Final Synop Alok

8/8/2019 Final Synop Alok

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PROJECT SYNOPSIS

To,

The Manager Evaluation,

AIMA - CME,

Lodhi Road,

New Delhi.

1) NAME: ALOK DASH

2) REGISTRATION NUMBER: 420820998.

3) ADDRESS OF CORRESPONDENCE:-

ALOK DASH,

C/O Mr. DK ROUT(COORDINATOR)

REGIONAL COLLEGE OF

MANAGEMENT,CHAKADOLAVIHAR,

CHANDRASEKHARPUR

BHUBANESWAR (ODISHA),

PIN 751023

4) NAME OF THE PROGRAMME:

42, POST GRADUATE DIPLOMA IN

MANAGEMENT.

5) PROJECT TITLE:A STUDY ON SALES AND PROMOTIONAL STRATEGY

FOLLOWED BY BHARTIAIRTEL LIMITED

6) NAME OF THE GUIDE:

7) DESIGNATION


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SYNOPSIS CONTENTS

CV OF GUIDE

WORKING TITLE

PURPOSE OF THE RESEARCH

AIM

OBJECTIVE

KEY QUESTIONS

HYPOTHESIS

IMPORTANCE OF STUDY

RESEARCH METHODOLOGY

PROPOSED CONTENT

WORK PLAN

QUESTIONNAIRE


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WORKING TITLE

A RESEARCH STUDY TO FIND OUT THE SALES AND

PROMOTIONAL STRATEGY FOLLOWED BY BHARTI AIRTEL

LIMITED.


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PURPOSE OF THE RESEARCH

This project is an effort to analyze the present market scenario ofBHARATI

AIRTEL LIMITED & the impact of its advertisement on customers in the

present market scenario of Odisha and also to find out new business

opportunity for the same by its better implementation. It is not only intended

to focus on the Sale and distributions concept but also a premier guide to

deliver effective expertise. During the course of the survey, statistics have

been collected from the customers. Effective steps have been taken in the

research for the assessment of different products ofBHARATI AIRTEL

LIMITED.

The project has been undertaken to deliver a transparent image about various

promotional strategies being undertaken for sales adapted by BHARATI

AIRTEL LIMITED products competing in the Odisha market. In other

terms, the research project is to identify the customer needs assessing and

improving the financial conditions, services, technologies and procedures to

convey quality, safety at the every stage of marketing.

.


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AIM

TOFIND OUTTHE IMPACT OF ADVERTISEMENT& PROMOTIONAL

ACTIVITIES BEING UNDERTAKEN BY BHARATI AIRTEL

LIMITED ON CUSTOMER AWARENESS.


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OBJECTIVES

BROAD OBJECTIVE

To understand the various requirements of Small and Medium Enterpriseswith respect to their Telecom and e-mail usage pattern .

To measure the effectiveness of promotional drives carried out by varioustelecom companies.

SPECIFIC OBJECTIVES

To understand various telecom needs of SMEs and providing them specificplans that suitstheir needs, and preparing a database of corporate and their present telecom

connections thus enabling Airtel to increase its postpaid customer base by

Direct Selling and helping it to break competition and acquire customers from

other telecom service providers.

To access the market potential of blackberry handsets and increasing itscustomer base.

To make a comparative analysis of effectiveness of promotional activities doneby various

telecom companies by undertaking TOMA (Top Of Mind Assessment) & ITP

(Intension To Purchase) analysis .


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RESEARCH QUESTIONS

1. What are the various promotional activities carried out by

BHARATI AIRTEL LIMITED?

2. What are the consumer perception towards price differences

and quality of products between the products ofBHARATI

AIRTEL LIMITED and other brands?

3. What are the market strategies ofBHARATI AIRTELLIMITED to target the upcoming market of Odisha?

4. What is the product line available for the customers in the

Odisha market & what else can be designed and provided

according to their need and financial condition?


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HYPOTHESIS:

H1: Brand visibility is essential for increased customer

patronage.

H2: Brand promotions along with customer satisfaction are effective in

giving BHARATI AIRTEL LIMITEDa competitive edge in now a days

TELECOM market.


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IMPORTANCE OF STUDY:

The research study is being accomplished for the fulfillment

of the course of PGDM which is an obligatory part of the

course curriculum. The training will give me a brief knowledge

of how marketing is done in actual practice in the upcoming

market of Odisha, and the impact of advertisement on the

people.

Through the training period of 02 months it will be a fine

learning process.

I hope this project report will be useful for BHARATI

AIRTEL LTD. as this will present the real image of the

advertising in various circumstances.


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Individual customers were approached with new and existing plans and theywere convinced for taking up Airtel postpaid plans. A special offer of

converting prepaid to postpaid was also extended to them.

Methodology followed for selling Blackberry sales and awareness was alsosimilar. Top

executives of big corporate houses were identified and approached for making

them aware of advantages and usefulness ofBlackberry and were encouraged

to purchase it.

Sales leads were generated using following methods As per the first method followed we went to mobile phone show rooms and

information about

the profile of customers who purchase high end handsets was collected bysimple verbal interview method . Those customers were then approached withBlackberry both by us and then trained sales personnels.

In the second approach, higher ranked officials of various corporate houses inBhubaneswar

were approached . They were made aware of the features of bothBlackberryHandsets and its services and were encouraged to buy it. This was donethrough cold calls.

In the third approach present customer data base was collected from thecompany and they

were approached for up selling and sales leads. Accordingly new prospectcustomers were also approached for sales.

For the last part of the project that is measuring effectiveness ofadvertisements and other promotional activities being carried out by various

telecom companies, TOMA & ITP study was done.


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For TOMA & ITP following processes were followed:

Research type: Primary research.

Basic tool: Questionnaire method.

Sampling method: Random sampling.

Sample size: 75.A randomly picked sample of 75 cell phone users were provided withquestionnaire containing 9 questions related to various aspects of their mobilephone usage pattern and their attitude towards various promotional activitiesdone by various telecom companies.The whole output was then analyzed and effectiveness of promotional activitieswas measured by looking at the companies which are able to capture the top ofmind of the consumers and how much of it is being converted into intension topurchase which in later stages gets converted to real sales.


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METHOD OF DATA COLLECTION

My Survey is conducted on two sources of data collection:-

a) Primary data

b) Secondary data

a) Primary data

Looking into the objectives and informations needed, I have chosen

following two methods as per the response of the subject:-

i) Schedules

ii) Personal Interview.

i) Scheduler Method

Schedules (Performa containing a set of questions) are being

field in by the enumerators who are specially appointed for the

purpose.

ii) Personal Interview

I have taken the opportunity to take personal interview wherever

it was essential. The strategy was adopted to avoid the biased

information and to spill out the required data from the

respondent. This has supplemented the Schedules in a purposive

manner.

b) Secondary data

The Secondary data were mainly collected from different

magazines, Journals, companys Literature, Newspapers and

from Internet.


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PROPOSED CONTENT

TABLE OF CONTENTS

TopicsChapter - 011. Introduction2. Brief History of Telecommunications3. Indian Telecom Industry4. Telecom players in India5. Market ShareChapter 02Company ProfileChapter 03ObjectivesChapter 04MethodologiesChapter 05LimitationsChapter 06Part I. Sales and Promotion

A.Postpaid Connections1. Individual Plans2.Corporate PlansB.Blackberry HandsetsFeatures and ModelsB

lackberry Data Service PlansExecution of SalesDocument Collection

Achievement


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Part II. Measuring Effectiveness of PromotionalactivitiesTOMA & ITP AnalysisChapter 07

ConclusionsChapter 08RecommendationsBibliographyAnnexure1. TOMA & ITP Questionnaire2. Telecom Terminologies


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5TH

WEEK & 6TH

WEEK:

In the 5th

& 6th

weeks I intend to visit existing customers as well as new

prospects and make them fill-up the questionnaire. Ill also conduct a

survey on customer awareness of the rest of the areas for 4 days by

interviewing 40 respondents per day and will fill 160 questionnaires. My

areas of survey include various corporate house, fortune tower, pal

heights, Infosys, sat yam, etc. I will study customer perception and

marketing activities of BHARATI AIRTEL LTD. I will look after how

the companys sales and promotional activities are done.

7TH

WEEK & 8TH

WEEK:

In this period, I will analyze the data collected through questionnaire

and start preparing the final project report.

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QUESTIONNAIRE

PERSONAL INFORMATION:Name: __________________________________________________________________

Phone No: _____________ (O) ________________ (R) Mobile: ___________________

E-mail Id.:__________________________________ @ __________________________

Address: ________________________________________________________________

_______________________________________________________________________

Gender: Male Female

Age (in yrs) 60

Marital Status: Married Single

Income per month:

Up to 16,000 16,000 25,000 Above 25,000

Occupation: Service Business Others

1) Where are you staying?

a) Own house b) Rented house

2) Which telecome service you using?

a) BSNL b) AIRTEL c) AIRCEL d) RELIANCE

3) Do you know about TELECOME SERVICES?

a) Yes b) No

4) Do you have LANDLINE or mobile?

(a)Yes (b) No.


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6) Which advertisement do you like mostly?

a) BSNL b) TATA INDICOM c) AIRTEL

d) RELIANCE e) AIRCEL f) Others

7) Have you heard about BHARATI AIRTEL?

a) Yes b) No

8) From which source you have heard about BHARATI AIRTEL?

a) News Paper b) Television

c) Friends d) Others

9) Have you heard about the various value offers of BHARATI AIRTEL?a) Yes b) No

Name of the interviewer: ________________________________ Date: ____________

Place of interview: ______________________________________Time: ____________

Thank you for your valuable time and response to conduct my survey.

Any recommendation/ suggestion:

THANK YOU.

Final Synop Alok

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