CHAPTER-1

INTRODUCTION

1
 INTRODUCTION
Marketing prospective of “Study of Sales and Distribution”. It refers to the
way to enhance the marketing strategy often launching of that very products.
How their sales values can be enhanced. The study of the above mentioned
title includes the product its advertisement distribution promotion off course
price which is one of the key market factor for that very brand product.
Opinion from retailer and competitor companies also play important role in
sales promotion and brand position of a product. Product launching takes a
period of time and this is the first step in this regards. There will be
improvement in that product on the continuous feedback of end customers.

PROBLEM IDENTIFICATION
1. In a rapidly changing global market, there is tuff competition in market and
competitors are trying sustaining in the market for long run.

2. Customers are not aware enough the product of idea.

3. Company is not properly using the Advertisement strategy which is very necessary
for making customer aware of the products.

4. Company is efficiently applying the Total Quality Management and the

performance of product is good but not using the proper media to popularize its
products.

5. The user of idea is not getting the proper service if they are in any problem related
to activation of SIM card and new offers. The distributors, retailers were not
having the proper information about the SIM card so that they can offer to their
customer.

2
OBJECTIVE OF STUDY:

1. The prime objective of my project was “study of sales and distribution”

of Brand Idea.
2. To make the customers aware of the different products of idea.
3. To make new outlets of idea telecom.
4. To improve the market share of idea in telecom sector.
5. To sort out the network problems.
SCOPE OF STUDY:-

The geographical scope of the project is limited to Boring Road area of Patna Municipal
Corporation and to the duration of two months.

The scope of report is limited to particular topic “ Sales And Distribution Study In
Patna Main Town “through conventional and non-conventional outlets with special
reference of Brand Idea.

NATURE OF WORK:-

A work and study on “Retailers Expansion” of Brand Idea in Boring Road region of Patna
City was given to me for two months. Started from 1st June to 31st July 2014.

The topic of my project work was “Retailers Expansion” through conventional & non-
conventional outlets which an interested in telecom products (e.g. sim & recharge
vouchers etc) of Brand Idea.

The work which I had adopted during my project work to convert different types of
conventional & non-conventional outlets and varieties of shops to sell the telecom
products of Brand Idea can be displayed by the following methods or techniques:-

For this purpose I targeted all types of conventional and non-conventional outlets like
Medical shops, Departmental stores, Electric & Electronic equipments shops, Book stalls,
Photo studio and Photostat & Xerox shops.

The Departmental stores, General stores of colony or Apartment or a particular residential

area were the main target of my work because in such a location the possibility of creating
a star counter can usually be very high.

3
 LIMITATION OF THE STUDY:-
 The scope of the study has been kept restricted due to time and money
constraints.
 The biased view of respondent.
 Some of the respondents were not aware about the facts.
 Though every possible attempt was made to ensure correct results but there
may be chance of sampling error.
 There is a chance of human error.
 This report is based on small area of Patna and is true for Patna region only, so
this report cannot be generalized.
 The result is true for the given time period and it may vary with time.

CHAPTER-2
4
ORGANISATIONAL
PROFILE

Idea Cellular Ltd (IDEA.BO)

INTRODUCTION
Idea Cellular Limited (IDEA Cellular) is a mobile services operator in India. Idea is a pan-
India integrated global system for mobile communication (GSM) operator and has its own
national long distance (NLD) and international long distance (ILD) operations. During the
fiscal year ended March 31, 2012 (fiscal 2012), the Company operates across all 22 service
areas with second generation (2G) services, and third generation (3G) services are being
progressively rolled out to cover over 3,000 towns. It is an Aditya Birla Group Company. The
Company operates in two business segments: Mobility Services and Long Distance. Mobility
Services provide GSM based mobile and related telephony services. Long Distance provides
national and international long distance services. As of March 31, 2012, it has a network of
over 70,000 cell sites and 3,000 Service Centres servicing Idea subscribers across the
country. The Company operates in 33 countries.

5
IDEA Cellular is a publicly listed company, having listed on BSE & NSE in March
2007. It is the 3rd largest mobile services operator in India with wireless revenue
market share at 15 % in Q1 FY 2013, and subscriber base of over 117 million. Idea has
consistently stayed ahead of the industry in VLR reporting, and has the 3rd highest
base of active subscribers. Idea is a pan-India integrated GSM operator and has its own
NLD and ILD operations, and ISP license.

With traffic in excess of a billion minutes a day, Idea ranks among the Top 10 country
operators in the world. Idea operates across all 22 service areas with 2G services and 3G
services spread in over 3,000 towns and 10,000 villages.

Idea’s strong growth in the Indian telephony market comes from its deep penetration in non-
urban & rural markets. It has the highest share of rural subscribers as a percentage of total
subscribers, amongst other GSM players. In fact, 2 out of every 3 new Idea subscribers come
from rural/ semi-urban India.

IDEA Cellular is an Aditya Birla Group Company, India’s first truly multinational
corporation. The group operates in 33 countries, and is anchored by more than 132,000
employees belonging to 42 nationalities.

6
 Customer
Discover a range of Idea products and services by clicking on any of the the tabs below.

Postpaid

7
With Idea post paid its time to stop worrying about high bills or your minutes running out. Call it one
of the many benefits of choosing Idea Post paid.

Prepaid

A range of prepaid plans to suit your needs. Discover prepaid options to control your spends.

Mobile Internet- 2G

8
Click here to learn more about our 2G services and tariff plans.

Mobile Internet- 3G

Circle offices in INDIA

1. Andhra Pradesh
2. Assam
3. Bihar & Jharkhand
4. Delhi & NCR

9
 5. Gujarat
6. Haryana
7. Himachal Pradesh
8. Jammu & Kashmir
9. Karnataka
10.Kerala
11.Kolkata
12.Madhya Pradesh & Chhattisgarh
13.Maharashtra & Goa
14.Mumbai
15.NESA
16.Orissa
17.Punjab
18.Rajasthan
19.Tamil Nadu
20.Uttar Pradesh East
21.Uttar Pradesh West
22.West Bengal

Business
Introducing Ideas that transform your business. Explore our comprehensive range of business
enterprise solutions. Choose from our Voice, Connectivity and Location based services.

10
Voice Based Services

One stop shop solution for all your Voice based Enterprise Solutions.

Connectivity Based Services

Great packages on Connectivity based Enterprise Solutions.

Location Based Services

Best in class Location based Enterprise Solutions.

Mission
"We will delight our Customers while meeting their individual communication needs anytime
anywhere"

11
We survive because of our customers

Values

Integrity - Honesty in Every Action.

At Aditya Birla Group, Integrity is defined as: Acting and taking decisions in a manner that is fair,
honest, following the highest standards of professionalism and also perceived to be so. Integrity for
us means not only financial and intellectual integrity, but in all other forms as are commonly
understood.

Key words that connote Integrity are:

 Ethical
 Truthful
 Principled
 Transparent
 Upright
 Respectful

Commitment - Deliver on the Promise

At Aditya Birla Group Commitment is defined as: On the foundation of integrity, doing whatever it
takes to deliver value to all stakeholders. In the process, taking ownership of our actions and
decisions, those of our team and that part of the organization that we are responsible for.

Key words that connote Commitment are:

 Accountability
 Discipline
 Responsibility
 Result -orientation
 Self-confidence
 Reliability

Passion - Energized Action

At Aditya Birla Group Passion is defined as: A missionary zeal arising out of emotional engagement
with the organization that makes work joyful and inspires each one to give his or her best. Relentless
pursuit of goals and objectives with the highest level of energy and enthusiasm, that is voluntary and
spontaneous.

Key words that connote Passion are:

 Intensity

12
  Innovation
 Transformational
 Fire-in-the-belly
 Inspirational
 Deep sense of purpose

Seamlessness - Without Boundaries in Letter and Spirit

At Aditya Birla Group, Seamlessness is defined as: Thinking and working together across functional
silos, hierarchies, business and geographies. Leveraging the available diversity to garner synergy
benefits and promote openness through sharing and collaborative efforts.

Key words that connote Seamlessness are:

 Teamwork
 Integration
 Involvement
 Openness
 Global
 Learning from the best
 Empowering

Speed - One Step Ahead Always

At Aditya Birla Group, Speed is defined as: Responding to internal and external customers with a
sense of urgency. Continuously seeking to crash timelines and choosing the right rhythm to optimize
organization efficiencies.

Key words that connote Speed are:

 Response time
 Agile
 Accelerated
 Timelines
 Nimble
 Prompt
 Proactive
 Decisive

13
CHAPTER-3
INTRODUCTION
OF COMPANY

14
 COMPANY PROFILE
Aditya Birla Group

Type Private
Industry Conglomerate
Founded 1857
Founder(s) Seth Shiv Narayan Birla
Headquarters Mumbai, Maharashtra, India
Area served Worldwide
Key people Kumar Mangalam Birla (Chairman)
Metals, cements, textiles, chemicals, agribusiness, carbon
black, mining, wind power, insulators, telecommunications,
Products
financial services, information technology, retail, trading
solutions
Revenue US$ 40 billion (2012)
Employees 136,000 (2012)
Website www.adityabirla.com

 The Aditya Birla Group is an Indian multinational conglomerate named after Aditya
Vikram Birla, headquartered in the Aditya Birla Centre in Worli, Mumbai, India.[4][5]
It operates in 33 countries with more than 136,000 employees worldwide. [6]The group
was founded by Seth Shiv Narayan Birla in 1857. The group interests in sectors such
as viscose staple fibre, metals, cement (largest in India), viscose filament yarn,
branded apparel, carbon black, chemicals, fertilisers, insulators, financial services,
telecom (third largest in India), BPO and IT services.
 The Aditya Birla group is a diversified conglomerate with a total revenue of
approximately US$40 billion in year 2012. With a gross revenue of USD 40 Billion
(in 2012) it is the third largest Indian private sector conglomerate behind Tata Group
with revenue of just over USD 100 Billion and RIL with revenue of USD 74 Billion.

15
Non-ferrous metals

The Group's non-ferrous metals are under Hindalco Industries.[8] Its manufacturing locations
are primarily in India and it owns mines in Australia. On 11 February 2007, the company
entered into an agreement to acquire the Canadian company Novelis for U$6 billion,[9]
making the combined entity the world's largest rolled-aluminium producer. On 15 May 2007,
the acquisition was completed with Novelis shareholders receiving $44.93 per outstanding
share of common stock. The Group plans to close a part of its aluminum foil making mill in
UK and shift that to its plant near Nagpur.

Hindalco makes alumina chemicals, primary aluminum, rolled products, alloy wheels,
roofing sheets, wire rods, cast copper rods, copper cathodes and several other products.

Cement

The Group's cement business was earlier under Grasim Industries and UltraTech Cement.
The two entities have now been merged into UltraTech Cement to form India's largest cement
company. UltraTech Cement was acquired from L&T in 2004.

Carbon black

After purchasing Columbian Chemicals Co (Press Release), the Group is now the largest
manufacturer of Carbon Black worldwide.[13]

Textile business

The Aditya Birla Group is the world's largest producer of Viscose Staple Fiber industry.[14] It
operates from India, Laos, Thailand, Malaysia and China. It owns the Birla Cellulose brand.
Apart from viscose staple fiber, the group also owns acrylic fiber businesses in Egypt and
Thailand, viscose filament yarn businesses and spinning mills in India and South East Asia.
The group has pulp and plantation interests in Canada and Laos. It's two companies i.e.
Aditya Birla Nuvo Ltd. and Grasim Bhiwani Textiles Ltd. which is a subsidiary of Grasim
Industries are in textile business.

Telecom Services

Aditya Birla Group is the majority shareholder of Idea Cellular.[15] Idea Cellular was started
as a joint venture with the group, AT&T and the Tata Group. After an IPO on the Indian
Stock Markets, Idea Cellular now accounts for a third of the group's market capitalization.
The company is headquartered in Mumbai.

16
 CELLULAR TECHNOLOGY
Introduction

Today's rapidly changing business environment is creating intense competition among

corporations. Markets are changing faster now than in any other time in history. Product life
cycles are shortening and businesses must compete globally (Wheelwrite & Cl ark, 1992).
Employees are required to spend more time with their external and internal customers in
order to increase the competitiveness of their organizations. As a result, employees are often
away from their phones. Approximately 48 Million employees spend over 20% of the
workday away from their desks, and this number is likely to grow (DeBelina, 1995).
Telecommunications analysts predict that the existing global wireless telecommunications
market is expected to grow from 40 Billion dollars in 1993 t o 200 Billion by the year 2000
(Cauley, 1995). Today's market conditions therefore require that managers evaluate cellular
technology as an alternative to traditional wireline telecommunications services to make their
corporations more competitive. Since today's cellular network coverage reaches about 95% of
the population (Gareiss, 1995), cellular service is a ubiquitous method of providing wireless
service to employees on the move. Whether the employees are field engineers accessing
databases, orderi ng products, and retrieving technical specifications or off site sales staff
responding to customer inquiries, deploying cellular technology will increase an
organization's responsiveness making it more competitive.

This research paper describes cellular technology, competing technologies, applications, life
cycle phases, cost considerations, hardware and software requirements, strengths,
weaknesses, opportunities, and threats (SWOT) found in cellular technology. T hroughout the
paper, the author will make recommendations on how to incorporate cellular technology in
their organizations.

Cellular Networks and Access to Public Networks

Cellular networks consist of cellular base stations, mobile telephone switching offices
(MTSO), and mobile communication devices. Each base station contains a radio transceiver
and controller and provides radio communication to the mobile units located in its cell. The
cells are arranged in a honeycomb pattern in order to provide local, regional, or national
cellular coverage. The MTSO links calls together using traditional copper, fiber optic, or
microwave technology and acts as a central office excha nge allowing users to place a call on
the local and long distance public telephone systems. It also allows mobile communication
devices in the cell to dial out and alerts devices in the cell of incoming calls. The MTSO
continuously monitors the quality of the communications signal and transfers the call to
another base station which is better suited to provide communication to the mobile device.

The mobile communication devices consist of hand held phones, car phones, notebook
computers, personal digital assistants, pen-based computers, palm-top computers, and
portable data collection devices. Since only two percent of the cellular traffic is d ata, the
most popular mobile units are cellular telephones (Gareiss, 1995). When these mobile units

17
communicate to the network, they must register with the system by subscribing to a carrier
service. Most carrier services have arrangements with other pr oviders allowing users to
roam. Roaming occurs when the mobile unit is outside the coverage of their cellular service
provider and an alternative cellular provider places the call.

Cellular technology extends the bounds of a corporation's existing telecommunications

infrastructure by connecting mobile units to the public network operated by the local
exchange or long distance carriers. The cellular users have special features an d functions
specific to cellular customers but they can also use the features and functions of the public
phone systems. This allows cellular technology to be flexible enough to take advantage of
features and functions of almost any public or private net work.

Fundamental Concepts in Cellular Technology

The radio spectrum contains many bands that are allocated and used for commercial, personal, and
military applications. Fifty (50) MHz of spectrum allocated to cellular networks exists in the 824-849
MHz and the 869-894 MHz bands (Pagett, 1995). These bands are then further subdivided into 832
channels allowing many users in the same area to simultaneously access the network (DeBelina,
1995).

Types of Cellular Network Access

The types of network access in the United States are advanced mobile phone systems (AMPS), time
division multiple access (TDMA), and code division multiple access (CDMA). AMPS is the cellular
standard that has been extensively deployed in North America and has been commercially available
since 1983 (Khan & Kilpatrick, 1995). The current cellular standard describing access methods to the
network is IS-553 and divides 50 MHz of spectrum into 832 frequency channels, each 30 KHz wide
(Amin, 1995; Pagett, 1 995; Pagett, Gunther, & Hattori, 1995). Organizations such as the Portable
Computer and Communications Association (PCCA) consist of modem manufacturers, computer
manufactures, and service providers work together in defining the IS-553 interoperability s tandard
(Khan & Kilpatrick, 1995).

Time Division Multiple Access (TDMA) is a digital access method that allocates time slots to
different users allowing them to share similar radio frequency channels. TDMA divides each
frequency channel into six time slots and allocates two slots to each user increasing the
network capacity by 300% (Pagett et al., 1995). Standard IS-54 describes a dual mode
network access method allowing mobile units the choice of using TDMA or AMPS operation
(Amin, 1995; Honig & Madhow, 1990; Khan & Kilpatrick, 1995; Tawfik, 1993; Sasaoka,
1993; Williams & Ong, 1995).

Code Division Multiple Access (CDMA) sends multiple messages over a wide frequency
channel that is decoded at the receiving end. Each mobile unit in a cell is assigned a different
spreading sequence and allows multiple users to share the same frequency spectrum
improving network capacity over the AMPS systems by a factor of ten (DeBelina, 1995;
Pagett et al., 1995; Pagett, 1995). The details for CDMA network access are referenced in

18
standard IS-95 which describes the mobile unit's access to the cellula r network (Honig &
Madhow, 1990; Khan & Kilpatrick, 1995; Sasaoka, 1993; Williams & Ong, 1995).

Although TDMA and CDMA digital access methods are just starting to be deployed in the
United States (Tawfik, 1993), this author believes these access methods will become widely
deployed because of their superior performance characteristics. These networks have a higher
capacity, improved voice quality, encryption for communication privacy, and integration with
digital terrestrial networks (Padgett, Gunther, & Hattori, 1995). Digital access has its
advantages, but it does not have the ubiquitous access that AMPS systems have (Amin,
1995). Therefore, to take advantage of the widely available coverage of today's cellular
services, portable units need to be compatible with the analog AMPS systems.

Cellular Digital Packet Data (CDPD)

Cellular Digital Packet Data (CDPD) is a technology standard sponsored by the regional bell operating
companies and McCaw Cellular. CDPD was introduced by IBM, overlays packet switching onto the
existing cellular voice network, and transmits data packet s over the idle capacity. This packet
overlay is based on transmission control protocol/internet protocol (TCP/IP) and does not need the
call setup procedures required for switched voice calls. This makes CDPD ideal for short bursty
message applications such as point-of-sale (POS) credit card verification, vehicle dispatch, package
tracking and e-mail (Gareiss, 1995). Although this complex overlay generally increases the network
utilization, excessive data traffic may cause interference with existing cellular calls (Lee, 1993).
Therefore, managers should examine the traffic of voice and data users in a particular service area
before designing applications that put a large load on the network.

Competing Wireless Communications Technologies

The advancement of radio technology has resulted in the development and deployment of
many forms of wireless communication systems. The most formidable competitors of cellular
communications are personal communications systems (PCS), cordless telephones , paging,
specialized mobile radio (SMR) and satellite communication (Perry, 1993).

PCS is a wireless communications network which operates at a radio frequency of 1850-1990

MHz and has a greater capacity for carrying voice and data traffic. Currently, a cellular
mobile unit's throughput peaks at 14.4 K bps (Gareiss, 1995) where curren t PCS systems
using the personal access communications services (PACS) standard have channel throughput
of 384 K bps with an upside potential of 25 M bps (Raychaudguri, 1995). PCS allows greater
data throughput over the air links whereas the existing cel lular infrastructure is insufficient to
carry the growth of bandwidth intensive applications (Colmenares, 1994; Tang & Sobol,
1995; Kobb, 1993). Therefore, PCS is well positioned to handle the bandwidth intensive
applications of the future.

PCS will be less expensive than cellular communication because of government regulation
promoting and increasing competition (Bernier, 1995). Government regulators will effect
competition by assigning each major trading area (MTA) with five PCS provider s compared

19
to the traditional two cellular providers in each MTA. Additionally, cellular providers will
not be permitted to provide PCS service in areas where they provide cellular service (Novak,
1995). Some members of congress are trying to remove the restrictions that prevent cellular
carriers from owning and operating PCS networks in areas they provide cellular service
because they believe these restrictions "will impede the development of PCS."
(Congressional Record, 1993). This author believes PC S will capture the growth of new
subscribers and cut into the imbedded base of cellular subscribers because of the PCS
networks' (PCN) cost and performance advantages over cellular networks.

Another competing wireless technology is cordless telephony which provides wireless

communications between a handset and a base station connected to the public phone system.
The main differences between cellular and cordless technologies are the single cell
architecture of cordless and the fact that the two systems operate at different frequencies.
Although cordless telephones are inexpensive, they are not as suited to business applications
as cellular telephones because of the cordless telephones' lim ited range and their lack of
privacy. There are however, handsets on the market that have dual mode (cordless and
cellular) operation that may be used in business situations to take advantage of both
technologies. (Pagett, 1995; Pagett et al., 1995).

Paging is a wireless communication technology that provides an inexpensive one way

transmission of alpha numeric and full text data. It is a viable alternative to cellular
specifically when data needs to be transmitted in one direction, to the mobile us ers. [Since
this paper was written, companies, such as SkyPage and MCI, have introduced two-way
paging services.] For two-way real time, communication, users need to have access to some
form of service such as common business phone lines or cellular phones. There are many
mobile users who use both paging and cellular with cellular allowing the mobile user to c all
back and respond to the page. When used properly, paging may provide similar results as
cellular when users are in paging range and have access to communications resources. The
major difference between paging and cellular is that cellular provides tw o way direct
communication while paging provides one way direct communication.

Specialized Mobile Radio (SMR) is a wireless communication technology that operates in the
800 Mhz range and was designed for integrating voice and data over the same wireless
network. SMR supports voice dispatch, wireless phone, voice mail, and data tr ansmission
applications. It is capable of transmitting data at 4.8 K bps with the ability of going up to 64
K bps in certain metropolitan areas. SMR does have some limitations for business
applications because it does not have wide coverage, deep in-building penetration coverage,
is available in only a few metropolitan areas, and is limited in its ability to interoperate with
other networks.

Satellite communication provides wireless communication with base stations in orbit around
the earth. This technology is very expensive and has high network and handset costs. There
are many vendors such as GTE Airfone, TRW, Motorola, and GlobalStar, w ho are
developing satellite communication systems that can be accessed from almost anywhere in
the world. One example is Globalstar which will have a global, wireless, low-earth-orbit,
satellite-based telephone system operational by 1998 (Loral Annual Re port, 1995).

20
A new technology called software defined radio allows users to redefine the operation of a
mobile unit to allow interoperability with any of the aforementioned communications
technologies (Mitola, 1995). It is this author's belief that once software defined radios are
commercially available and cost competitive, portable units will be able to seamlessly
interoperate with many other networks. If there are different network technologies in a
specific geographical area, the handsets will be programmed to s elect the least expensive,
most private, or highest bandwidth service. For example, a user's handset will operate in
cordless mode when at home or in the office, in PCS mode when in PCS capable cells, in
cellular mode when driving regionally, and in satellite mode when traveling internationally or
in remote areas.

Cellular Applications and Business Processes

Since business needs determine communication needs, cellular applications vary from
business to business. Managers must evaluate how alternative forms of communications may
be used to improve productivity, lower cost structure, and improve communications between
functions and between companies.

Cellular product offerings have many features, functions, and prices which make cellular
technology ideal for many business applications. For less than sixty dollars a month, users
can take advantage of the "anywhere-anytime" capabilities of cellular service. Cellular
providers also have a variety of local, regional or national coverage plans that may be tailored
to a specific set of business requirements. Cellular companies are designing products that
fulfill a special set of application requirements for different industries. This is know as
vertical applications. For example, the Motorola Corporation, one of the largest cellular
equipment providers, creates products for field service and logistics, corporate application
extensions, mobile offices, and personal communications (DeBelina, 1995). There are
numerous other uses for cellular equipment in the public, private and business sectors.
Professionals such as reporters, lawyers, real estate and sales professionals, portfolio
managers and even farmers are using cellular equipment to relay information where time is of
the essence (Donovan, 1995a; Mehta, 1995; Mello, 1995). Airlines, train services, livery
services and other transportation organizations are also using cellular communication to
improve the quality of their services (Mason, 1995). Additionally, the military, the police,
and emergency medical services are using cellular communications to improve operations in
life threatening situations (e.g., Mello, 1995; Donovan, 1995b; Mehta, 19 95; Bernstein,
1995). The use of cellular communications can save time, cut costs, improve service, and
allow for convenience and mobility. Therefore, managers must evaluate its use in their
organizations, familiarize themselves with vertical applications designed for their industries,
and know how their competitors are using the technology to gain a competitive advantage.

Growth Phase and Life Cycle of Cellular Technology

This author believes that the cellular industry is in its growth phase. Michael Porter (1980)
explains that products go through the introduction, growth, maturity, and decline phases of
their product life cycle. Some characteristics of the growth phase of Porter's life cycle model
are large growth in use, widening of the buyer group, improved reliability and competitive

21
product improvements, increased advertising, increased channels of distribution, and high
profit margins. These characteristics are all occurring in the cellular industry. Currently, there
are 26 million cellular customers growing at a rate of approximately one million new
customers every month (Amin, 1995). There is a widening buyer growth that is extending
into vertical markets such as service, logistics, and home office (DeBelina, 1995). System
reliability has improved greatly providing high quality services to cellular users (Pagett, et al.,
1995). There are many competitive product improvements such as digital technology
advancements, voicemail, call forwarding, encryption, and enhanced battery life (Lee, 1993).
There is a great deal of advertising for cellular products on television, radio, print, and on the
Internet. Alternate channels of distribution for cellular phones an d services are also
becoming popular. For example, retail office supply, electronic, and computer chains are
actively marketing cellular phones and services. Additionally, cellular services have high
profit margins.

This author hypothesizes that the cellular growth phase will last another two years because
industry analysts predict that it will take that long for PCS services to be operational (e.g.,
Thyfault, 1995). PCS will capture most new users and cut into the cellular market because
PCS has price performance advantages over cellular technology. PCS will offer higher
bandwidth communication and more features at lower prices (e.g., Nadik, 1995; Perry, 1993;
Raychaudhuri, 1995; Raychaudhuri & Newman, 1992). Al though this author believes PCS
will enter the growth phase when cellular enters the maturity phase, many
telecommunications analysts believe the two will seamlessly interoperate with one and other's
equipment (e.g., Nadik, 1995; Cheung, Beach, & McGeehan , 1994). Cellular network
providers are even buying PCS licenses to increase their "footprint" indicating that a
PCS/cellular service is part of cellular providers' strategies (Amin, 1995). For example, 18
different companies spent over 7 Billion dollar s for PCS licenses (Dale, 1995). The largest
winners of the PCS auctions were cellular companies such as NYNEX, Bell Atlantic, and
McCaw, who increased their service area to create new forms of revenue.

Financial Models for Evaluating Costs and Benefits of Cellular

Communication

Financial models are often used when evaluating the use of a technology within an
organization. Financial models quantify benefits and costs in terms of dollars providing a
metric that justifies moving forward with projects. There are many cellular app lications that
vary from business to business. Although it is relatively easy to quantify the cost for cellular
communication knowing traffic statistics, it is very difficult to make categorical assumptions
that will quantify benefits achieved with this technology. Tangible benefits such as cost
savings and increased productivity may be realized. Intangible benefits include more timely
information, improved resource control, increased job satisfaction, improved operations,
higher client satisfaction, a nd better corporate image (Laudon & Laudon, 1994). This author
believes that higher client satisfaction is one of the most formidable benefits of cellular
communication because it relates to the quality of a company's' products and services which
directly effects profitability.

Improved Quality, Improved Profitability

22
Buzzel and Gale (1987) have used the Profit Impact of Marketing Strategy (PIMS) database
to provide strong evidence that product performance and profitability are strongly related.
The PIMS database has information regarding 450 companies and 3000 business units and
has been used to explore the general relationship between marketing strategy and
performance. The database takes into account variables such as market conditions,
competitive position, profitability, and operating performance to uncover strong linkages
among various marketing strategies, profits, and market share. The PIMS database has been
used to confirm quality philosophies of the twentieth century (e.g., Garvin, 1988; Deming,
1989; Crosby, 1979; Taguchi & Clausing, 1990). Data analyse s show strong linkages
between the quality of a product and service and business success. Therefore, if cellular
communication improves the quality of a product or service, the costs will usually be
outweighed by its benefits.

Choosing the Best Cellular Data Transport Method

Managers should be aware that cellular technology allows two different methods of
transmitting data over air links. A user may transmit data using CDPD or switched cellular.
CDPD is a packet overlay on the existing cellular network that needs no call setup or tear
down. This allows users to transmit data packets that are routed to their destinations.
Switched cellular uses the network the same way a voice call would except data is
transmitted and received over the switched, dial-up connection.

Hardware and Software Requirements

Cellular telephone equipment consists of the cellular phone itself and a variety of voice and
data accessories. Before purchasing cellular equipment, managers should insure that the
phone and accessories satisfy all their applications' requirements. De pending on these
applications, users may choose from accessories such as replaceable battery packs, portable
chargers, headsets, encryption hardware, fax/data jacks, cellular modems, and credit card
authorization unit interfaces. All of these items may help users become more productive with
their cellular equipment.

Features such as displaying power, roam, and no service, operating in a hands free mode,
dialing alternatives, and tone generation are available to cellular users. Of these features,
managers must ensure that all critical applications requirements are m et with the technology
deployed. For example, if the use of voice mail is critical, users need tone generation to issue
commands. With hands free operation, users can use the technology safely while driving or
operating machinery.

Voice applications do not require end-user software because the handset operating systems
are "burned" into the firmware of the unit. The software requirements for cellular
communication are mostly associated with cellular data. The Open Systems Interconnect
(OSI) is a model for defining how different computers can communicate with one and other.
The model consists of seven layers with each layer accomplishing a specific task (Laudon &
Laudon, 1994; Spohn, 1993). The software required for wireless data applications mostly
consist of wireless middleware that links the upper layers of the OSI model (application,

23
presentation) with the lower layers (data link, physical) and allows two computers to
communicate.

GSM (Global System for Mobile Communications)

originally Groupe Spécial Mobile), is a standard developed by the European
Telecommunications Standards Institute (ETSI) to describe protocols for second generation
(2G) digital cellular networks used by mobile phones. It is the de facto global standard for
mobile communications with over 90% market share, and is available in over 219 countries
and territories.

The GSM standard was developed as a replacement for first generation (1G) analog cellular
networks, and originally described a digital, circuit-switched network optimized for full
duplex voice telephony. This was expanded over time to include data communications, first
by circuit-switched transport, then packet data transport via GPRS (General Packet Radio
Services) and EDGE (Enhanced Data rates for GSM Evolution or EGPRS).

Subsequently, the 3GPP developed third generation (3G) UMTS standards followed by fourth
generation (4G) LTE Advanced standards, which are not part of the ETSI GSM standard.

"GSM" is a trademark owned by the GSM Association. It may also refer to the initially most
common voice codec used, Full Rate.

Subscriber Identity Module (SIM)

One of the key features of GSM is the Subscriber Identity Module, commonly known as a
SIM card. The SIM is a detachable smart card containing the user's subscription information
and phone book. This allows the user to retain his or her information after switching
handsets. Alternatively, the user can also change operators while retaining the handset simply
by changing the SIM. Some operators will block this by allowing the phone to use only a
single SIM, or only a SIM issued by them; this practice is known as SIM locking.

Phone locking

Sometimes mobile network operators restrict handsets that they sell for use with their own
network. This is called locking and is implemented by a software feature of the phone. A
subscriber may usually contact the provider to remove the lock for a fee, utilize private
services to remove the lock, or use software and websites to unlock the handset themselves.

24
In some countries (e.g., Bangladesh, Brazil, Chile, Hong Kong, India, Lebanon, Malaysia,
Nepal, Pakistan, Singapore, South Africa) all phones are sold unlocked. In others (e.g.,
Singapore) it is unlawful for operators to offer any form of subsidy on a phone's price.[15]

GSM service security

GSM was designed with a moderate level of service security. The system was designed to
authenticate the subscriber using a pre-shared key and challenge-response. Communications
between the subscriber and the base station can be encrypted. The development of UMTS
introduces an optional Universal Subscriber Identity Module (USIM), that uses a longer
authentication key to give greater security, as well as mutually authenticating the network and
the user, whereas GSM only authenticates the user to the network (and not vice versa). The
security model therefore offers confidentiality and authentication, but limited authorization
capabilities, and no non-repudiation.

GSM uses several cryptographic algorithms for security. The A5/1, A5/2, and A5/3 stream
ciphers are used for ensuring over-the-air voice privacy. A5/1 was developed first and is a
stronger algorithm used within Europe and the United States; A5/2 is weaker and used in
other countries. Serious weaknesses have been found in both algorithms: it is possible to
break A5/2 in real-time with a ciphertext-only attack, and in January 2007, The Hacker's
Choice started the A5/1 cracking project with plans to use FPGAs that allow A5/1 to be
broken with a rainbow table attack. The system supports multiple algorithms so operators
may replace that cipher with a stronger one.

On 28 December 2009 German computer engineer Karsten Nohl announced that he had
cracked the A5/1 cipher. According to Nohl, he developed a number of rainbow tables (static
values which reduce the time needed to carry out an attack) and have found new sources for
known plaintext attacks. He also said that it is possible to build "a full GSM
interceptor...from open-source components" but that they had not done so because of legal
concerns. Nohl claimed that he was able to intercept voice and text conversations by
impersonating another user to listen to voicemail, make calls, or send text messages using a
seven-year-old Motorola cellphone and decryption software available for free online.

New attacks have been observed that take advantage of poor security implementations,
architecture, and development for smartphone applications. Some wiretapping and
eavesdropping techniques hijack the audio input and output providing an opportunity for a
third party to listen in to the conversation.

GSM uses General Packet Radio Service (GPRS) for data transmissions like browsing the
web. The most commonly deployed GPRS ciphers were publicly broken in 2011.

The researchers revealed flaws in the commonly used GEA/1 and GEA/2 ciphers and
published the open-source "gprsdecode" software for sniffing GPRS networks. They also
noted that some carriers do not encrypt the data (i.e., using GEA/0) in order to detect the use
of traffic or protocols they do not like (e.g., Skype), leaving customers unprotected. GEA/3
seems to remain relatively hard to break and is said to be in use on some more modern
networks. If used with USIM to prevent connections to fake base stations and downgrade
25
attacks, users will be protected in the medium term, though migration to 128-bit GEA/4 is
still recommended.

Standards information

The GSM systems and services are described in a set of standards governed by ETSI, where a
full list is maintained.

GSM open-source software

Several open-source software projects exist that provide certain GSM features:

 gsmd daemon by Openmoko

 OpenBTS develops a Base transceiver station
 The GSM Software Project aims to build a GSM analyzer for less than $1,000

OsmocomBB developers patent holders against the users. Furthermore new features are being
added to the standard all the time which means they have patent protection for a number of
years.[citation needed]

The original GSM implementations from 1991 may now be entirely free of patent
encumbrances, however patent freedom is not certain due to the United States' "first to
invent" system that was in place until 2012. The "first to invent" system, coupled with "patent
term adjustment" can extend the life of a U.S. patent far beyond 20 years from its priority
date. It is unclear at this time whether OpenBTS will be able to implement features of that
initial specification without limit. As patents subsequently expire, however, those features
can be added into the open-source version. As of 2011, there have been no lawsuits against
users of OpenBTS over GSM use.

 intend to replace the proprietary baseband GSM stack with a free software implementation

Issues with patents and open source

Patents remain a problem for any open-source GSM implementation, because it is not
possible for GNU or any other free software distributor to guarantee immunity from all
lawsuits by the

26
CHAPTER-4
RESEARCH
METHODOLOGY

27
 RESEARCH METHODOLOGY

MARKETING RESEARCH
Marketing research is a functional area of management which is becoming increasingly an
important tool to analyze and review the market as compared to that of other field. All
decisions in modern business organization revolve around the marketing information.
Because the success of the business does not depend upon the guess work rather have
the correct information about the customer, what they want, how much they are able to
pay, and the substitute available in the market etc. This information’s can be collected
and utilized with the help of marketing research.

RESEARCH DESIGN
A research design is a frame work or blue print for conducting the marketing research
programmed. It details the procedure necessary for the obtaining the information needed
to structure or solve marketing research’s problem. A research design lays the foundation
for conducting the project. A good research design will ensure that the marketing research
project is conducted effectively and efficiently.

Types of Research Design:

 Exploratory research design

 Experimental research design

 Descriptive research design

SAMPLING

A sample is a part of population from which the desired information is taken. The
sample should be representative of the population obtained must be reliable. In
any way survey where reliability is desired, the error variances have to be
controlled, measured and interpreted.

28
 SAMPLE SIZE:-

My sample size is of 100 samples.

Time span of the field work:-

The fieldwork carried out in a span of 60 days.

Questionnaire:-
It is a piece of paper with a set of questions related to the purpose of research, which is
presented to the respondent. The questionnaire used in my survey had close-ended
questions.

Personal Interview:-
It is a process of communication or interaction in which generally two persons are
involved a face-to- face.
In my survey the questionnaire was presented before the respondent and response was
collected through face-to-face interaction.

Observation Method:-
When we look at the phenomenon with some object it is called observation. It is
important technique for data collection. This method was also used by me to know the
exact position or responses of the respondents.

DATA COLLECTION METHOD

All the data collected are primary data has been collected on the basis of personal
experience in the company while completing my summer training project and also by the
help of the company sales manager.

29
 1. Primary Sources
o Personal interview.
o Questionnaires.
o Retail outlet visit.
o Customer interaction.

PRESENTATION OF DATA
Data has been presented in the form of pie chart, graph and various others means to
represent and plot the data to get meaningful information.

DATA ANALYSIS
Non technical details based on which all the responders have been asked their review
about different outlet provider in BORING ROAD PATNA, they are:

 Idea retail outlet

 General store shop
 Medicine shop
 Paan shop
 Magazines shop
 Photo state shop
 Other retail outlet

30
 CHAPTER 5

Data Analysis and

Interpretation
31
 RETAIL OUTLETS VISITED:
SR. OUTLET NAME ADDRESS CONTACT
NO. NUMBER
1. MANTU KIRANA KIDWAIPURI 8092037327
2. PRABHAT MEDICAL S.K. NAGAR 8676900800
3. RANI SRINGAR KIDWAIPUR 9525871033
4. PRASHANT XEROX NAGESHWAR COLONY 8405803007
5. SURAJ STATIONERY ADARSH NAGAR 9708086589

32
 TABLE SHOWING BUSINESS EXPERIENCE OF RETAILERS

PARTICULARS NUMBER OF PERCENTAGE (%)

RETAILER
Below 2 years 28 28
2 to 4 years 32 32
4 to 6 years 25 25
Above 6 years 15 15
TOTAL 100 100

GRAPH SHOWING BUSINESS EXPERIENCE OF RETAILERS

15% 28%

0 to 2
2 to 4
25%
4 to 6
above 6

32%

28% of retailers have business

experience below 2 years, 32%have experience of 2 to 4 years, and have 25% experience
of 4 to 6 years and 15% of retailers have business experience above 6 years.

33
 1. TABLE SHOWING NO. OF SHOPKEEPERS KNOWING ABOUT IDEA

PARTICULARS YES NO TOTAL

NO. OF RETAILERS 75 25 100

1. GRAPH SHOWING % OF SHOPKEEPERS KNOWING ABOUT IDEA.

25%

75% YES
25%NO

75%

75% shopkeepers are known about idea and 25% of shopkeepers are not known about
idea.

34
 2. TABLE SHOWING NO. OF RETAILER’S INTRESTED TO SELL RECHARGE OF IDEA.

PARTICULRS YES NO TOTAL

NO. OF RETAILERS 45 55 100

2. GRAPH SHOWING % OF RETAILER’S INTRESTED TO SELL RECHARGE OF IDEA.

45%

YES
55%
NO

45% of the shopkeeper or retailers are interested sell recharge of idea and 55% of the
shopkeeper or retailers are not interested.

35
 3. TABLE SHOWING NO. OF RETAILER’S INTERESTED TO SELL RECHARGE COUPON OR
NOT

PARTICULARS YES NO TOTAL

NO. OF RETAILERS 37 63 100

3. GRAPH SHOWING % OF RETAILER’S INTERESTED TO SELL RECHARGE COUPON OR

NOT

37%

YES
NO

63%

37% retailers are interested to sell recharge coupon and 63% retailers are not interested
to sell recharge coupon.

4. TABLE SHOWING NO. OF SELLING PRIORITY OF RETAILERS

36
 PARTICUALR V-TOP RECHARGE SIM CARD ALL TOTAL
S COUPON
NO. OF 40 10 5 45 100
RETAILERS

4. GRAPH SHOWING % OF SELLING PRIORITY OF RETAILERS

40%
45%
V-top
Recharge coupon
Sim card
All
5% 10%

40% of retailers are first selling priority V-top, 10% retailers are sell recharge coupon, 5%
retailers sell SIM card and 45% of retailers are sell the all product of idea .

37
 5. CHART SHOWING NO. OF RETAILERS WHO ARE KNOWN OR NOT KNOWN PROFIT
MARGIN OF IDEA PRODUCT

PARTICULARS YES NO TOTAL

NO. OF RETAILERS 25 75 100

5. GRAPH SHOWING % OF RETAILERS WHO ARE KNOWN OR NOT KNOWN PROFIT

MARGIN OF IDEA PRODUCT

25%

YES
NO

75%

25% retailers were known profit margin of Idea product and 75% retailers were not known
profit margin of Idea product.

6. TABLE SHOWING NO. OF RETAILERS SATISFIED PROFIT MARGIN OF IDEA PRODUCT

38
 PARTICULA HIGHLY SATISFIE NEITHER DISSATISFIE HIGHLY TOTA
RS SATISFIE D OR NOR D DISSATISFIE L
D SATISFIE D
D
NO. OF 12 20 30 15 23 100
RETAILERS

6. GRAPH SHOWING % OF RETAILERS SATISFIED PROFIT MARGIN OF IDEA PRODUCT

23% 12%

20% Highly satisfied

Satisfied
Neither or nor satisfied
15% Dissatisfied
Highly disatisfied
30%

12% retailers are highly satisfied profit margin of idea product, 20% retailers are satisfied
profit margin of idea product, 30% retailers are neither or nor satisfied profit margin of
idea product, 15% retailers are dissatisfied profit margin of idea product and 23% retailers
are highly dissatisfied of idea product.

7. TABLE SHOWING NO. OF RETAILERS ARE SATISFIED WITH PROFIT MARGIN OF

OTHER TELECOM COMPANY.

39
 PARTICULA HIGHLY SATISFIE NEITHER DISSATISFIE HIGHLY TOTA
RS SATISFIE D OR NOR D DISSATISFIE L
D SATISFIE D
D
NO. OF 15 24 23 14 24 100
RETAILERS

7. GRAPHS SHOWING % OF RETAILERS ARE SATISFIED WITH PROFIT MARGIN OF

OTHER TELECOM COMPANY.

24% 15%

Highily Satisfied
Satisfied
25% Neither or nor Satisfied
14% Dissatisfied
Highly dissatisfied
23%

15% of retailers are highly satisfied with profit margin of other telecom company,
24% retailers are satisfied with profit margin of other telecom company, 23% retailers are
Neither or nor Satisfied with profit margin of other telecom company, 14% of retailers are
dissatisfied with profit margin of other telecom company and 24% of retailers are highly
dissatisfied with profit margin of other telecom company.

8. TABLE SHOWING NO. OF RETAILERS VIEW REGARDING TELECOM PRODUCTS

40
PARTICULARS PROFITABLE HIGHLY AVERAGE BELOW TOTAL
PROFITABLE AVERAGE
NO. OF 29 17 28 26 100
RETALERS

8. GRAPH SHOWING % OF RETAILERS VIEW REGARDING TELECOM PRODUCTS

26% 29%

Profitable
Highly profitable
Average
Below avarage

28% 17%

29% retailers view regarding telecom product profitable, 17% retailers view
regarding telecom product highly profitable, 28% retailers view regarding telecom
product average and 26% retailers view regarding telecom product below average.

9. TABLE SHOWING NO. OF RETAILERS WHAT IS MORE IMPORTANT FOR THEM.

41
 PARTICULARS PROFIT CUSTOMER’S EXPANSION GOODWILL TOTAL
SATISFACTION OF BUSINESS
NO. OF 65 10 13 12 100
REATAILERS

9. GRAPH SHOWING % OF RETAILERS WHAT IS MORE IMPORTANT FOR THEM.

12%
13%

Profit
Customer's satisfaction
Expansion of business
10% Good will
65%

65% retailers for more important profit, 10% retailers for important customer’s
satisfaction, 13% retailers for important expansion of business and 12% retailers for good
will.

10. TABLE SHOWING NO. OF ADVERTISEMENT OF IDEA CELLULAR LIMITED

42
PARTICULARS YES NO TOTAL
NO. OF RETALERS 75 25 100

10. GRAPH SHOWING % OF ADVERTISEMENT OF IDEA CELLULAR LIMITED

25%

YES
NO

75%

75% retailers are seen the advertisement of idea cellular limited and 25% retailers are not
seen advertisement of idea cellular limited.

43
 11. TABLE SHOWING NO. OF RETAILERS SATISFACTION FROM SERVICES OF BRAND
IDEA

PARTICULARS HIGHLY SATISFIED NEITHER DISSATIFIED HIGHLY TOTAL

SATISFIED OR NOR DISSATISFIE
SATISFIED D
NO. OF 12 23 24 23 18 100
REATAILERS

11. GRAPH SHOWING % RETAILERS SATISFACTION FROM SERVICES OF BRAND IDEA

18% 12%

23% Highly satisfied

Satisfied
Neither or nor satisfied
23% Dissatisfied
Highly dissatisfied

24%

12% retailers are highly satisfied with services of brand idea, 23% retailers are satisfied
with services of brand idea, 24% retailers are neither or nor satisfied with services of
brand idea, 23% retailers are dissatisfied with services of brand idea and 18% retailers are
highly dissatisfied with services of brand idea.

44
 FINDINGS
 75% shopkeepers are known about idea and 25% of shopkeepers are not known
about idea.

 45% of the shopkeeper or retailers are interested sell recharge of idea and 55% of
the shopkeeper or retailers are not interested.

 37% retailers are interested to sell recharge coupon and 63% retailers are not
interested to sell recharge coupon.

 40% of retailers are first selling priority V-top, 10% retailers are sell recharge
coupon, 5% retailers sell SIM card and 45% of retailers are sell the all product of
idea.

 25% retailers were known profit margin of Idea product and 75% retailers were
not known profit margin of Idea product.

 12% retailers are highly satisfied profit margin of idea product, 20% retailers are
satisfied profit margin of idea product, 30% retailers are neither or nor satisfied
profit margin of idea product, 15% retailers are dissatisfied profit margin of idea
product and 23% retailers are highly dissatisfied of idea product.

 15% of retailers are highly satisfied with profit margin of other telecom company,
24% retailers are satisfied with profit margin of other telecom company, 23%
retailers are Neither or nor Satisfied with profit margin of other telecom
company, 14% of retailers are dissatisfied with profit margin of other telecom
company and 24% of retailers are highly dissatisfied with profit margin of other
telecom company.

 29% retailers view regarding telecom product profitable, 17% retailers view
regarding telecom product highly profitable, 28% retailers view regarding

45
 telecom product average and 26% retailers view regarding telecom product
below average.

 65% retailers for more important profit, 10% retailers for important customer’s
satisfaction, 13% retailers for important expansion of business and 12% retailers
for good will.

 75% retailers are seen the advertisement of idea cellular limited and 25% retailers
are not seen advertisement of idea cellular limited.

 12% retailers are highly satisfied with services of brand idea, 23% retailers are
satisfied with services of brand idea, 24% retailers are neither or nor satisfied
with services of brand idea, 23% retailers are dissatisfied with services of brand
idea and 18% retailers are highly dissatisfied with services of brand idea.

46
 CHAPTER-6

CONCLUSION
AND
SUGGESTION

47
 SUGGESTIONS

1. Most of the subscriber suggested that the advertisement was good enough
to communicate the message but what matters at the end is the service
provided by idea. So there is a need to improve the coverage and
connectivity of idea
2. And the other suggestion which was given by the subscriber was that they
liked Abhishek bachan more as the brand ambassador for idea.

Recommendations

1. Should enhance its distribution system.

2. Should increase its coverage area.
3. Should become more customers friendly.
4. Should plan to grow its market share.
5. Should provide some cheap tariff plans.
6. D.S.C. should be punctual and visit each and every outlet daily.
7. Customer service executive should try to resolve the problems of the
customer.

48
 Conclusion

Cellular communication technology gives corporations the ability to extend the

bounds of a their communications infrastructure to mobile-untethered users. Many
corporations can and are translating this mobility to a competitive advantage by
enhancing in trend intra-company communication. Competitive advantages may be
achieved in many ways including improving the quality of a company's products or
services, improving the relationship between a firm and its stakeholders (Note 1),
increasing productivity , and lowering costs (e.g., Freeman, 1984; Keen, 1986; Porter,
1980). This research paper described cellular technology, competing technologies,
cellular applications, life cycle phases, cost considerations, hardware and software
requirements, strengths, weaknesses, opportunities, and threats found in cellular
technology. It also makes recommendations on how to incorporate cellular technology
into organizations. Managers should use information presented in this paper as a
guideline to help make decisions relating to cellular communication.

The opportunities for further research in the field of cellular technology include
quantifying how the technology improves productivity in organizations, developing
migration strategies to PCS platforms, and integrating the technology into the existing
d at network infrastructure.

49
BIBLIOGRAPHY

50
 BIBLIOGRAPHY

1. MAKETING MANAGEMENT : PHILIP KOTLER

2. RESEARCH METHODOLOGY : C.R. KOTHARI

3. MAGAZINE : INDIA TODAY

4. NEWS PAPER : ECONOMIC TIMES

5. INFORMATION FROM THE WEBSITE OF : WWW.COAI.IN

WWW.IDEA.ORG

51
 QUESTIONNAIRE
Name of the Outlet :………………………………………….

Address :…………………………………………

Contact No. :…………………………………………

1. Do you know about idea?

a. Yes b. No

2. Are you interested to sell recharge of idea?

a. Yes b. No

3. Are you interested to sell recharge coupon?

a. Yes b. No

4. What will be your selling priority?

a. v-top b. Recharge coupon

c. SIM card d. All

5. Do you know about profit margin of idea product?

a. Yes b. No

6. Are you satisfy with the profit margin of idea product?

a. Satisfy b. Dissatisfy

c. Meet satisfy d. highly satisfy

e. Highly dissatisfy

7. Are you satisfy with the profit margin of other telecom company?

a. Satisfy b. dissatisfy

c. Meet satisfy d. highly satisfy

e. Highly dissatisfy

52
8. What is your view regarding telecom product?

a. profitable b. highly profitable

c. average d. below average

9. What is more important for you?

a. profit b. customer`s satisfaction

c. expansion of business d. good will

10. Have you seen any advertisement of idea cellular limited?

a. Yes b. No

11. What is your expectation for telecom product?

---------------------------------------------------------

12. If you are not ready to be retailer of idea?

Give reason?

-------------------------------------------------------

53