A SUMMER TRAINING REPORT ON

AIRTEL Limited, Patna

SUBMITTED BY

PRAGYA

1111111111

MBA 3rd SEMESTER

(2018-2020)

TRAINING PERIOD- 16th June-31st July

SUBMITTED TO

DEPARTMENT OF MANAGEMEMT STUDIES

SWAMI KESHWANAND INSTITUTE OF TECHNOLOGY
MANAGEMENT & GRAMOTHAN, JAIPUR

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 CERTIFICATE
This is to certify that the project done on “ANALYSIS ON AIRTEL TAHNKS
APPS AND 999 NEW PLAN ACQUISITION”. Submitted to SWAMI
KESHWANAND INSTITUTE OF TECHNOLOGY MANAGEMENT &
GRAMOTHAN, JAIPUR in partial fulfillment by the requirement for the award
of degree of MBA is a bonafide work carried by her under my supervision and
guidance. This work has not been submitted to anywhere else for my
degree/diploma. The original work was carried during 16th June to 31st of July
2019 in AIRTEL LIMITED.

Name of Guide
Ms. Pooja Sinha

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 Acknowledgement

The satiation and euphoric that accompany the successful completion of the task
would be incomplete without the mention of the people who made it possible. After
all, success is the epitome of hard work, severance, undeterred missionary, zeal,
steadfast, determination and most of all encouraging guidance. So, immense
gratitude, I acknowledge all those whose guidance and encouragement served as a
³beacon light´ and crowned my effort with success.
I sincerely thank Ms. Pooja Sinha AIRTEL LTD., Patna for giving opportunity to
associate myself to the India’s largest telecom company and to carry out my project
titled “ANALYSIS ON AIRTEL TAHNKS APPS AND 999 NEW PLAN
ACQUISITION”

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 PREFACE

The objective of any marketing activity is to sell a product. For this, one must have
the right product at the right price, available at the right time and place, through the
right promotion commonly understood as the 4Ps of marketing mix. The
fundamental point to be appreciated is that all these variables must simultaneously
fall in place for the success of a product. Take a look around you at all the successful
brands and ask the marketing managers the reason for success .They will invariably
tell you that it is because the company has been able to get this ³mix´ right .If one
were to examine these variables carefully one will realize that there are indeed ways
of ³communicating´ with the consumer. A product talks to the consumer through its
features, packaging and the promise of fulfilling a need .Its pricing tells the consumer
whether it is affordable, value for money or premium. Its placement also
communicates the values associated with the product. A premium store versus a
discount store communicate very different message to the consumer .The promotion
of the product also obviously communicates some message to consumer. In effect
therefore, marketing is all about communication, whether through the product and
its packaging, the pricing, the placement and the promotion. We would therefore like
to use the term communication mix and highlight the importance of sales promotion
in that context

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 TABLE OF CONTENTS

CHAPTER 1: INTRODUCTION

1.1 INTRODUCTION ABOUT THE TOPIC………7

1.2 TELECOM INDUSTRIES IN INDIA ............... 10

CHAPTER 2: COMPANY PROFILE

2.1 BHARTI AIRTEL LTD .................................... 12

CHAPTER 3: THE COMPETITIVE AREA

3.1 COMPETITORS PROFILE............................14

3.2 CONCLUSION… ........................................... 17

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 CHAPTER -1

INTRODUCTION

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1.1 INTRODUCTION ABOUT THE TOPIC

This project is made on the project title” ANALYSIS ON AIRTEL TAHNKS APPS AND 999 NEW
PLAN ACQUISITION at AIRTE. The purpose of this project is to know about the use of mobiles
and the need of sales promotional activities and to know what are the promotional activities company
follows to increase the sale. Now a day’s mobile service has become a necessary service. In field of
marketing many kind of survey are conducted by Airtel time to time for promotion awareness.

SALES PROMOTION TECHNIQUES OF COMPANY

o Good Advertising. Effective Incentive Policy.

o Good services.

o Wide & Deep Distribution System.

o Decorating Retailers shop by display board, dealers board etc.

o Posters.

o Banners.

TYPES OF SALES PROMOTION

Sales promotion can be classified based on the primary target audience to whom the promotion
is directed. These include:

o Consumer Promotion

o Trade Promotion

o Sales force Promotion

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 CONSUMER SALES PROMOTION

Consumer sales promotions encompass a variety of short-term promotional techniques designed

to induce customers to respond in some way. The most popular consumer sales promotions are
directly associated with product purchasing. There are several possible tools that can be used for
consumer promotions. Some of the more important ones are:
o Sampling
o Price-off
o Quality deals
o Banded offers
o In-product gift
o Out- product gift
o Coupons
o Consumer contests

TRADE SALES PROMOTIONS

As note in the Promotion Decisions Tutorial, certain promotions can help ³push´ a product through the channel by
encouraging channel members to purchase and also promote the product to their customers.

TECHNIQUES USED IN TRADE PROMOTION

o On-consignment sales

o Dealer contests

o Dealer gifts

o Display contests

o Point of sale material

o Shop board painting

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TRADE SALES PROMOTIONS
As note in the Promotion Decisions Tutorial, certain promotions can help ³push´ a product through
the channel by encouraging channel members to purchase and also promote the product to their
customers. In addition to these, several other promotional approaches are specifically designed to
appeal to trade partners.

TECHNIQUES USED IN TRADE PROMOTION

On-consignment sales

Dealer contests

Dealer gifts

Display contests

Point of sale material

Shop board painting

Dealer discounts

Trade fair participation

Dealer meets

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1.2 TELECOM INDUSTRYIN INDIA
Indian telecom sector, like any other industrial sector in the country, has gone through many phases
of growth and diversification. Starting from telegraphic and telephonic system in the 19th century,
the field of telephonic communication has now expanded to make use of advanced technologies
like gsm and cdma to great 3g technology in mobile phones. Day by day, both the public players
and the private players are putting in their resources and efforts to improve the telecommunication
technologies so as to give maximum to their customers.

GSM MOBILE MARKET SHARE IN INDIA –

1. Jio: 340million

2. Vodafone Idea Limited: 320 million)

3. Airtel India: 280 million

4. BSNL&MTNL: 120 million

Total Users: 1186.63 million

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 CHAPTER-2

COMPANY PROFILE

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2.1 COMPANY PROFILE -

Date of Establishment
1995
Revenue
6716.88(USD in Millions)
Market Cap
1062548.9208608( Rs. in Millions )
Corporate Address-
Aravali Crescent, 1 Nelson Mandela Road, Vasant Kunj Phase
2 NewDelhi-110070, Delhi
Chairperson
- Sunil Bharti Mittal
MD
- Sunil Bharti Mittal
Directors
- Ajay Lal, Akhil Gupta, Arun Bharat Ram, Bashir Currimjee, Chua Sock Koong,Craig Ehrlich,
Deven Khanna, Lim Chuan Poh, Manoj Kohli, Mauro Sentinelli, N Kumar, Nikesh Arora, Paul
O'sullivan, Pulak Chandan Prasad, Quah Kung Yang, Rajan Bharti Mittal,Rakesh Bharti Mittal,
Sarvjit Singh Dhillon, Sunil Bharti Mittal, Tan Yong Choo, VijayaSampathBharti Airtel,
incorporated on July 7, 1995 is the flagship company of Bharti Enterprises.

Business Divisions-
The enterprise services group includes units for both long-distance carriers and for corporate
clients. Bharti Airtel has nearly 29 million total customers -- approximately more than
27millionGSM mobile and 1.6 million fixed-line customers. The company was founded as Bharti
Tele-Ventures in 1995 and changed its name in early 2006 to Bharti Airtel Limited. It is a unit of
Indian conglomerate Bharti Enterprises)Sunil Bharti Mittal (Chairman and Group Managing
Director)This highly innovative company created telecom history when it farmed out its network
management to experts Nokia and Ericsson, and set a trend in the global cellular industry. Last
year, Vodafone gave the company a vote of confidence by acquiring 10% mostly from early Bharti
investor Warburg Pincus. It also plans to spend $2billion this year to double the size of its network
and cover 50%of India's population, up from40% currently. The group offers high speed
broadband internet with a best in class network. With Landline services in 94 cities we help you
stay in touch with your friends & family and the world.Getworld class entertainment with India’s
best direct to home (DTH) service digital TV in more than 150 cities.
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 CHAPTER-3
THE COMPETITIVE AREA

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3.1 COMPETITORS PROFILE

Vodafone Idea Limited-

Vodafone Idea Limited is an Aditya Birla Group and Vodafone Group partnership. It is India’s
leading telecom service provider. The Company provides pan India Voice and Data services across
2G, 3G and 4G platform. With the large spectrum portfolio to support the growing demand for
data and voice, the company is committed to deliver delightful customer experiences and
contribute towards creating a truly ‘Digital India’ by enabling millions of citizens to connect and
build a better tomorrow. The Company is developing infrastructure to introduce newer and smarter
technologies, making both retail and enterprise customers future ready with innovative offerings,
conveniently accessible through an ecosystem of digital channels as well as extensive on-ground
presence. The Company is listed on National Stock Exchange (NSE) and Bombay Stock Exchange
(BSE) in India. Leading positions in India's largest markets providing the resources to expand its
footprint nationwide.

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RELIANCE JIO-
Reliance Jio Infocomm Limited is an Indian telecommunications services company that is owned
by Reliance Industries and is headquartered in Mumbai, Maharashtra, India. Jio operates a national
LTE network with coverage across all 22 telecom circles, however, it does not offer 2G or 3G
service, and instead uses voice over LTE to provide voice service on its network. Company profile

Jio soft launched on 27 December 2015 (the eve of what would have been the 83rd birthday of
Reliance Industries founder Dhirubhai Ambani), with a beta for partners and employees, and
became publicly available on 5 September 2016. As of 31 May 2019, it is the largest mobile
network operator in India and the third largest mobile network operator in the world with over
322.99 million subscribers

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BHARAT SANCHAR NIGAM LTD.
Bharat Sanchar Nigam Limited (abbreviated BSNL) is an Indian state-owned telecommunications
company headquartered in New Delhi. It was incorporated on 15 September 2000 and assumed
the business of providing telecom services and network management from the erstwhile Central
Government Departments of Telecom Services (DTS) and Telecom Operations (DTO) as of 1
October 2000 on a going-concern basis. It is the largest provider of fixed telephony and broadband
services with more than 60% market share, and is the fourth largest mobile telephony provider in
India. BSNL is India's oldest communication service provider and its history can be traced back to
the British era. During the British era, the first telegraph line, was established between Calcutta
and Diamond Harbour.The British East India Company started using the telegraph in 1851 and till
1854 telegraph lines were laid across the country. In 1854, the telegraph service was opened to the
public and the first telegram was sent from Mumbai to Pune. In 1885, the Indian Telegraph Act
was passed by the British Imperial Legislative Counsel. After the bifurcation of post and Telegraph
department in 1980s, the creation of Department of Telecom by 1990s eventually led to the
emergence of the State owned telegraph and telephone company BSNL. BSNL then continued the
telegraph services in India until it shut down telegraph services completely on 15 July 2013.

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3.2 CONCLUSION
Everything in this world is made to utilize properly but it should be reach at the proper person or
to the proper utilized areas. Otherwise the value added to those things became in vein. Thus
promotion role plays a very important role in achieving the objectives of a company. Undouble,
value utility is created by the manufacture of product or service but time and place utilities are
created by marketing role. The various finding and befitting recommendation have been made to
increase the market share of each product (postpaid, prepaid) of Airtel thereby increasing the
market share of Airtel as a whole. Various facts and data have been enclosed for better perusal and
various graphs have been provided for better comprehension. Sales Promotion techniques yield
results that many other marketing communication elements cannot achieve.
Sales promotion that is used in with the overall long-turn communication strategy of the brand is
said to use strategically. A promotion should not be used for the sole purpose of altering sales in
the short run .Sales promotion is used as a very strategic tool to introduce a new product. Although
advertising plays a large role towards creating awareness and attitude information, sales promotion
used to make new product launch easier and more effective.

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