning re.enues worth Rs-0-2r!re for the
second ;uarter ending September, an official agency said * total of I"" million
subscriberswerended in this ;uarter, the Telecom Regulatory *uthority of 2ndia
$TR*2+ said in a statement The adjusted gross re.enue $*GR+ for the ;uarter is
placed at RsK, (7K crore as against Rs), JJ& crore for the pre.ious ;uarter
thereby showing an increase of '() percent
The total subscriber base of the wire line and wireless ser.ices reached J())
million for the ;uarter ending September as against J7KJ million for the ;uarter
ending Cune, thus registering an increase of (77 percent during the ;uarter
-owe.er, the a.erage re.enue per user $*RP4+ for GS% subscribers, all 2ndia
segment, decreased "7( percent from RsIJ in Cune to RsI' in September
The second ;uarter also witnessed a spurt in number of freetoair $DT*+ and pay
channels being carried by the cable networks for tele.ision =urrently, there are
')' DT* channels and '#J pay channels as reported by 'J broadcasters5their
distributors at the ;uarter ending September
-owe.er, no new pri.ate D% radio station came into operation in the ;uarterunder re.iew, TR*2 said *lso, no directtohome $0T-+ license was issued
-
8/18/2019 Naresh Project (1)
26/54
Though the telecom industry saw .arious ups and downs, the sector witnessed
international in.estor community betting on the 2ndian market
The 2ndian telecom sector can be broadly classified into Died >ine Telephony and
mobile telephony The major players of the telecom sector are eperiencing a fierce
competition in both the segments The major players like etc, in the fied line
and *irtel, Eodafone, 2dea, 0ocomo, Reliance in the mobile segment are coming up
with new tariffs and discount schemes to gain the competiti.e ad.antage The Public
Players and the Pri.ate Players share the fied line and the mobile segments
=urrently the Public Players ha.e more than )&M of the market share
-
8/18/2019 Naresh Project (1)
27/54
RELIANCE COMMUNICATIONS
Reliance =ommunications >imited founded by the late Shri0hirubhai - *mbani
$'J(##&+ is the flagship company of the Reliance *nil 0hirubhai*mban
Group The Reliance *nil 0hirubhai*mbani Group currently has a net worth in
ecess of Rs '&(,&&& crore $4SO #' billion+, cash flows of Rs ##,&&& crore
$4SO K billion+, net profit of Rs '(,&&& crore $4SO " billion+ and 8ero net debt
Reliance =ommunications is one of 2ndiaHs largest pro.iders of integrated
communications ser.ices /ith more than K' million customers, the company
ser.es consumers and enterprises with a digital network supporting .oice, data
and .ideo 2ts fied and wireless communications ser.ices include domestic and
international .oice, 2nternet access, messaging, and .ideoconferencing 2t also
pro.ides wholesale capacity, infrastructure, and managed enterprise ser.ices
through its Reliance Global =9% di.ision Reliance =ommunications is part of
the Reliance *nil 0hirubhai*mbani Group
Reliance =ommunications is 2ndiaHs foremost and truly integrated
telecommunications ser.ice pro.ider The =ompany, with a customer base of
around J' million including o.er " million indi.idual o.erseas retail customers,
ranks among the Top '& Telecom companies in the world by number of customers
in a single country Reliance =ommunications corporate clientele includes #,'&&
2ndian and multinational corporations, and o.er I&& global, regional and domestic
carriers
-
8/18/2019 Naresh Project (1)
28/54
Reliance =ommunications has established a pan2ndia, net generation, integrated
$wireless GS% 3 =0%*
-
8/18/2019 Naresh Project (1)
29/54
RELIANCE CAPITAL
Reliance =apital is one of 2ndia?s leading and fastest growing pri.ate sector
financial ser.ices companies, and ranks among the top ( pri.ate sector financial
ser.ices and banking companies, in terms of net worth The company has interests
in asset management and mutual funds, life and general insurance, pri.ate e;uity
and proprietary in.estments, stock broking and other acti.ities in financial
ser.ices
RELIANCE ENER.+
Reliance 6nergy >imited, incorporated in 'J#J, is a fully integrated utility
engaged in the generation, transmission and distribution of electricity 2t ranks
among 2ndia?s top listed pri.ate companies on all major financial parameters,
including assets, sales, profits and market capitali8ation
RELIANCE ,EALT,
2n a country where healthcare is fast becoming a booming industry, Reliance
-ealth is a focused healthcare ser.ices company enabling the pro.ision of solution
to 2ndians, at affordable prices
Reliance -ealth aims at re.olutioni8ing healthcare in 2ndia by enabling ahealthcare en.ironment that is both affordable and accessible through partnershipswith go.ernment and pri.ate businesses
-
8/18/2019 Naresh Project (1)
30/54
RELIANCE ENTERTAINMENT
Reliance *nil 0hirubhai *mbani Group?s .ision of assuming a position of
leadership in communications, media and entertainment, Reliance 6ntertainment is
geared to create a significant presence in businesses across .arious .ectors of
content, ser.ices and platforms for distribution Reliance 2ntroduce
-
8/18/2019 Naresh Project (1)
31/54
OMPAN+ LO.O
(
ABOUT COLOUR
RELIANCE BLUE RELIANCE RED
BLUE
-
8/18/2019 Naresh Project (1)
32/54
,ISTOR+ O$ ANDRA PRADES, CIRCILE
Ab!ut Relian2e Tele2!m (AP*
Reliance Telecom >imited $RT>+ is a whollyowned subsidiary of the Reliance
=ommunication >imited, a member of Reliance *0* Group Reliance *0*
Group?s flagship company
Reliance Telecom >imited $RT>+ began operations in 'JJKJI 2t pro.ides GS%
based %obility ser.ices, Ealue *dded Ser.ices 3 *pplications in I telecom circles
co.ering #7 2ndian states The states co.ered are*ndra Pradesh *ssam, *runachalPradesh, is in the process of further epanding its co.erage to
'#,&&& towns under its licensed areas
RT>?s
-
8/18/2019 Naresh Project (1)
33/54
an added ad.antage to RT> of a bigger inhouse ecosystem This has enabled RT>
to ser.e =ustomers with enhanced domestic roaming and E*S ser.ices
Reliance =ommunications, *P?s first and only telecom ser.ice pro.ider offering
=0%* and GS% mobile ser.ices
Reliance =ommunications is the (rd largest mobile ser.ice pro.ider in *P, with a
combined base of o.er )JKI >akhs subscribers
AP DATA ON (April 9/-;*
Reliance Telecommunication A )IKI7#7
"7(J()"
*2RT6> '("7)
E90*P-9N6 )7K#K7K
206* J('(K
T*T* (#&"&(#
4N2N9R ((J&J&((14.87 % MONTHLY GROWTH)
*fter searching the secondary data of *P telecom 2 find that, Reliance
=ommunication face major competition from the 206* 206* capture #KM of the
market at the same time Reliance communication co.er #'M of the market share
9ther competitors are a.ailable in the market like , Eodafon
-
8/18/2019 Naresh Project (1)
34/54
ACTI5IT+ O$ :ARAN.AL O$$ICE
$'+ Recharge .oucher andSim cards come from -yderabad to /aranga
office
$#+ Supply as per the order placed by the distributors
$(+ *fter sales ser.ice
$"+ 2n regular inter.als company persons meet customer and retailer to know
their re;uirements 3 accordingly impro.ement is made
RE.ISTERED O$$ICE
-
-
8/18/2019 Naresh Project (1)
35/54
INTRODUCTION TO T,E TOPIC
The topic assigned to me was “IMPRO5EMENT O$ SALES AND
DISTRIBUTION O$ RELIANCE COMMUNICATION “in
/arangal Sales and 0istribution is the major part for any business organi8ation S
we will sur.ey about the entire distributor plan and collect data from them based o
how they will satisfy the retailer and distributors *t the same time how they wi
fulfill their sales target and how they can easily distribute their products to th
customers
:"at i' Sale'
Selling is preoccupied with the seller?s need to con.ert his product into cash
:"at i' Di'tributi!n
0istribution building a planned, professionally managed, .ertical marketing system
that meets the needs of both manufacturer and distributors
-
8/18/2019 Naresh Project (1)
36/54
OBJECTI5E O$ T,E TRAININ.
-) To know about the Reliance communications distributions plan in /arangal
9) Dine out @ey retail outlets
;) Reliance distributions Es other telecom companies
?) To find out the satisfaction le.el of retailer from Reliance =ommunication
compared to other ser.ice pro.iders
-
8/18/2019 Naresh Project (1)
37/54
TAR.ETSTAS3S
Reliance communications has gi.en a target of generating business for th
company within a specific period The tasks assigned by the company guide are:
To make ac;uisition of prepaid connectionsTo make
data sourcing
To do sur.ey on counter5outlet and gather feedback in
different area in /arangal, -anumakonda, Canagaon, @arimnaga
Nalgonda,%ancherial, etc
ACFUSITIONS O$ PREPAID CONNECTIONS
/e ha.e gi.en a time bound target of generating "7&& Reliance GS% Prepai
connections within one 3 half month This target was again broken into weekl
targets /e need to gi.e '#& Reliance GS% Prepaid connections per day Dor that
was gi.en a task of doing '& to '7 9utlets .isits e.ery day
' Sales K&& S2% card
# =ollect data base of '&& retail outlet
( Sales Rs "&&,&&& thousand recharge .ouchers in the market
-
8/18/2019 Naresh Project (1)
38/54
DISTRIBUTION PLAN O$ :ARAN.AL O$$ICCE
=9%P*NB
DSTRT7- DSTRT79 DSTRT7;
DISTRIBUTOR
POINT
S3OPS
RETAILER POINT
CUSTOMER
S6=9N0*RB 0*T* S94R=6
-
8/18/2019 Naresh Project (1)
39/54
BEAT PLAN O$ :ARAN.ALO$$ICE(:EE3L+ *
Total 9utlets Q "7&
Total sales person Q &(9ne 9utlet Q hr $ma+
Per day work Q I hr
9ne week Q ) day $ep sun+
=alculate Q "7&5(Q'7& 9utlets
/eekly work Q '7& 9utlets(& minuteQ "7hr&&min
Total work in a week Q I hr) dayQ"I hr
Per day 9utlets .isit Q ') 9utlets
$S6=9N0*RB 0*T* S94R=6S+
-
8/18/2019 Naresh Project (1)
40/54
STRATE.IES
To achie.e the target easily 2 broke the whole target into weekly Dor sealing of "7&&Pr
Paid connections and "&&,&&& recharge .oucher 2 used to follow the steps:
' Dind out prospecti.e outlet
# =ollect addresses from the office gi.en data
Take the appointment from the owner of the counter %eet them as
per the time gi.en by them
2 ha.e done '7 to #7 counter per day to con.ince for sealing Reliance pre
paid connection
Be!re I 'tart m< da< I Geep t"e !ll!%in& t"in& in m< mind
' Right personRight placeRight time
# 2ntroducing myself to the counter at the same time his customer
( Re;uirement analysis
" Prospecting
7 =on.incing
-
8/18/2019 Naresh Project (1)
41/54
:OR3 DESI.N AND DATA SOURCES
Dor the first objecti.es 2 personally talked to sales manager and collected dat
related to distribution plan
Dor my second objecti.e 2 preferred to select the counter which sales mor
than '7& S2% card per month and at the same time sales the recharge .ouchers pe
month abo.e Rs )&,&&& thousands To help my work the company guide o.er #7&
regular counters they send me to ')& counters to collect data Prepare a
appropriate ;uestionnaire to collect information related to Reliance sales andistribution compare to other organi8ations $The ;uestionnaires were enclosed i
the *ppendi+
2n my primary data which 2 collected from the /arangal market
through ;uestionnaires $r!m t"e retailer+ 2 found that *irtel is first choice of th
retailers and customers also
-
8/18/2019 Naresh Project (1)
42/54
=ompany in the /arangal market/ith out any paper .oucher we
recharge our mobile account through a special S2% which is
easily a.ailable in retail outlet and the company?s salesman
touches e.ery counter e.ery day
Reliance =ommunication is facing major competition from the
*irtel in /arangal market /hat 2 came to know after doing my
sur.ey 2n /arangal Reliance is the Thirdcompany which launched
mobile ser.ices and captured a major market*irtel
introduced his ser.ice company capture major market share in
/arangal To find our key retail outlet 2 was taking a procedure ie
2n /arangal total customer is of Reliance Q')' >akhs
Total counter is QK(&
=o.ered by me Q ')& out of #7&
Dor finding our 3e< retail !utlet it totally depends on the sim acti.ation
*fter my primary data sur.ey a gradation to all the counter like,$S2%
acti.ation in month+
%ore then'7& S2% ie $*+,
%orethen I& S2% ie
-
8/18/2019 Naresh Project (1)
43/54
-
8/18/2019 Naresh Project (1)
44/54
/NDA COMPUTERS >/ 9>9 90)>? A
RAS,MI MOBILE 1/ 9/> 98) A
3:ALIT+ .ENERAL STORE 1/ -/ ;-)08 A
TIMEH / ;1/ 90)// A
PRA3ES, PANS,OP >/ 9?/ 9)-> A
PUSPA COMMUNICATION 0/ 90/ 9/)// B
OM 5ARIET+ STORE ;/ ->1 ->)/0 C
REN3U MOBILE ?/ 9 ?;)?8 B
SA.ARI3A PA+ P,ONE ?/ ;0/ --)?; B
PA+AL STUDIO ?/ -0/ 91)1> B
PANDA $ANC+ ;/ 9-/ -?)9 C
MAA /RA+ANI ;0 -- 9)?- B
SRI3ANTA HEROH 0/ 9;/ 9-)>? B
SABAT HEROH ;/ -;1 99)/1 C
TARATARINI HEROH 0/ -/ 91);9 B
MA,IMA COMMUNICATION 9/ ?10 ?);/ D
BABU 4 BABU COMMUNICATION -0 >/ 9-)?; D
S)3UMAR 4 S)3UMAR -/ -?0 1)/ D
SANTOS,I TELECOME -0 --; -;)9> DBOBB+ .I$T ,OUSE 99 -/9 9-)0> C
SAII .ANES, TELECOM -0 >8 -)9; D
C,A3ADOLA ELECTRONICS 9/ >; 9>)?/ D
S,REE .ANES, MOBILE -0 -0/ -/)// D
$RIENDS BOO3S AND ELECTRIC -/ 1 -?)? D
SUSANTA STD 90 -;/ -)9; C
RABI STD -/ -/0 )09 D
S,REESAI CD PARLOUR -0 ;8 ;)?> D
CELL $RES, 9/ 8 9/)?- D
SAI TELECOM -/ 8/ -9)0/ D
SANTOS, TRADERS -0 1> 99); D
DUR.A MOBICARE -/?? 99)>; D
C,AMUNDI COMMUNICATION 9/ / 99)99 D
MATRUS,A3TI -0
COMMUNICATION 10 9;)/8 D
RAT, COMMUNICATION -/ 1/ -1)1> D
D,REEN COMMUNICATION -/ 90 ?/)// D
.ANES, .$T ,OUSE -0 80 ->)10 D
.IRIJA 5ARIET+ STORE 9/ --0 ->); D
ANURAD, :ATC, CENTER 90 9?/ -/)?9 C
BI/+A3 TRADERS / / / E
PANDA TIMES / / / E
LUC3+ COMMUNICATION / 9? / E
DALAI .ENERAL STORE / / / E
MAA TARARININI TEA STALL / / / E
BABULA PAN S,OP / / / E
SAT+A MEDICAL STORE / / / E
S,ARP COP+ 0 89 1)-/ E
UTA3AL NOTE BOO3S 0 -/1 ?)>9 E
3AN,A DRU. 0 ?? --);1 E
SIRIDI SAI TELECOM 0 ? 0);9 E
N)N)COMMUNICATION 0 1> >)?1 E
JA.A TOUR AND TRA5ELS 0 9> -8)09 E
SUNIAL ENTERPRISE 0 1/ 8);; E
MEE/3,I COMMUNICATION ; -/9 9)? E
-
8/18/2019 Naresh Project (1)
45/54
SA,U TELECOM ; -; 9;)/8 E
TOTAL -;>; >-?- -)9;
Show in graph format,
Total sim acti.ation in )' counter Q K'"'
Reliance sim acti.ation Q '(K(
Reliance capture the market Q 'J#( M
-
8/18/2019 Naresh Project (1)
46/54
COUNTER WISE SURVEY : (REVENUE GENERATION)
RETAILER RELIANCE TOTAL @ O$ RC .RADE
SMART MOBILE -0/6/// ;06/// ;>)> A
TIRUMALA MOBILE STORE -0/6/// ;006/// ?9)90 A
SRI 3RIS,/ MOBILES -9/6/// ;?6/// ;?);8 A
/NDA COMPUTERS 8/6/// ;96?// 9/); B
RAS,MI MOBILE -//6/// ;;06/// 9)80 B
3:ALIT+ .ENERAL STORE 9//6/// ;086/// 00)8> A
TIMEH -8/6/// 00/6/// ;9)>; A
PRA3ES, PANS,OP -;/6/// ;9?6/// ?/)-9 A
PUSPA COMMUNICATION -//6/// ;-/6/// ;9)91 B
OM 5ARIET+ STORE ;/6/// --06/// 91)/ C
REN3U MOBILE 1/6/// -/6/// ;-)08 B
SA.ARI3A PA+ P,ONE -//6/// ?806/// 9/)19 B
PA+AL STUDIO 9/6/// 8/6/// 90)// D
PANDA $ANC+ -9/6/// ??/6/// 9>)9> A
MAA /RA+ANI -//6/// ;8/6/// 91);9 B
SRI3ANTA HEROH -//6/// ?906/// 9;)0; B
SABAT HEROH ;/6/// -?16/// 9/)00 C
TARATARINI HEROH -0/6/// ?106/// ;9)91 A
MA,IMA COMMUNICATION 0/6/// ->16/// 98)?- C
BABU 4 BABU COMMUNICATION -96/// ;6/// ;/)>> D
S)3UMAR 4 S)3UMAR ;/6/// -86/// -0)-0 C
SANTOS,I TELECOME ;/6/// -906/// 9?)// C
BOBB+ .I$T ,OUSE ;/6/// 9;/6/// -;)/? C
SAII .ANES, TELECOM ;/6/// -06/// -0);8 C
C,A3ADOLA ELECTRONICS 9/6/// 8/6/// 90)// D
S,REE .ANES, MOBILE ;/6/// ;/96/// ); C
$RIENDS BOO3S AND ELECTR / ;06/// /)// E
SUSANTA STD ?/6/// -8/6/// 99)99 C
RABI STD 9/6/// 16/// 9/)8; D
S,REESAI CD PARLOUR -/6/// ?-6/// 9?); D
CELL $RES, -06/// /6//9 -1)1> D
SAI TELECOM >/6/// 9/06/// ;?)-0 B
SANTOS, TRADERS 06/// -;6/// ;8)?1 E
DUR.A MOBICARE ?/6/// -8?6/// 9-)>? C
C,AMUNDI COMMUNICATION ;/6/// -/96/// 9)?- C
MATRUS,A3TI COMMU -06/// 0?6/// 9>)>8 D
RAT, COMMUNICATION ;/6/// 06/// ;-)08 C
D,REEN COMMUNICATION 9/6/// >?6/// 9>)/; D
.ANES, .$T ,OUSE 906/// 8?6/// 9)>1 D
.IRIJA 5ARIET+ STORE ;/6/// --/6/// 9>)9> C
ANURAD, :ATC, CENTER 106/// -116/// ;)-1 B
BI/+A3 TRADERS 9/6/// ->/6//- --)>1 D
PANDA TIMES -/6/// >06/// -;);; D
LUC3+ COMMUNICATION >6/// -/06/// 1)1> D
-
8/18/2019 Naresh Project (1)
47/54
DALAI .ENERAL STORE -06/// 816/// ->)?? D
SA,U TELECOM -/6/// ?>6/// 9-)98 D
MAA TARARININI TEAS STALL 06/// -06/// ;;);; E
BABULA PAN S,OP / 06/// /)// E
SAT+A MEDICAL STORE ;/6/// >6/// ;>)> C
S,ARP COP+ ;/6/// -06/// -0);8 C
UTA3AL NOTE BOO3S 9/6/// 6/// 9/)9/ D
3AN,A DRU. 906/// -/06/// 9;)8- D
SIRIDI SAI TELECOM ;/6/// -806/// -1)99 C
N)N)COMMUNICATION -06/// >?6/// 9/)9> D
JA.A TOUR AND TRA5ELS 906/// 8-6/// ;/)81 D
SUNIAL ENTERPRISE 9/6/// 906/// 8/)// D
MEE/3,I COMMUNICATION ;06/// 9>/6/// -9)1 C
SA,U TELECOM -/6/// ?06/// 99)99 D
TOTAL 968>?6/// -/6196?/; 9>)/?
$Re=enue in LaG"'+
2n the re.enue part company ha.e the same problem face in the market
2n the re.enue part company ha.e the same problem face in the market
-
8/18/2019 Naresh Project (1)
48/54
;60//6///
RE5ENUE
;6/8/6///
;6///6/// RELIANCE .SM
968>?6///AIRTEL
BSNL960//6/// 5ODAP,ONE
AIRCEL
96///6/// IDEA
-60?6///
RELIANCE
CDMA
TATA DOCOMO
-60//6/// UNINOR
-6///6/// 9/6///
>/16///1816///TATA
0//6/// ?-86?/- ;0-6//9
&
/
EC EL L
N BSNLE
2DEAAIRT AIRC
A EI
NLE
O RELIANCE CDMA 5ER.INR M
S ,P
. AD
O
5
-
8/18/2019 Naresh Project (1)
49/54
$INDIN.S
Drom the fitment sur.ey that has been carried away in one big grown market o
9rissa ie /arangal The following findings can be drawn out
MAR3ET POTENTIAL
' %arket potential of total S2% acti.ation in the /arangal $based on sur.ey data
is K'"' per month
The =ompany is selling only '(K( ie 'J#(M of total S2% acti.ation
# %arket potential of total recharge .oucher is Rs '&,)#J,"&( in >akhs
-
8/18/2019 Naresh Project (1)
50/54
LIMITATIONS O$ T,E STUD+
' To collect the data from all the owner of retail outlet of /arangal in a shor
span of time was .ery difficult
# Some owner could not understand the point of the ;uestionnaires so thei
answers were confusing
( Some owners ha.e gi.en opinion only about the highest sales of his counter
"
7 Some of them don?t understand the ;uestionnaires and simply say we can
say anything!
) %ajor counters do not feel comfortable to disclose there sales figure and som
counter?s owners could not get much time to answer my ;uestions
K *s we are fresh to the market it took little bit time to generate leads
I %obile phone market in /arangal is almost saturated
J The sales eecuti.es of R6>2*N=6 =9%%4N2=*T29N ha.e alread
captured the market so Retailer is not accepting us
-
8/18/2019 Naresh Project (1)
51/54
J Now days in Reliance =ommunication ha.e some problem like Network
in 6asy Recharge, and the percentage what company gi.es to the retailer
is less to compare to other competitors So retailers need more percentage
in business
-
8/18/2019 Naresh Project (1)
52/54
SU..ESTION 4 CONCLUSION
' -uman Resource should be strengthened as per the market need ie som
more sales persons must be appointed who can touch the retailers on the daily
basis
# The company must gi.e more emphasis to distribution part of the /arangal
market
( =ompany should gi.e more incenti.e to the retailer because the
competitors are offering more
" uality of ser.ice to the customer and the retailer should be maintained by
the company
7 2n my point of .iew after analy8ing the primary data and secondary data 2
suggested a new beat plan to the /arangal office ie
Total =ounters Q "7&
Total Sales man Q 7
9ne SP can .isit Q"7&57QJ& counters
-
8/18/2019 Naresh Project (1)
53/54
Per one counters ma Q '7 minutes
Per day work Q I hr
2n a week Q ) days $ep sun+
Total working hour week Q "I hr
>et one SP .isit per day Q (# counters
9ne SP .isit in a week Q (#)Q 'J# counters
Di.e SP .isit total cou 2n a week Q'J#7Q J)& counters
Di.e SP .isit total counter in a dayQ (#7Q')& counters
Total counters Q"7&
They can co.er "7& counters in ( days 2n net ( days they can get ( days
more to .isit once another time to the retail outlet and fulfill the demand of the
customer
-
8/18/2019 Naresh Project (1)
54/54
BIBLIO.RAP,+
' %*R@6T2NG %*N*G6%6NT P-2>2P @9T>6R
# wwwreliancecommunicationcom
( wwwindiancellularcom
" wwwphoneworldcom