A

PROJECT REPORT
ON
MARKET SURVEY
&
PRODUCT PROMOTION
IN
RELIANCE COMMUNICATIONS
In partial fulfillmnt !f M"A D#r $%%&'%(
Su)mitt* "+'
,iman-.u Sin#.
M"A /$%%&'%(0
In*ian In-titut !f Mana#mnt Trainin#
El'12345 Nar In*ra+ani Na#ar5 MIDC5 ".!-ari



Pun'677%$&
PREFACE
Learning categorizes you and practicing on that learning
specializes you.
Theoretical concepts taught and discussed in the classroom
prove useful if they have to remain relevant. Practice
orientation of management student is must generating
competence to deal with issues at grass root level it is for this
reason that one month training project study is prescribed as
apart of syllabus for M! "egree in Pune.
This training is the mode of imparting practical training to the
student. The objective is to provide a deep insight into
practical aspects of the functioning of the organization. The
train apprises the student to the actual function# responsibility
and problem faced by an organization. $t provides him with the
%nowledge of the various %ind of problem that crop up in the
day to day functioning of the organization .The way they are
solved by the departments and appraisal of the crucial
decision ta%en by the manager at the crucial time.
$ was fortunate enough to complete my mar%eting training at
&'L$!()' )*MM+($)!T$*(,# -ardhman )hambers# .rd
floor# / love s0uare# pune.
This has given me an altogether new e1perience# which would
be immense help to me in my days to come.



ACKNOWLEDGEMENT
$ wish to ac%nowledge my specific indebtness to director
$ndian $nstitute of Management Training# who made this
opportunity to perform summer training as a part of M!
degree )ourse.
$ wish to e1tend my ,incere 2ratitude towards Mr. &aj
abbar 3&eliance )ommunications4 for accepting me as a
summer trainee and assigning this project to me.
$ am e1tremely grateful to Mr.&ajiv Taneja for their valuable
guidance and best possible help during course of study.
$ am deeply grateful to my parent5s who have given me every
help and moral support and their constant advice which
enabled me to pursue my academic aim.
Than%s to other summer trainees for their co6operation and
suggestions through out this project.



DECLARATION
The researcher hereby declares that the dissertation is a
result of his own research wor% and the same has not been
previously submitted to any e1amination of this university or
any other university.
Place6 Pune 7imanshu ,ingh
"ate6



WHY THIS TOPIC?
$n today5s competition in the field of business# it is must for
a company to have full information about the opportunities
available in the mar%et before entering into a new mar%et. This
enables the company to e1ploit the fill potential of the mar%et 8
to meet the e1pectations of the customer. 9or this purpose# an
effective survey is re0uired.
!fter going through the complete profile of the &'L$!()'
)*MM+($)!T$*( LT". ,urveyor %nows about the services
provided by the &'L$!()'. 7e has many vibrant and
attractive schemes in comparison with his competitors in the
mar%et. 7ence# surveyor has chosen this topic %eeping in mind
that his survey wor% will definitely help the organization in
ma%ing strategies for mar%eting and promotion of the products
so $ have chosen the topic Mar%et survey and product
promotion.



TABLE OF CONTENTS
,.(*. T*P$)
:. )ompany Profile
!bout &eliance )ommunications
&eliance 2roup
!wards 8 &ecognition
Mission
-ision of )ompany
;. Products
"ata )ard
+, Modem
9i1ed <ireless Phones
Mobile Phones
.. Plans
"ata card
+, Modem
Post Paid
a. 9i1ed <ireless Phones
b. Mobile Phones
=. &esearch Methodology
*bjectives
$mportance
&esearch 8 9indings
2raphical representation
Leanings
>. Mar%et ,hare
?. )omparison
/. ,<*T !nalysis
@. )onclusion



A. &ecommendation
:B. ibliography
::. !nne1ure
:;. !bbreviations
Thin% big# thin% fast# thin% ahead.
$deas are no one5s monopoly.
6 "hirubhai 7. !mbani



ABOUT THE COMPANY
&eliance )ommunications is the flagship company of the !nil
"hirubhai !mbani 2roup 3!"!24 of companies. Listed on the
(ational ,toc% '1change and the ombay ,toc% '1change# it
is $ndia5s leading integrated telecommunication company with
over .> million customers.
*ur business encompasses a complete range of telecom
services covering mobile and fi1ed line telephony. $t includes
broadband# national and international long distance services
and data services along with an e1haustive range of value6
added services and applications. *ur constant endeavor is to
achieve customer delight by enhancing the productivity of the
enterprises and individuals we serve.
&eliance Mobile 3formerly &eliance $ndia Mobile4# launched on
;@ "ecember ;BB;# coinciding with the joyous occasion of the
late "hirubhai !mbani5s /Bth birthday# was among the initial
initiatives of &eliance )ommunications. $t mar%ed the
auspicious beginning of "hirubhai5s dream of ushering in a
digital revolution in $ndia. Today# we can proudly claim that we
were instrumental in harnessing the true power of information



and communication# by bestowing it in the hands of the
common man at affordable rates.
<e endeavor to further e1tend our efforts beyond the
traditional value chain by developing and deploying complete
telecom solutions for the entire spectrum of society.
EXECUTIVE SUMMARY
Board of Directors
Mr. !nil ". !mbani 6 )hairman
Mr. &amachandran
Mr.,.P. Talwar
Mr. "eepa% ,hourie
Mr. !.C.Purwar
Company Secretary & Manager
Mr.7asit ,hu%la



Auditors
MDs. )haturvedi 8 ,hah
M/s. BSR & Co.
WIRELESS NETWORK IN
INDIA



+rban Population6 A/E
&ural Population6=;E
(ational 7ighways6>BE
&ail Lines6 >@E
)ensus Towns6.#.@:
(on6census TownsDvillages6
RELIANCE GROUP



&eliance F !nil "hirubhai !mbani 2roup# an offshoot of the
&eliance 2roup founded by ,hri "hirubhai 7 !mbani 3:A.;6
;BB;4# ran%s among $ndia5s top three private sector business
houses in terms of net worth. The group has business
interests that range from telecommunications 3&eliance
)ommunications Limited4 to financial services 3&eliance
)apital Ltd4 and the generation and distribution of power
3&eliance 'nergy Ltd4.
&eliance F !"! 2roup5s flagship company# &eliance
)ommunications# is $ndiaGs largest private sector information
and )ommunications )ompany# with over .B million
subscribers. $t has established a pan6$ndia# high6capacity#
integrated 3wireless and wire line4# convergent 3voice# data
and video4 digital networ%# to offer services spanning the
entire infocomm value chain.
*ther major group companies H &eliance )apital and
&eliance 'nergy H are widely ac%nowledged as the mar%et
leaders in their respective areas of operation.






AWARDS & RECOGNITION
2007
Ianuary :B
&eliance )ommunications adds a record :.= million subscribers in "ecember JB?
Ianuary :@
,ay 7ello on &eliance J,imply ;B.B5
Ianuary .B
&eliance joins Lenovo and $ntel for K$nternet on the MoveK
9ebruary ;
&eliance )ommunications5 mar%et capitalization tops &s : la%h crore 3 : trillion
rupees or ;=..A billion +, dollars4 on ombay ,toc% '1change
9ebruary :?
&eliance )ommunications offers best value on roaming
March ;.
2ovt5s &ural Telephone ,cheme3&"'L4through &eliance )ommunications
successfully closes by March .:#;BB/
!pril ?
&eliance )ommunications ac0uires :.; million subscribers in March ;BB/.
May ;
! )lassic onanza F &eliance )ommunications unveils handsets L &s ///
May :B
&eliance sets a new record# one million )lassic handsets sold in just one wee%
May :=
&eliance )ommunications launches )lassic )olor onanza 6 )olor handsets L &s
:;.=
Iune ?
&eliance )ommunications adds :.= million new mobile subscribers in May;BB/
Iune ?
&eliance )lassicG Ma%es Music 6 9M &adio Phones Launched at just &s.:@@@



;BB?
Ianuary B:
&eliance $nfocomm launches K*ne (ation# *ne TariffK to enable &eliance $ndia
Mobile prepaid users to call anywhere in $ndia at &e one per minute.
March B?
Reliance Communications Ventures Ltd. (RCVL), India's leading integrated
telecommunications compan, a mem!er o" t#e Reliance $ %nil &#iru!#ai %m!ani group,
lists on t#e Bom!a Stoc' ()c#ange and *ational Stoc' ()c#ange.
Iune ;;
Reliance Communications ties up +it# &isne to o""er on Reliance Mo!ile ,orld India's
"irst -& animation on mo!ile.
(ovember :/
&eliance )ommunications launches 9ree 2roup Term Life )over for its )"M!
subscribers
"ecember ;@
&eliance )ommunications5 9L!2 Telecom announces 9L!2 (e1t 2en to cover ?B
countries
2005
Ianuary B=
&eliance introduces first e6recharge facility in )"M! in $ndia.
Ianuary ;=
&eliance $ndia Mobile announces mega rural plan to cover = la%h villages and ?>
crore $ndians by "ecember ;BB>.
Iune ;?
!nil !mbani appointed )hairman of &eliance $nfocomm
Iuly .B
!ir "eccan and &eliance <eb <orld join hands to offer air tic%et boo%ing facility at
&eliance <eb <orld.
!ugust :@
&eliance $nfocomm rolls out international roaming facility across several countries
to become the first $ndian )"M! operator to offer its customers such a service.
,eptember ;:
!pollo 7ospital and &eliance $nfocomm join hands to provide top class healthcare
service to millions of $ndians in over a hundred $ndian cities.
"ecember :;
&eliance $nfocomm and )hina Telecom sign agreement for telecom services to
provide direct telecommunication service# including a global hubbing service# to
subscribers in the two countries.



2004
Ianuary :;
$nternational wholesale telecommunications service provider# 9L!2 Telecom
amalgamates with &eliance 2ateway# a wholly owned subsidiary of &eliance
$nfocomm
9ebruary A
Launches &$M Prepaid with attractive offer 6 9or &s .>BB get a Motorola ):.:
mobile phone and &s .;=B worth of re6 charge vouchers instantly and stay
connected for : year
9ebruary :/
&eliance subsidiary 9lag Telecom announces 9!L)*( Project 6 a major new
Middle 'ast Loop Terabits ,ubmarine )able ,ystem with lin%s to 'gypt and 7ong
Cong via $ndia
!pril ;.
&eliance $nfocomm introduces first ever auction facility on Mobile phones through
& <orld.
Iune @
&eliance $nfocomm introduces <orld )ard 6 a Prepaid $nternational calling card for
affordable and convenient $," calls from $ndia.
!ugust >
launches the first regional )ustomer )ontact )entre in )hennai
2003
9ebruary :=
Launches &eliance <eb <orld in top :? cities
March .:
Launches $nternational Long "istance ,ervices
!pril ;>
$ntroduces colour handsets
May :
Launches &eliance $ndia Mobile ,ervice commercially in top A; cities
with one million customers.
Iune :B
Launches $ndiaGs first wireless Point of ,ale 3P*,4



Iuly .
Launches & )onnect $nternet connection cable
!ug ;?
$ntroduces &eliance $ndia Phone 9i1ed <ireless Phone and Terminal
*ctober ?
Launches integrated broadband centre at &eliance <eb <orld# angalore
*ctober .B
&eliance becomes $ndiaGs largest mobile service provider within / months of
commercial launch
(ovember .
)ustomer base touches > million
(ovember :?
Launches (ational &oaming
;BB;
9ebruary ;>
*btains $nternational Long "istance License from 2ovt. of $ndia
"ecember ;;
)ommissions :st *ptic 9ibre ac%bone ring
"ecember ;=
'stablishes :st Point of $nterconnect 3P*$4 in (ew "elhi
;BB:
May :B
*ptic fibre laying process commences in 2ujarat# !ndhra Pradesh 8 Maharashtra
;BBB
The "ream# :AAA
KMa%e a phone call cheaper than a postcard and you will usher in a revolutionary
transformation in the lives of millions of $ndiansK 6 "hirubhai !mbani
:AAA
The &eality# (ovember :>
&eliance $nfocomm begins Project Planning



MISSION
'1cellence in )ommunication initiatives
To attain global best practices and become a world6class
communication service provider F guided by its purpose
to move towards greater degree of sophistication and
maturity.
To wor% with vigour# dedication and innovation to achieve
e1cellence in service# 0uality# reliability# safety and
customer care as the ultimate goal.
To earn the trust and confidence of all sta%eholders#
e1ceeding their e1pectations and ma%e the )ompany a
respected household name.
To consistently achieve high growth with the highest
levels of productivity.
To be a technology driven# efficient and financially sound
organization.
To contribute towards community development and
nation building.
To be a responsible corporate citizen nurturing human
values and concern for society# the environment and
above all# the people.
To promote a wor% culture that fosters individual growth#
team spirit and creativity to overcome challenges and
attain goals.
To encourage ideas# talent and value systems.
To uphold the guiding principles of trust# integrity and
transparency in all aspects of interactions and dealings.



VISION
<e will leverage our strengths to e1ecute comple1
global6scale projects to facilitate leading6edge
information and communication services affordable to
all individual consumers and businesses in $ndia.
<e will offer unparalleled value to create customer
delight and enhance business productivity.
<e will also generate value for our capabilities beyond
$ndian borders and enable millions of $ndiaGs
%nowledge wor%ers to deliver their services globally.






PRODUCT
"'9$($T$*(M
! product is a bundle of physical service and symbolical
particulars e1pected to yield satisfaction benefits to the
buyers.
3Phillip Cotler4
! product is a comple1 of tangible and intangible attributers#
including pac%aging# colors# price# manufacture and retailer5s
service which the buyer may accept as offering satisfaction of
wants of needs.
(i!!iam " Stanton#



RELIANCE NETCONNECT USB
MODEM
9eaturesM
Connecti$ity%
<ireless internet access across >.BB towns and . la%h villages.
$nternet browsing and download speed upto :>..? %bps.
)ompatible with <indows ;BBB and <indows NP.
&oice and SMS Compati'!e%



Ma%e and receive voice calls
,end and receive ,M, upto :BBB characters
,tore :BBB contacts in your phone boo%
Specifications%
(tem Description
Protocol )"M!;BBB :N &TT
wor%ing
fre0uency
@;=M7z O @=AM7zD@?AM7z O @A=M7z
+plin%D"ownlin%
"imensions @= mm 3"4 1 =; mm 3<4 1 :; mm 374
<eight !bout .; g
&eceiver
sensitivity
etter than 6:B=dm
Power
consumption
P:.><
Power supply >-D>BBma# from +,



RELIANCE NET CONNECT DATA
CARD



)eatures *
+ninterrupted high6speed wireless $nternet connectivity# across
:BBBB towns# . la%h villages and growing.
etter surfing speeds# with download speeds up to :== %bps.
7igh download speed of heavy email attachments
*ne6time installation of the dial6up software without the need to
change the dial6up configuration.
7assle6free connection
o )onnect instantly 3(o line busy D waiting tone4
o 'asy to remember username D password 3your phone D
card number4
'nables a user to surf the $nternet without being tied down to a landline
from any location H your bedroom# drawing room# hotel room# office#
outdoors or on the move in a car# train or bus.
+,e net-or. ad$antage
This remar%able service virtually converts the whole of $ndia into a
wireless hot spot.
:BBBB towns and cities and .BB#BBB villages
*n highways# rail routes# airport lounges and remote locations
+,e p!an ad$antage
The tariff is inclusive of all charges 3the $,P charge as well as the
Telecom connectivity charge4.
(o need for an e1ternal or internal modem.
(o need for an $,P account.
(o need for a separate landline connection.



*ne free e6mail account 3with a :B M mailbo14 and ; M of web
space
! choice of prepaid and postpaid options to suit your usage
needs
+se of data cards to ma%e voice calls and send ,M,
RELIANCE POSTPAIDS
FIXED WIRELESS PHONES
Current mode!s
)L!,,$) ;;B@



)L!,$) <P @;B



L2 L,P =:B
)L!,,$) <P @;A
RELIANCE MOBILES











Old hand!" #$d!l






C$l$% Hand!"



C&%%!n" hand!" #$d!l









Old hand!" #$d!l




C$l$% Hand!" '("h )a#!%a
C&%%!n" hand!" #$d!l






V(d!$ Ca#!%a Ph$n!



C&%%!n" hand!" #$d!l



PDA )$l$% *h$n!
C&%%!n" hand!" #$d!l









/e!iance 0e!!o 1ostpaid 1!ans
Plans6
(eed .
7igh ,T" calls 7igh local fi1ed calls 7igh local
mobile calls
7igh
on
net
,pecial ones
*ne
$ndia
,imply
;B.B
Plan
:>B
local
;AA
Plan
>BB
7ello
:;>
Mobile
;AA
Plan
?BB
Pl!n
:BBB
Plan
:>BB
Monthly
rental
:@B :.B :>B ;AA >BB :;> ;AA ?BB :BBB :>BB
)lip B B >B B B B B B B B
9ree
usage
>B B .> B =/B B :>B ?BB
*nnet
A/> :>;>
*n net
pac%
charge
;;> ;;> :/> :;> /> ;;> :;> (.!. /> />
*n net B.=B :.;B B.=B B.>B B../ B.=B B.=B B... B..B B..B
Local
other
2,M
:.BB :.;B :.?B B.>B :.=/ B.=B B.=B :.=/ :... :.;B
9i1ed :.BB :.;B B.=B B.>B B../ :.;B :.;B B../ B... B..B
$ntra circle 3&s.Dmin.4
*n net B.=B :.;B B.=B B.>B B../ B.=B B.=B B..B B... B..B
*ther
2,M
:.BB :.;B :.?B :.;B :.=/ B.=B B.=B :.=/ :... :.;B
9i1ed :.BB :.;B :.;B :.;B :.:B :.;B :.;B :.:B :.BB B.AB
$nter circle 3&s.Dmin.4
*n net B.=B :.;B ;.=B ;.=B ;.;B ;.=B ;.=B B..B ;.BB :.@B
*ther
2,M
$
:.BB :.;B ;.=B ;.=B ;.;B ;.=B ;.=B ;.;B ;.BB :.@B
9i1ed :.BB :.;B ;.=B ;.=B ;.;B ;.=B ;.=B ;.;B ;.BB :.@B
Plan one India offers lowest call rate of 0.40p/min on
Reliance hello to Reliance hello.
HELLO PACKS



,M, Pac%6
2et unlimited on net ,M, anywhere in $ndia Q&s. ;> worth off
net ,M, in just &s.>B only
,T" Pac%6
)all any phone in $ndia for &s. :Dmin. on rental just &s.
AADmonth only
(ight Pac%6
)all any &eliance phone in Mahrashtra and 2oa and Mumbai
free between :: pm to / am on rent &s. AADmonth
HANDSET PROPOSITIONS
2et &s.;=BB intra circle on net tal% time free
9ree intra circle on net tal% time6&s.:BB per month for ;=
months
!pplicable on F
Plan :>B# plan ;AB# plan >BB# plan :BBB# plan :>BB# plan
:;># plan local ;AA# plan mobile ;AA# plan one $ndia ;;>#
plan one $ndia ;;>.



PLANS FOR RELIANCE MOBILES
POSTPAIDS
These are divided into three level of plans
'ntry level plans
Mid level plans
7igh level plans
ENTRY LEVEL PLANS
PL!( TRP' '(T&R PL!(
,P
:=A
(I
:AA
,*7
*
(I
:AA
$("$
!
)7!T
8
PL!R
M*(T7LR &'(T!L :;= :AA :AA :AA
)L$P 8 PL!(
)7!&2',
;> 6 6 6
T*T!L M*(T7LR
)*MM$TM'(T
:=A :AA :AA :AA
9&'' $(T&! )$&)L'
T!LC T$M'
6 :>B :AA 6
CA22 /A+3S (+0 (4 M&5 (/s67Min6#
T* !LL &'L$!()'
P7*('
B.>B B.>B :.;B :.;DBS
T* *T7'& M*$L', B.>B B.>B :.;B :.;DB.>
S
T* L!("L$(' :.BB :.BB :.;B :.;DB.>
S
S+D /A+3S /3S+ 8) (4D(A (/s67Min6#
T* !LL &'L$!()'
P7*('
;.BB ;.=A ;.=B ;.=B
T* *T7'& P7*(', ;.BB ;.=A ;.=B ;.=B



MID LEVEL PLANS
PL!( TRP' M$" L'-'L PL!(
&$*
;AA
&$*
.AA
(I ;AA
,*7*
M*(T7LR &'(T!L ;AA .AA ;AA
)L$P 8 PL!( )7!&2', 6 6 66
T*T!L M*(T7LR
)*MM$TM'(T
;AA .AA ;AA
9&'' $(T&! )$&)L'
T!LC T$M'
6 6 :BB
CA22 /A+3S (+0 (4 M&5 (/s67Min6#
T* !LL &'L$!()'
P7*('
B.=B B.=B B.>B
T* *T7'& M*$L', :.BB :.BB B.>B
T* L!("L$(' :.BB :.BB :.BB
S+D /A+3S /3S+ 8) (4D(A (/s67Min6#
T* !LL &'L$!()'
P7*('
:.BB B.=B :.>B
T* *T7'& P7*(', :.BB :.BB :.>B
INDIA ROAM FREE PLANS
&oaming tariff for mobile roam free
plans
$ndia &oam 9ree
Plan .AB Plan AAB
Local out going
calls while
roaming
To &elianceD
others
=BpD&s.
:
>Bp
,T" out going
calls
!ll phone
call rate
:.BB :.BB
$ncoming 9ree
incoming
tal%time
:.BB :.BB



HIGH LEVEL PLANS
PL!( TRP' M$" L'-'L PL!(
(I .AA (I =AA
M*(T7LR &'(T!L .AA =AA
)L$P 8 PL!( )7!&2', >B >B
T*T!L M*(T7LR
)*MM$TM'(T
==A >=A
9&'' $(T&! )$&)L'
T!LC T$M'
6 6
CA22 /A+3S (+0 (4 M&5 (/s67Min6#
T* !LL &'L$!()'
P7*('
B.=B B.=B
T* *T7'& M*$L', B.@> B./>
T* L!("L$(' B.@> B./>
S+D /A+3S /3S+ 8) (4D(A (/s67Min6#
T* !LL &'L$!()'
P7*('
B.@> B./>
T* *T7'& P7*(', B.@> B./>
+nlimited &eliance Mobile )alling Pac%6
)all any &eliance mobile on rental of &s. ./>
per month
Pac% is available with all plans
*nly for &eliance mobile calls in Maharashtra 8
2oa
This pac% will not be applicable while roaming



RELIANCE NETCONNECT TARIFF
PLANS FOR DATA CARD
&
USB MODEM
:. Time ased Plans
;. "ata ased Plans
T(#! Ba!d Plan
Post paid plans 9reedom
L night
,wift
=B
,wift
/;
,wift
:BB
,wift
:@B
$nternet Tariff
Monthly charge =BB =BB ?>B ABB :>BB
undled hoursDmonth
Pea% hours
3? am to :B pm4
&s.>BpD
min.
;B
hours
.?
hours
>B
hours
AB
hours
*ff pea% hours
3:B pm to ? am4
+nlimite
d
;B
hours
.?
hours
>B
hours
AB
hours
!dditional
usage rate
(.!. &s.>Bp
Dmin.
&s.>Bp
Dmin.
&s.>Bp
Dmin.
&s.>Bp
Dmin.
9ree '6mail
account
:B M :B M :B M :B M :B M
9ree web space ; M ; M ; M ; M ; M
-oice 8 ,M, Tariff
9ree
,M,Dmonth
(il (il :BB
per
month
:BB
per
month
:BB
per
month



Da"a Ba!d Plan
Post paid plans 9reedom 9reedom Plus Platinum
(nternet +ariff
Monthly charge ?>B ABB :>BB
undled data
'1changeDmonth
: 2 :.> 2 +nlimited
!dditional usage
rate
&s. ;DM &s. ;DM (.!.
9ree '6mail
account
:B M :B M :B M
9ree web space ; M ; M ; M
&oice & SMS +ariff
9ree ,M,Dmonth :BB :BB :BB
PREPAID PLANS
2,C -alue -alidity Tal% time
&s.AA / days &s.:B
&s.;;B ? months &s.:B
&s../> : year &s.:B
&s.??B ; year &s.:B
+sage rate for internet access6 .Bp between :B pm
to ? am 8 ?Bp between ? am to :B pm






RESEARCH METHODOLOGY
Methodology in the applied sense refers to various methods
used by the researcher right from data collection and various
techni0ues used for the same for interpretation and inference.
Methods and techni0ues are often used synonymously in
research literature. &esearch methodology is what must be
done# how it will be done# what data will be needed# what data
gathering will be employed# how sources of data will be
selected and how the data will be analyzed and conclusions
reached. <hen we tal% of research methodology we not only
tal% of the research methods but also consider the logic
behind the methods we use in the conte1t of our research
study and e1plain why we are using a particular method or
techni0ue and why we are not using others so that research
results are capable of being evaluated either by the
researcher himself or by others.



OB+ECTIVES OF THE RESEARCH
The basic purpose of the research was to identify the position
of the employees . The %ey objectives of the research are as
followsM
3:4 To %now about the how they get training.
3;4 To %now about the employees satisfaction from
training.

3.4 To ma%e the employees aware about the new product
and plans and with this to %now e1actly what type of
plans does the customer wants to use.
3=4 !s% them to ta%e the complete view of the customer
about the &)$L and its services and thus to generate need of
&eliance products.
3=4 <ith the help of the 0uestionnaire the company can
made the important changes in the training procedure so
that the company reaches towards the employes
satisfaction.



IMPORTANCE OF THE RESEARCH
,ignificance of research and research leads to invention.
9ollowing facts highlight the importance of the research.
3:4 &esearch facilitates logical or scientific thin%ing
process which leads towards flow less strategy
formulation.
3;4 $t facilitates identification of Jtrends5 which ultimately
responsible in mar%eting opportunities.
3.4 "ecision ma%ing becomes easier for well
researched phenomenon.
3=4 &esearch is important in solving various operational
and planning problems of business and industry.
3>4 $t helps understanding perception of the employes
about the training and accordingly designs the
training process.



Ma,$% Da"a C$ll!)"($n #!"h$d
(6 Secondary /esearc,
a4 $nternal secondary
data
"ata from the company itself
which the company already
has.
b4 '1ternal secondary
data
"ata from the magazines and
news papers#
((6 Sur$ey /esearc,
a4Telephone
interviews
)ollection of information from
respondents via telephone
b4 Mail interviews )ollection of information from
respondents via mail or similar
techni0ues
c4 Personal interviews
7ome
interviews
$ntercept
interviews
)ollection of information in a
face6to6face situation.
Personal interviews in the
respondent5s home or office
Personal interviews in a central
location# generally a shopping
mall
(((6 )ie!d e9periments Manipulation of the
independent variable3s4 in a
natural situation.



RESEARCH AND FINDINGS
There are many types of the research li%e descriptive#
analytical# basic# applied# 0ualitative# 0uantitative# and
conceptual. $ have chosen the field of !sthana tower#
reliance communication .
Descripti$e /esearc,%
$n this type of research $ have collected data by observation#
by mailing to the companies or to the %ey decision ma%er# by
going to the company with the appointment with the %ey
decision ma%er and as% employees about training produres in
the &eliance )ommunication .
Ana!ytica! /esearc,%
$ also have collected data from already available information. $
got the information from the newspapers with the help of that
information 3phone no.4 $ used to ta%e appointment with the
concerned person and. $n this research correlation techni0ue
is used to analyze the data.
Basic or 1ure /esearc,%
-isiting to the company to company $ have got many people
who are not satisfied with the services of &)$L.This enhance
my ability of dealing with the people and ma%e them satisfied.



App!ied /esearc,%
The research which has immediate commercial potential is
called applied research. !pplied research can further be
classified as problem oriented and problem solving research.
1ro'!em 8riented /esearc, F
"uring the research $ have met with many people who are
having many problems regarding the connections# poor
networ%# poor services and many other problems. Most of the
customers are saying about the billing procedure they have
big problem with the collection of the bills so that ma%es the
satisfaction level of the customers down.
1ro'!em so!$ing /esearc, F
&)$L is facing the main problem about the networ% and the
billing of postpaid connections users because there is no
collection centre near by the area which $ have visited that is
why the company is not getting good business from the
particular area.
:uantitati$e /esearc,M
$ have visited about .>B companies and $ have got different
result from them @BE of the people listened to me# ;BE of the
people did not listen me# the sales results were very low.
Conceptua! /esearc,M
Many of the people want to pay the bill at the place which
should be near to them and safe also



AREAS SURVEYED
$n my project time $ have visited in many areas in Pune so here
is the information about the company which $ have collected
from them.6
!reas ,urveyedM6
procedure
Pimpari
M$") hosari
M$") )hichwad
$ndrayani nagar
!landi
M$") Landewari
OBSERVATIONS-
The schemes of &'L$!()'
)*MM+($)!T$*( are better in comparison to other.
&'L$!()' )*MM+($)!T$*( )"M! has
a facility of !uto &oaming.
etter $nternet plan compare to other.
etter roaming plan.
&'L$!()' )*MM+($)!T$*( have
strong customer segment in corporate.
Lac%ing in promotional activity.
billing problem



,trong scheme for postpaid plan.
)lassic which is new mobile manufacturer
for &'L$!()' have to face many problems related to mobile
set.
GRAPHICAL REPRESENRATION
OF THE AREAS VISITED
OBSERVATIONS-
$n )7$()7<!" area mostly people believe on ,(L because they get
some good facilities there and they don5t want to change their mindsets



about ,(L .They are having an collection center of ,(L in chinchwad
so this is very easy to themto pay the bills but &eliance have their web
world in P$MP&$ and that is too far from there and no regular collection
of bills so &eliance needs to thin% about that.
OBSERVATIONS-
$n P$MP&$ there is a big competition. There are many collection centers
there &eliance# !irtel# 7utch are there but &eliance is doing well there.



O"SERVATIONS'
In B./S%RI people need C01 connections most and "or t#at t#e pre"er Idea
and %irtel !ecause t#e are also #a2ing good call rates "or S3& calls in C01
plans.
4or non C01 plans t#e pre"er BS*L !ecause t#e are getting !road!and
connection on lo+ rates also.



O"SERVATIONS'
In MI&C C.I*C.,%& Reliance is doing good !usiness and paople +ant
some ne+ plans and good #andsets in t#e mar'et.



O"SERVATIONS'
In I*&R%5%*I *%1%R industrial area t#e main pro!lem is related +it# t#e
!illing.3#ere is no collection cernter #ere t#e are in 6IM6RI & *I1&I and t#e
distance is 7 'm "rom #ere.



O"SERVATIONS'
%L%*&I is 2er "ar "rom t#e main roads *%S.I8 #ig#+a is 9 'm a+a "rom
#ere so 2er di""icult to reac# t#ere and in M%R8(L (place a+a "rom %landi)
t#ere is no good co2erage.



O"SERVATIONS'
It is situated on old Bom!e$6une #ig#+a so t#ere is good co2erage and
Reliance post paid is doing good #ere.



PROMOTIONAL WORK
Sa!es promotion is one of the four aspects of promotional mi1. 3The other three
parts of the promotional mi1 are advertising# personal selling# and publicityDpublic
relations.4 ,ales promotions are non6personal promotional efforts that are designed
to have an immediate impact on sales. Media and non6media mar%eting
communications are employed for a pre6determined limited time to increase
consumer demand# stimulate mar%et demand or improve product availability.
'1amples includeM
coupons
discounts and sales# including lue )ross ,ale
contests
point of purchase displays
rebates
free samples 3in the case of food items4
gifts and incentive items
free travel# such as free flights
,ales promotions can be directed at the customer# sales staff# or distribution channel
members 3such as retailers4. ,ales promotions targeted at the consumer are called
consumer sa!es promotions. ,ales promotions targeted at retailers and wholesale
are called trade sa!es promotions. ,ome sale promotions# particularly ones with
unusual methods# are considered gimmic% by many.
+nder sales promotion $ have done a survey for the web world franchisee and for
that $ have visited some areas which are as follows6
9.).&*!"
I.M.&*!"
7!("!&C!& &*!"
C!&-' &*!"
M.2.&*!"
**T'' ,T&''T
'!,T ,T&''T
-$M!( (!2!&
C!LR!($ (!2!&
C*&'2!*( P!&C



$ have distributed the pamplates# door to door or company to company selling# and
have putted stalls in the HCL carnival on F.C. road in hotel ASHISH PLAZA for
two days also.
LEARNING
"oing a project in RELIANCE COMMUNICATION in Pune city#
was a great opportunity to practically understand and e1periencing
the mar%eting field.
$ e1press my deep sense of gratitude to RELIANCE
COMMUNICATION for giving me this opportunity and for providing
platform to undergo training# and get the valuable %nowledge of
telecom industry.
!s RELIANCE COMMUNICATION is a telecom company the
project was totally a mar%eting project hence it helped me to
practically understand the telecommunication services.
The company helped to understand various schemes.
The company also helped me to understand every step of
their competitors in the mar%et.
The company also helped me to understanding how 9*,
performs their wor% efficiently.
"uring the survey it is observed that what are the real
problems faced by the customer.
Meeting different people in various segments# interviewing
with corporate and actual users helped me to learn the basics
of telecom industry.



"uring the survey $ came to %now the real competition
between the major players of telecom industry. $t helped me to
understand the future of telecom industry with its opportunities
and threats.

Mar.et S,are as on August 2007
M+42
2;
(dea
<;
+ata
=0;
0utc,
=7;
BS42
20;
/e!iance
=>;
Airte!
24;
/e!iance Airte! (dea
+ata 0utc, M+42
BS42

















+op companies in respecti$e ser$ices and products
segment during (200?*07#
S3/&(C3S (8&3/A22#
/an. C8M1A4(3S /e$enue( /s6
Crore#
: ,(L =B#:.>
; 7!&T$ !$&T'L :/#@@@
. &'L$!()' :=#=?@
= 7+T)7$,*( ',,!& :B#>?>
> -,(L @#@>/
C322@2A/%
/an. C8M1A4(3S /e$enue( /s6
Crore#
: harti !irTel :.#=.:
; &eliance :B#/;@
. 7utchison :B#>?>
= ,(L A#=BB
> $dea )ellular =#..>
)(A3D%

/an.
C8M1A4(3S /e$enue( /s6
Crore#
: ,(L ;:#B;B
; MT(L =#::?
. 7!&T$ !$&T'L :#?A.
= TT,L :#>@=
> TTML A;=



(4+3/43+ A4D B/8ADBA4D%
(2D%
/an. C8M1A4(3S /e$enue( /s6
Crore#
: -,(L /#?=@
; &'L$!()' ;#::B
. 7!&T$ !$&T'L :#;=B
= !T8T :/?
> )8< @@
42D%
/an. C8M1A4(3S /e$enue( /s6
Crore#
: ,(L =#??>
; 7!&T$ :#B.>
. &'L$!()' ?.>
= -,(L >B>
> &!$LT'L ::?
(4D(A4 S3/&(C3 (4D@S+/B ()B 0?*07#%

/an. C8M1A4(3S S@BSC/(B3/S
(2AC0#
: ,(L =B.A
; MT(L :/.@
. ,$9R @.;
= 7!&T$ !$&T'L ?.@
> &'L$!()' ?.?


CA+358/(3S /e$enue (/s6 Crore# 5ro-t, (in
;# )B 05*0? )B 0?*07
9i1ed Line .=#:?: .B#:AB 6::.?
)ellular .>#AA= >?#:@. >?.:
(L" A#B:> /#:@? 6;B..
$L" /#;>: ::#B>? >@./
$nternet 8
roadband
:#?;B ;#B=B ;?
-,!T ==. >=B ;:.A
&adio Trun%ing .@ .? 6>..
T*T!L @@#>;; :B/#?@: ;:.?
+op =0 Ser$ice pro$iders ()B 0?*07#%
/an. Ser$ice
pro$ider
/e$enue (in /s6
Crore#
5ro-t,
(in ;#
Category
)BD 05*
0?
)BD 0?*07
: ,(L :;#B?; :>#@A: .; Mobile Phone# <ireless
infrastructure
; harti !irtel ::#;A: :/#@@@ >@.= 9i1ed#
)ellular#$,P#(L"#-,!T#$
L"
. &eliance :B#/?? :=#=?@ .=.= 9i1ed#
)ellular#$,P#(L"##$L"
= 7utchison ?#@./ :B#>?> >=.> )ellular#(L"##$L"
> -,(L =#/A/ @#@>/ @=.? $,P#(L"##$L"
? TT,L ;#>/> >#:/@ :B:.: 9i1ed# )ellular
/ MT(L >#>?: =#A;. 6::.> 9i1ed# )ellular#$,P#(L"
@ $"'! ;#AAB =#=:. =/.? )ellular#(L"
A !ircel A// :#>B/ >=.; )ellular#(L"##$L"
:B TTML :#BA/ :#=;; ;A.? 9i1ed# )ellular
+ota! @/#B?@ :BA#.>? ;>.?



+op )i9ed 8perators (Based on /e$enue#%
/an. 8perator /e$enue (in crore# 5ro-t, (in
;# )BD 05*0? )BD 0?*07
: ,(L ;>#:A> ;:#B;B 6:?.?
; MT(L :=#A@@ =#::? 6:/.>
. harti !irTel :#.;B :#?A. ;@..
= TT,L :#B@: :#>@= =?.>
> TTML /:. A;= ;A.?
? &eliance >:. =?B 6:B..
/ 79)L ;?: ;@> A.;
Total .=#:?: .B#:AB 6::.?
+op )i9ed 8perators (Based on Su'scri'er#%
/an. 8perator Su'scri'ers (in mn# 5ro-t,
(in ;# )BD 05*0? )BD 0?*07
: ,(L .?.// .?./B 6B.;
; TT,L =.B; =..? @.>
. MT(L ..@@ ..@B 6;.:
= &'L$!()' ..:. :.>? 6>B.;
> harti !irtel :..= :.;/ 6>.;
? TTML :.B= B./> 6;/.A
/ 79)L B.;. B.;> @./
+ota! >B.>@ =@.A: 6...



+op 1!ayers (Based on su'scri'ers#% (0?707#
&an% )ompany (o. of
)ircle
,ubscribers 3in mn4 2rowth
3in E4
Mar%et
,hare 3in
E4
9R5 B>6B? 9R5 B?6
B/
: harti !irtel ;. :A.>@ ./.:= @A./ ;../
; ,(L ;: :@.=> ;/.A. >:.= :/.@
. &eliance ;. :/..: ;/.@> ?B.A :/./
= 7utch ;; :>..? ;?.== /;.: :?.@
> $dea :: /../ :=.B: AB.: @.A
? TT,L ;B =.@> ::.=. :.>./ /..
/ !ircel ;. ;.?: >.>: :::.: ..>
@ MT(L ; :.AA ;./> .@.; :.@
A ,pice ; :.A. ;./. =:.> :./
:B PL
3Mumbai4
: :..= :.B/ 6;B.: B./
:: 79)L infotel : B.B? B.B/ :?./ B.B
Total :>B AB.@@ :>?.A/ /;./ :BB.B
+op 1!ayers (Based on /e$enue#%
/an. Company 4o6 of
Circ!e
/e$enue (in crore# 5ro-t,
(in ;#
Mar.et
S,are
(in ;#
)BD 05*0? )BD 0?*
07
: harti !irtel ;. @#;.A :.#=.: ?..B ;..A
; &eliance ;. ?#?/. :B#/;@ ?B.@ :A.:
. 7utch ;; ?#@./ :B#>?> >=.> :@.@
= ,(L ;: ?#=?/ A#=BB =>.= :?./
> $dea :: ;#AAB =#..> =>.B /./
? Tata
Teleservices
;B :#@/@ =#BA; ::/.A /..
/ !ircel ;. A// :#>B/ >=.; ;./
@ ,pice ; ?/: /@. :?./ :.=
A PL
3Mumbai4
: ?>> >B> 6;;.A B.A
:B MT(L ; >/. @B/ =B.@ :.=
:: 79)L infotel : ;; ;B 6A.: B.B
+ota! :>B .>#AA= >?#:@. >?.: :BB.B






Add("($nal En"%. C$" C$#*a%($n

/e!iance Airte! Ad$antages
of /e!iance
Acti$ation
)ee
/s6=50*330 /s6250*500 Lower
activation
fee
Deposit 4i! /s6250*500 No STD
deposit
+ota! 3ntry
Cost
/s6=50*330 /s6500*=000
&eliance have the lowest overall entry
cost when compared with the competition.
There is zero deposit for ST calls even
for individual retail customer.
$n the case of !irtel deposit waiver is
granted only to high value corporate D ,M'
clients.



SME Plan C$#*a%($n
Competitio
n
Competition
1roposition
8ur Counter Ad$antage
s
Airte! Am'uEa p!an*
/s6=<< renta!*
!oca! ca!!ing
30p7>0p & S+D
/s6=625
4" =<< S808*
/s6=<< renta!F
/s6=50 ta!.time
freeF !oca! ca!!s*
50p7= & S+D*
2657min6
Free local
off net
callin
availa!le "
free C#$
(dea SM3 p!an*
/s6=<< renta! *
!oca! ca!!ing
30p7>0p & S+D
/s6=625
4" =<< S808*
/s6=<< renta!F
/s6=50 ta!.time
freeF !oca! ca!!s*
50p7= & S+D*
2657min6
Free local
off net
callin
availa!le "
free C#$
0utc, SM3 p!an*
/s6225 !oca!
ca!!s 50p7= &
S+D /s6=65F
C@5 G =0p7min6
4" =<< S808*
/s6=<< renta!F
/s6=50 ta!.time
freeF !oca! ca!!s*
50p7= & S+D*
2657min6
Free local
off net
callin
availa!le "
free C#$



R!l(an)! H!ll$ Plan C$#*a%($n
,(L 3wire line4
*ne
$ndia
2eneral 'conomy ,pecial
!ctivation fee >BB >BB >BB >BB
,ecuritydeposit :BBB :BBB :BBB :BBB
(L" deposit ;BBB ;BBB ;BBB ;BBB
9i1ed cost :@B :@B .BB =/>
9ree tal% time .B >B ;BB >BB
)all rates
*n net :D.
min.
:.;D.min. :.;D.min. :.:D.min.
Mobile :Dmin. :.;Dmin. :.;Dmin. :.:Dmin
Landline :Dmin. :.;Dmin. :.;Dmin. :.:Dmin
(L" on net :Dmin. :.;D.Bsec. :.;D.Bsec. :.:D.Bsec.
(L" mobile :Dmin. :.;D.Bsec. :.;D.Bsec. :.:D.Bsec.
(L" landline :Dmin. :.;D.Bsec. :.;D.Bsec. :.:D.Bsec.
!S"# has hidden entry char$es%sec&rity ' "# deposit
T!T!
*ne
$ndia
7;M :;> )ity ;AA ,ilver
=AA
!ctivation fee >?: >?: >?: >?:
,ecuritydeposit (il (il (il (il
(L" deposit >BB >BB >BB >BB
9i1ed cost :@B :/> ;AA =AA
9ree tal% time >B B :>> =/B
)all rates
*n net :D. min. :.;D.min. B.> min. :.:D.min.
Mobile :Dmin. :.;Dmin. B.>Dmin. :.:D: min



Landline :Dmin. :.;Dmin. :.;Dmin. :.:Dmin
(L" on net :Dmin. :.;D.min. :.;D.min. :.;D.min.
(L" mobile :Dmin. ;.=Dmin. ;.=Dmin. ;.=Dmin.
(L" landline :Dmin. ;.=Dmin. ;.=Dmin. ;.=Dmin.
ADVANTAGES
*ver !irtel
& )onnect F The &eliance )"M!
;BBB:N technology and pan $ndia coverage
enables to get online from almost any
location in India.
People can use the data card from
&eliance with your laptop or the +, modem
with your des%top or laptop.
,peed up to (44 )bps.
,ignificantly faster then dial6up
connections 8 not restricted to the home D
office li%e wired broadband.



+se across $ndia in more then *+00
villa$es. (ot limited to major cities li%e 2P&,
8 '"2'.
The true definition of mobility
ADVANTAGES
*ver T!T!
&eliance has the wider coverage area 8
hence its range of usage is better in both
cities as well as r&ral areas.
&eliance is the only operator that
provides internet access via data cardD+,
modem in prepaid format as well.
)ustomer have facility to recharge with
low denomination vouchers 8 subse0uently
use top ups thereby lowering access cost.






SWOT ANALYSIS OF RELIANCE
COMMUNICATION
STRENGTH
Big brand name
The new
technology
launcher (CDMA)
First in FWPs
trong mar!et
"ood networ! in
#$D#A
WEAKNESS
er%ices
Customer care
section
$ot %ery good tari&&
'lans &or TD users
Battery li&e o& hand
sets
OPPORTUNITIES
"rowing data card
mar!et
THREATS
(aunch o& TATA
#ndicom )B



"rowing mar!et o&
CDMA 'hones
*stablishment o&
new business in
Pune
modem
Big mar!et share o&
Airtel and growing
TT( in
Maharashtra
CONCLUSION
&eliance communication is a very big brand name and $ am very
than%ful to the &eliance people to help me in completing my project
in &eliance communication. &eliance communication provides me
the good opportunities to ma%e my s%ills stronger in mar%eting. $ am
also very than%ful to my project guide Mr. &ajiv Taneja for giving me
his useful guidelines and important time.
<hile doing this project $ have tal%ed with many people and came
to %now about the mar%et and $ learnt that how the companies5
wor%s and what they have to do for retaining there position in the
mar%et.



&eliance )ommunications has trained me to face the challenges
whatever in the mar%et.
RECOMMENDATION
!fter completing my wor% of analyzing and creating customers for
postpaid mobiles# fi1ed wireless phones# "ata cards and +,
modem of &eliance communication $ want to recommend some
important facts to the company about its products.
)ompany should come with some good and effective plans
to ma%e the customer satisfied.
)ompany should move towards the good customer relations
so company should plan for the customer relationship
management.
&eliance )ommunications is having good range of its
products that is why they are challenging the competitors so
ma%e it large.
,ales '1ecutives are not getting proper guidance and
support from the seniors because of heavy wor%load on
them so there is a need to manage wor%load so managing
manpower is also a big tas% to do.
Majority of respondents complain about the after sales
services li%e billings# and interruption in the networ% so the
0uality of after sales services should be improved.



)ustomer care services are very poor company should
improve that part also.
"evice installation and registration on site should be easier
to wor% so that customers need not to give more papers at
the time of purchasing a new connection.
&eliance )ommunication should ma%e such strategies
which suits the company5s name and brand. &eliance
)ommunication is already having a good brand image.

BIBLIOGRAPHY
<',$T',MT
<<<.&eliancecommunication.com
www.google.com
www.altavista.com
**C, P&'99'&'"M
Mar%eting Management6 Philip Cotler
Mar%eting Management6 &ajan ,a1ena
('<, P!P'&,M



T7' ')*(*M$) T$M',
T7' T$M', *9 $("$!
ANNEXURE
/UESTIONNAIRE
FOR MARKET SURVEY AND PRODUCT PROMOTION OF
RELIANCE POSTPAID
(ame of the company U U U U UU U U UUU U U U U U U U U U
!ddress U U U U U U U U U U U U U U U U U U U U U U U U U U
)ontact no.
7andled person UU U U U U U U U U U U U UU U U U U U
:4 <hat are the telecom services you are usingV
&eliance !irtel $dea 7utch other
;4 $f other then &eliance then F
$s there any possibility for other service providerV



Res (o
$f &eliance then which oneV
Prepaid Postpaid
.4 "o you %now about the new plans in &eliance postpaidV
Res (o
=4 <hich plan are you using currently and what is your billV
Plan 6 6 6 6 6 6
ill 6 6 6 6 6 6 6
>4 "o you want to ta%e any postpaid connection with these plansV
3!fter telling him all the plans according to his usage of phone4
Res (o
/UESTIONNAIRE
FOR MARKET SURVEY AND PRODUCT PROMOTION OF
RELIANCE NETCONNECT DATA CARD & USB MODEM
(ame of the company U U U U UU U U UUU U U U U U U U U U
!ddress U U U U U U U U U U U U U U U U U U U U U U U U U U
)ontact no.
7andled person UU U U U U U U U U U U U UU U U U U U
:4 <hat are the internet services are you usingV
&eliance !irtel ,(L -,(L other
;4 7ow much is your monthly billV
ill 6 6 6 6 6 6



.4 "o you %now about the &eliance net connect data card and +,
modemV
Res (o
=4 Rou are using internet on
Laptop
"es%top
oth
>4 <hat is your usageV
,urfing more "ownloading more
?4 "o you want to ta%e any one with these plansV
3!fter telling him all the plans according to his usage of internet4
Res (o
ABBREVIATIONS
!"!2 !($L "7''&+7!$ !M!($ 2*+P
2,M 2L*!L ,R,T'M M*$L'
)"M! )*"' "'-$,$*( M+LT$PL' !))',,
&)-L &'L$!()' )*MM+($)!T$*( -'(T+&'
L$M$T'"
,(L 7!&!T ,(-7!& ($2!M L$M$T'"
MT(L M!7!(!2!& T'L'P7*(' ($2!M L$M$T'"
-,(L -$"',7 ,!()7!& ($2!M L$M$T'"
TT,L T!T! T'L' ,'&-$)', L$M$T'"
$L" $(T'&(!T$*(!L L*(2 "$,T!()'



(L" (!T$*(!L L*(2 ",T!()'
)+2 )L*,'" +,'& 2&*+P
(,' (!T$*(!L ,T*)C 'N)7!(2'
,' *M'R ,T*)C 'N)7!(2'
9*, 9''T *( ,T&''T