SALES

AND DISTRIBUTION OF TATA

TELESEVICES (POSTPAID) IN CENTRAL DELHI

Submitted TO: Submitted By:

Mr. VIKRAM SHARMA ANUJ KUMAR

ROLL NO. 6306508

Plot No. 11, Knowledge Park II, Greater Noida, Uttar Pradesh 201310

1
 DECLARATION

I undersigned hereby declare that the project report entitled SALES AND
DISTRIBUTION OF TATA TELESEVICES (POSTPAID) IN CENTRAL DELHI

written and submitted by me to the LIMT College, Greater Noida under the
guidance of Mr. VIKRAM SHARMA is my original work and the conclusion
drawn there in are based on the material collected by myself.

PLACE: GREATER NOIDA

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 ACKNOWLEDGMENT

It has indeed been an honor for me to be given an opportunity to be attached to the esteemed

Organization like TATA Teleservices Ltd. I extend my sincere gratitude to my industry guide

MR. VIKRAM SHARMA , for providing me with an opportunity to accomplish my

summer training at TTSL.They were really kind in extending their help and support in all

possible way, and also for providing a cheerful environment throughout the project. Without

them, this project would not have been possible.

I am highly thankful to all other persons in the organization and outside

the organization, for taking their time out and providing me with all the relevant information for

completion of this report.

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 Executive Summary

Tata Teleservices Limited spearheads the Tata Group's presence in the telecom sector. The Tata
Group includes over 90 companies, over 395,000 employees worldwide and more than 3.5
million shareholders.
Incorporated in 1996, Tata Teleservices is the pioneer of the CDMA 1x technology platform in
India. It has embarked on a growth path since the acquisition of Hughes Tele.com (India) Ltd
[renamed Tata Teleservices (Maharashtra) Limited] by the Tata Group in 2002. It launched
mobile operations in January 2005 under the brand name Tata Indicom and today enjoys a pan-
India presence through existing operations in all of India's 22 telecom Circles. The company is
also the market leader in the fixed wireless telephony market. The company's network has been
rated as the 'Least Congested' in India for six consecutive quarters by the Telecom Regulatory
Authority of India through independent surveys.
Tata Teleservices Limited has also become the first Indian private telecom operator to launch
3G services in India under the brand name Tata DOCOMO, with its recent launch in all the nine
telecom Circles where it bagged the 3G license. In association with its partner NTT DOCOMO,
the Company finds itself favorably positioned to leverage this first-mover advantage. With 3G,
Tata DOCOMO stands to redefine the very face of telecoms in India. Tokyo-based NTT
DOCOMO is one of the world's leading mobile operatorsin Japan, the company is the clear
market leader, used by nearly 55 per cent of the country's mobile phone users.

I did my summer internship in TATA TELESERVICSE LTD. And my work was make productive
retailes for TATA postpaid product in central Delhi Krolbagh area.

My work was divided in three part:

1. Survey of retails stores in Karolbagh

2. Influence those retailers for sale.
3. Promotion through canopy in central delhi.

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 Table of content

S.N TOPIC PAGE

O. NO.
1 INTRODUCTION AND INDUSTRY PROFILE 8-21
2 LITERATURE REVIEW 22-23
3 COMPANY PROFILE 24-37
4 RESEARCH METHODOLGY 38-40
5 DATA ANALYSIS BASED ON THE QUESTIONNAIRE 41-45
6 SALES PROCESS 46-47
7 48-49
PROMOTION
8 CONCLUSION 50
9 RECOMMEDATION 51
10 LEARNING 52
11 ANNEXURE 53-58
12 BIBLIOGRAPHY 59

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 INDUSTRY PROFILE
Indian Telecom Sector

Introduction
The telecom services have been recognized the world-over as an important tool for
socio-economic development for a nation. It is one of the prime support services
needed for rapid growth and modernization of various sectors of the economy.
Indian telecommunication sector has undergone a major process of transformation
through significant policy reforms, particularly beginning with the announcement of
NTP 1994 and was subsequently re-emphasized and carried forward under NTP
1999. Driven by various policy initiatives, the Indian telecom sector witnessed a
complete transformation in the last decade. It has achieved a phenomenal growth
during the last few years and is poised to take a big leap in the future also.

Status of Telecom Sector

The Indian Telecommunications network with 960.9 million (May 2012) is the third
largest in the world. The sector is growing at a speed of 45% during the recent
years. This rapid growth is possible due to various proactive and positive decisions
of the Government and contribution of both by the public and the private sectors.
The rapid strides in the telecom sector have been facilitated by liberal policies of
the Government that provides easy market access for telecom equipment and a fair
regulatory framework for offering telecom services to the Indian consumers at
affordable prices. Presently, all the telecom services have been opened for private
Participation. The Government has taken following main initiatives for the growth of
the Telecom Sector:

Liberalization
The process of liberalization in the country began in the right earnest with the
announcement of the New Economic Policy in July 1991. Telecom equipment
manufacturing was relicensed in 1991 and value added services were declared open
to the private sector in 1992, following which radio paging, cellular mobile and other
value added services were opened gradually to the private sector. This has resulted
in large number of manufacturing units been set up in the country. As a result most
of the equipment used in telecom area is being manufactured within the country. A
major breakthrough was the clear enunciation of the governments intention of
liberalizing the telecom sector in the National Telecom Policy resolution of 13th May
1994.

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National Telecom Policy 1994

In 1994, the Government announced the National Telecom Policy which defined certain
important objectives, including availability of telephone on demand, provision of world class
services at reasonable prices, improving Indias competitiveness in global market and promoting
exports, attractive FDI and stimulating domestic investment, ensuring Indias emergence as major
manufacturing / export base of telecom equipment and universal availability of basic telecom
services to all villages. It also announced a series of specific targets to be achieved by 1997.

Telecom Regulatory Authority of India (TRAI)

The entry of private service providers brought with it the inevitable need for independent
\regulation. The Telecom Regulatory Authority of India (TRAI) was, thus, established with effect
from 20th February 1997 by an Act of Parliament, called the Telecom Regulatory Authority of
India Act, 1997, to regulate telecom services, including fixation/revision of tariffs for telecom
services which were earlier vested in the Central Government.

TRAIs mission is to create and nurture conditions for growth of telecommunications in the
country in manner and at a pace, which will enable India to play a leading role in emerging
global information society. One of the main objectives of TRAI is to provide a fair and
transparent policy environment, which promotes a level playing field and facilitates fair
competition. In pursuance of above objective TRAI has issued from time to time a large number
of regulations, orders and directives to deal with issues coming before it and provided the
required direction to the evolution of Indian telecom market from a Government own monopoly
to a multi operator multi service open competitive market. The directions, orders and regulations
issued cover a wide range of subjects including tariff, interconnection and quality of service as
well as governance of the Authority.

The TRAI Act was amended by an ordinance, effective from 24 January 2000, establishing a
Telecommunications Dispute Settlement and Appellate Tribunal (TDSAT) to take over the
adjudicatory and disputes functions from TRAI. TDSAT was set up to adjudicate any dispute
between a licensor and a licensee, between two or more service providers, between a service

7
provider and a group of consumers, and to hear and dispose of appeals against any direction,
decision or order of TRAI.

New Telecom Policy 1999

The most important milestone and instrument of telecom reforms in India is the New Telecom
Policy 1999 (NTP 99). The New Telecom Policy, 1999 (NTP-99) was approved on 26th March
1999, to become effective from 1st April 1999. NTP-99 laid down a clear roadmap for future
reforms, contemplating the opening up of all the segments of the telecom sector for private sector
participation. It clearly recognized the need for strengthening the regulatory regime as well as
restructuring the departmental telecom services to that of a public sector corporation so as to
separate the licensing and policy functions of the Government from that of being an operator. It
also recognized the need for resolving the prevailing problems faced by the operators so as to
Restore their confidence and improve the investment climate.

Key features of the NTP 99 include:

Strengthening of Regulator.

National long distance services opened to private operators.

International Long Distance Services opened to private sectors.

Private telecom operators licensed on a revenue sharing basis, plus a one-time entry

fee. Resolution of problems of existing operators envisaged.

Direct interconnectivity and sharing of network with other telecom operators within

the service area was permitted.

Department of Telecommunication Services (DTS) corporatised in 2000.

Spectrum Management made transparent and more efficient.

All the commitments made under NTP 99 have been fulfilled; each one of them, in letter and
spirit, some even ahead of schedule, and the reform process is now complete with all the sectors

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in telecommunications opened for private competition.

National telecom policy 2012

Telecommunication has emerged as a key driver of economic and social development in an

increasingly knowledge intensive global scenario, in which India needs to play a leadership role.
National Telecom Policy-2012 is designed to ensure that India plays this role effectively and
transforms the socio-economic scenario through accelerated equitable and inclusive economic
growth by laying special emphasis on providing affordable and quality telecommunication
services in rural and remote areas. Thrust of this policy is to underscore the imperative that

sustained adoption of technology would offer viable options in overcoming developmental

challenges in education, health, employment generation, financial inclusion and much else. NTP-
2012 is an initiative to create a conducive policy framework to address these issues and to touch
lives of all citizens and transform India. By formulating a clear policy regime, NTP-2012
endeavors to create an investor friendly environment for attracting additional investments in the
sector apart from generating manifold employment opportunities in various segments of the
sector. Availability of affordable and effective communications for the citizens is at the core of
the vision and goal of the National Telecom Policy 2012.

2. The last decade is characterised by significant penetration of telecommunications in India. The

New Telecom Policy 1999 has been a catalyst for growth of the telecom sector. The number of
telephone connections, at the end of February 2012, was 943 million, as compared to 41 million
at the end of December 2001. This growth has been fuelled by the cellular segment (mobile
phones) which alone accounted for 911 million connections at the end of February 2012. The
composition of the telecom sector too has witnessed a structural change, with the private sector
accounting for 88 % of the total connections.

3. Today, India is one of the fastest growing telecom markets in the world. The unprecedented
increase in teledensity and sharp decline in tariffs in the Indian telecom sector have contributed
significantly to the countrys economic growth. Besides contributing to about 3% to Indias GDP,
Telecommunications, along with Information Technology, has greatly accelerated the growth of
the economic and social sectors.

4. The National Telecom Policy 2012 (NTP 2012) is conceived against this backdrop. The vision
is to transform the country into an empowered and inclusive knowledge-based society, using
Telecommunications as a platform.

National Long Distance

National Long Distance opened for private participation. The Government announced on
13.08.2000 the guidelines for entry of private sector in National Long Distance Services without
any restriction on the number of operators. The DOT guidelines of license for the National Long

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Distance operations were also issued.

Highlights - NLD Guidelines

Unlimited entry for carrying both inter-circle and intra-circle calls.

Total foreign equity (including equity of NRIs and international funding agencies)

Must not exceed 74%. Promoters must have a combined net worth of Rs.25 million.

Private operators will have to enter into an arrangement with fixed-service providers

Within a circle for traffic between long-distance and short-distance charging centres.

Seven years time frame set for rollout of network, spread over four phases. Any

shortfall in network coverage would result in encashment and forfeiture of bank

Guarantee of that phase.

Private operators to pay one-time entry fee of Rs.25 million plus a Financial Bank

Guarantee (FBG) of Rs.200 million. The revenue sharing agreement would be to the

Extent of 6%.

Private operators allowed to set up landing facilities that access submarine cables and

Use excess bandwidth available.

Licence period would be for 20 years and extendable by 10 years.

International Long Distance

In the field of international telephony, India had agreed under the GATS to review its opening up
in 2004. However, open competition in this sector was allowed with effect from April 2002 itself.
There is now no limit on the number of service providers in this sector. The licence for ILD
service is issued initially for a period of 20 years, with automatic extension of the licence by a
period of 5 years. The applicant company pays one-time non-refundable entry fee of Rs.25
million plus a bank guarantee of Rs.250 million, which will be released on fulfillment of the roll
out obligations. The annual licence fee including USO contribution is @ 6% of the Adjusted
Gross Revenue and the fee/royalty for the use of spectrum and possession of wireless telegraphy

10
equipment are payable separately. At present 24 ILD service providers (22 Private and 2 Public
Sector Undertaking) are there. As per current roll out obligations under ILD license, the licensee
undertakes to fulfill the minimum network roll out obligations for installing at least one Gateway
Switch having appropriate interconnections with at least one National Long Distance service
licensee.

Universal Service Obligation Fund

Another major step was to set up the Universal Service Obligation Fund with effect from April 1,
2002. An administrator was appointed for this purpose. Subsequently, the Indian Telegraph

(Amendment) Act, 2003 giving statutory status to the Universal Service Obligation Fund

(USOF) was passed by both Houses of Parliament in December 2003. The Fund is to be utilized
exclusively for meeting the Universal Service Obligation and the balance to the credit of the
Fund will not lapse at the end of the financial year. Credits to the Fund shall be through
Parliamentary approvals. The Rules for administration of the Fund known as Indian Telegraph
(Amendment) Rules, 2004 were notified on 26.03.2004.The resources for implementation of
USO are raised through a Universal Service Levy (USL) which has presently been fixed at 5% of
the Adjusted Gross Revenue (AGR) of all Telecom Service Providers except the pure value
added service providers like Internet, Voice Mail, E-Mail service providers etc. In addition, the
Central Govt. may also give grants and loans. An Ordinance was promulgated on 30.10.2006 as
the Indian Telegraph (Amendment) Ordinance 2006 to amend the Indian Telegraph Act, 1885 in
order to enable support for mobile services, broadband connectivity, general infrastructure and
pilot project for new technological developments in rural and remote areas of the country.
Subsequently, an Act has been passed on 29.12.2006 as the Indian Telegraph (Amendment) Act
2006 to amend the Indian Telegraph Act, 1885.USFO has initiated action to bring mobile
services within the ambit of Universal Service Obligation Fund (USOF) activities. Under this
initiative, 7387 mobile infrastructure sites are being rolled out, in the first phase, across 500
districts and 27 states of India. This scheme will provide mobile services to approximately 0.2
million villages which where hitherto deprived of the same. As on 30th June 2010, 7183 shared
towers have been set up under the First Phase of the scheme. The USOFof DOT has proposed to
set up about 10,128 additional towers in order to extend the mobile coverage in other uncovered
areas under the Second Phase of the Scheme.

Internet Service Providers (ISPs)

Internet service was opened for private participation in 1998 with a view to
encourage growth of Internet and increase its penetration. The sector has seen
tremendous technological advancement for a period of time and has necessitated
taking steps to facilitate technological ingenuity and provision of various services.

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The Government in the public interest in general, and consumer interest in
particular, and for proper conduct of telegraph and telecom services has decided to
issue the new guidelines for grant of licence of Internet services on non-exclusive
basis. Any Indian company with a maximum foreign equity of 74% is eligible for
grant of licence.

Network Expansion
The telecom sector has shown robust growth during the past few years. It has also
undergone a substantial change in terms of mobile versus fixed phones and public
versus private participation. The following table shows the growth trend of telecom
sector from last five years: The number of telephones has increased from 54.63
million as on 31.03.2003 to 621.28 million as on

31.03.2010. Wireless subscribers increased from 13.3 million as on 31.03.2003 to

584.32 million as on 31.03.2010. Whereas, the fixed line subscribers decreased
from 41.33 million in 31.03.2003 to 36.95 million in 31.03.2010. The broadband
subscribers grew from a meager 0.18million to 8.76 million as on 31.03.2010.

Trend in Tele-density
Tele-density in the country increased from 5.11% in 2003 to 52.74 % in March 2010. In the rural
area tele density increased from 1.49% in Mar 2003 to 24.31% in March 2010 and in the urban
areas it is increased from 14.32% in Mar 2003 to119.45% in March 2010.This indicates a rising
trend of Indian telecom subscribers.

Rural Telephony

Apart from the 200.77million fixed and WLL connections on March 2010 provided in the rural
areas, 570000 uncovered VPTs have been provided as on March 2010. Thus, 96% of the villages
in India have been covered by the VPTs. More than 3 lakh PCOs are also providing community
access in the rural areas. Further, Mobile Gramin Sanchar Sewak Scheme (GSS) a mobile Public
Call Office (PCO) service is provided at the doorstep of villagers. At present, 2772 GSSs are
covering 12043 villages. Also, to provide Internet service, Sanchar Dhabas (Internet Kiosks)
have been provided in more than 3500 Block Headquarters out of the total 6337 Blocks in the
country. The target of 80 million rural connections by 2010 have already met during year 2008
itself. USOF subsidy support scheme is also being utilized for sharing wireless infrastructure in
rural areas with about 19,000 towers by 2010.Rising demand for a wide range of telecom
equipment, particularly in the area of mobile telecommunication, has provided excellent
opportunities to domestic and foreign investors in the Manufacturing sector. The last two years
saw many renowned telecom companies setting up their manufacturing base in India. Ericsson
set up GSM Radio Base Station Manufacturing facility in Jaipur. Elcoteq set up handset

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manufacturing facilities in Bangalore. Nokia and Nokia Siemens Networks have set up their
manufacturing plant in Chennai. LG Electronics set up plant of manufacturing GSM mobile
phones near Pune. Ericsson launched their R&D Centre in Chennai. Flextronics set up an SEZ in
Chennai. Other major companies like Foxconn, Aspcom, Solectron etc have decided to set up
their manufacturing bases in India.The Government has already set up Telecom
Equipment and Services Export Promotion Council and Telecom Testing and Security
Certification Centre (TETC). A large number of companies like Alcatel, Cisco have
also shown interest in setting up their R&D centers in India. With above initiatives
India is expected to be a manufacturing hub for the telecom equipment.

Opportunities

India offers an unprecedented opportunity for telecom service operators, infrastructure vendors,
manufacturers and associated services companies. A host of factors are contributing to enlarged
opportunities for growth and investment in telecom sector:

An expanding Indian economy with increased focus on the services sector

Population mix moving favourably towards a younger age profile

Urbanization with increasing incomes

Investors can look to capture the gains of the Indian telecom boom and diversify their operations
outside developed economies that are marked by saturated telecom markets and lower GDP
growth rates.

Research & Development

India has proven its dominance as a technology solution provider. Efforts are being continuously
made to develop affordable technology for masses, as also comprehensive security infrastructure
for telecom network. Research is on for the preparation of tested infrastructure for enabling
interoperability in Next Generation Network. It is expected that the telecom equipment R & D
shall be doubled from present level of 15%. Modern technologies inductions are being
promoted. Pilot projects on the existing and emerging technologies have been undertaken
including WiMax, 4G etc. Emphasis is being given to technologies having potential to improve
rural connectivity. Also to beef up R&D infrastructure in the telecom sector and bridge the digital
divide, cellular operators, top academic institutes and the Government of India together set up
the Telecom Centres of Excellence (COEs). The main objectives of the COEs are as follows:

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 Achieve Telecom Vision that stipulates a definite growth model and take it
beyond.

Secure Information Infrastructure that is vital for countrys security.

Capacity Building through Knowledge for a sustained growth.

Support Planned Predictive Growth for stability.

Reduce Rural Urban Digital Divide to reach out to masses.

Utilize available talent pool and create environment for innovation.

Management of National Information Infrastructure (NII) during Disaster

Cater the requirement of South East Asia as Regional Telecom Leader

To achieve these objectives seven Centre of Excellences in various field of Telecom have been

set up with the support of Government and the participation of private/public telecom operators

as sponsors, at the selected academic institutions of India. The details of COEs are enumerated

below:

TCOEs Centres

Sr. Associate
Sponsor Work Assigned
No. Institute

Next Generation
Vodafone Essar
IIT Network (NGN) &
1 & Texas
Kharagpur Network
Instruments
Technology

2 IIT Delhi Bharti Airtel Telecom

Technology &

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 Management

IISC Information
(Indian Security &
Aircel & Texas
3 Institute of Disaster
instrument
Science), Management of
Bangalore Infrastructure

Technology
Integration,
4 IIT Kanpur BSNL & Alphion Multimedia &
Computational
Mathematics

Telecom
Reliance
5 IIT Chennai Infrastructure &
Communication
Energy

Tata Rural
6 IIT Mumbai
Teleservices Applications

Policy,
IIM Regulation,
7 Ahmedaba Idea Cellular Governance,
d Customer care &
Marketing

3G & Broadband Wireless Services (BWA)

The government has in a pioneering decision, decided to auction 3G & BWA spectrum. The
broad policy guidelines for 3G & BWA have already been issued on 1 stAugust 2008 and llotment
of spectrum has been planned through simultaneously ascending e-auction process by a

specialized agency. New players would also be able to bid thus leading to technology innovation,
more competition, faster roll out and ultimately greater choice for customers at competitive

15
tariffs. The 3G will allow telecom companies to offer additional value added services such as
high resolution video and multimedia services in addition to voice, fax and conventional data
services with high data rate transmission capabilities. BWA will become a predominant platform
for broadband roll out services. It is also an effective tool for undertaking social initiatives of the
Government such as e-education, telemedicine, e-health and e-Governance. Providing affordable
broadband, especially to the suburban and rural communities is the next focus area of the
Department..

Mobile Number Portability (MNP)

Mobile Number Portability (MNP) allows subscribers to retain their existing telephone number
when they switch from one access service provider to another irrespective of mobile technology
or from one technology to another of the same or any other access service provider. The
Government has announced the guidelines for Mobile Number Portability (MNP) Service
Licence in the country on 1st August 2008 and has issued a separate Licence for MNP service
w.e.f. 20.03.2009.

Targets Set By the Government

1. Network expansion

million connections by the year 2013.

2. Rural telephony

. 250 million rural subscribers by 2013.

Reduce urban-rural digital divide from present 25:1 to 5:1 by 2013.

3. Broadband

. 30 million Broadband connections by 2013

Broadband with minimum speed of 1 mbps.

Broadband coverage for all secondary & higher secondary schools and public health

care centres by the end of year 2013.

Broadband coverage for all Grampanchayats by the year 2013

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4. Manufacturing

Making India a hub for telecom manufacturing by facilitating more and more telecom

specific SEZs.

Quadrupling production in 2013.

Achieving exports of 10 billion during 11th Five year plan.

5. Research & Development

Pre-eminence of India as a technology solution provider.

Comprehensive security infrastructure for telecom network.

Tested infrastructure for enabling interoperability in Next Generation Network.

8. International Bandwidth

Facilitating availability of adequate international bandwidth at competitive prices to

drive ITES sector at faster growth.

Market Structure
At 861.48 million connections in April 2011' Indian Telecom Industry' is the third largest and
fastest growing in the world. According to Cellular Operators' Association of India (COAI), the
GSM cellular subscriber base has reached to 590.19 million in May 2011 from 580.66 million at
the end of April 2011. There were 826.93 million total wireless subscribers (including GSM and

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CDMA) in the country at the end of April 2011. As per projections, wireless telephony will
continue to fuel growth in the Indian telecom industry with mobile subscribers base in India is
expected to reach 1.159 billion by 2013.

SWOT ANALYSIS of the Industry

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STRENGTHS

Huge Customer potential

Tele density still being 48% and rural tele-density 21%.

The broadband subscribers grew from 0.18 million in 2005 to6.2 million as on 30 April
2009 and about 7.98 million, but in may 2012 users are 14.31 million.

High Growth Rate

Wireless subscribers growing at a CAGR of 60 per cent per annum since 2004.

Allowed FDI limit ranging from 74% to 100%

High return on Investment

Easier to create economies of scale thereby increasing return on investment

Lower capital expenditure

The Indian telecom market is a high density area, which means more population per
tower. This means lower capital expenditure cost.

WEAKNESSES

Poor Telecommunication Infrastructure

Result : Large number of call drops.

Late adopters of New Technology

India will be among the last countries in the world to get access to 3G technology. Some
estimates suggest that nearly 132 countries across the world already have 3G technology
and mobile services in one form or the other.

Most competitive market

10 to 12 companies offer mobile services in most parts of India, globally, the average is
4.

A market strongly regulated by Government.

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 Difficult to enter because of requirement of huge financial resources.

OPPORTUNITIES
3G Telecom services and 4G services
More Quality Service
Mobile Number Portability will force the Service provider to improve their
quality to avoid losing subscribers
Value added Services (VAS)
The mobile value added services include, text or SMS, menu based services,
downloading of music or ringtones, mobile TV, videos, streaming, sophisticated
m-commerce applications etc.
Mobile banking, Mobile Ticketing etc
Telecom Equipment Exports
The Indian telecom industry is expected to reach a size of Rs 344,921 crore by

2012 at a growth rate of over 26 per cent, and generate employment opportunities
for about 10 million people during the same period.The sector would create direct
employment for 2.8 million people and for 7 million indirectly, according to a
Frost and Sullivan report.
Horizontal Integration
Entry Into other consumer segments leveraging the present channels
E.g. DTH service like Reliance BIG TV, Tata SKY, Airtel digital TV by telecom
majors like Reliance, Tata and Airtel Respectively.
Other examples : Airtel website builder
Providing fibre Connectivity to 2,50,000 village panchayat by 2013.
More scope in content related services, since, the consumer is influenced by local culture.
Local festivals like Baisakhi, Chhath Puja, religious festivals like Diwali,
Chrismas etc., National festivals like Independence Day etc.
THREATS
Telecommunication Policies
e.g. Trails 2G direction affecting new players most notably Tata Teleservices,
Norways Teleport and Essar-owned Loop Telecom
Renewal of 2G license on the basis of market rates of 3G auctions
TRAI intentions of rolling out 4G or the fourth-generation technology, known as
the ultra-broadband in 2-3 years raising fears rendering 3G services somewhat
obsolete.
Declining ARPU (average Revenue per user)
E.g. price wars like per-second billing which is deflating revenues and making
sure the survival of the fittest
Partiality on the part of the Govt.
E.g. Allowing 3G service in a PSU (MTNL, BSNL) before auctioning to Private

20
 Sector.
Content Piracy

Literature Review

Sales process as a risk management tool

By Nick Miller
The study by Nick Miller (2001) explains that customers revenues drive their ability to repay
loans. Banks revenue drives their stock prices. The study answers certain question like; how
much risk surround borrowers abilities to reach their sales goals this year, how certain are banks
about sales team members that they will meet or exceed their sales goals that particular year.

Here the author talks about 2 types of risk:

1) Systematic risk refers to uncertainty driven by changes in economy as a whole for

example; there is a risk that loan demand will fall as the economy softens.
2) Unsystematic risk refers to risk of execution risk related to a companys management of
its business process. Two examples would be leakage of opportunities from the sale
pipeline and an inability to maintain contact and top of mind awareness with prospective
customers. He believes that unsystematic risks can be minimized and even stooped by
using an effective sale process.

According to the author the sales process should be formally defined,

consistently implemented, rigorously managed sales process. The ideal process is one in

21
 which sales team members know and perform the right activities correctly, with the most
profitable customers and prospects, at the correct times, and in correct frequencies and
volume to produce predictable results.

He also believes in balanced scorecard approach to sales he quotes As Kaplan and Norton
expressed in their book, balanced scorecard: (the balanced scorecard) should translate a
business unit mission and strategy into tangible objectives and measures (that) represent a
balanced between external measures and internal measures of critical business processes the
measures are balanced between outcome measures and the measures that drive future
performances.

Team Performance and control process in sales

organization
By RAJGOPAL

According to Rajgopal the balance between team designing and team coordination in performing
sales and managerial control strategies are normally based on salespersons outcomes. It may be
appropriate for the managers to consider review of team designs for improving the sales unit
effectiveness. However, there is no apparent negative impact of relatively high levels of control
behavior in combination with team coordination and leadership attributes. Work environment is
largely governed by team coordination effects for the salespeople. Sales team building process
has a large effect on sales organization effectiveness both directly and indirectly through its
relationship with salespersons behavioral performance. Collecting and processing territory and
account information are major aspects of salespersons task and to a large extent salespersons
effectiveness depends on the amount and quality of the market information available to t hem.
The study reviews existing theoretical and management issues pertaining to team sales practices
and determines major variables that affect the team performance in selected industries. The
results of the study are consistent with the findings of the previous studies referred in the paper.
However, this paper attempts to contribute significantly to the existing studies a sthere is paucity
of literature on this subject particularly in references to Latin America.

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 COMPANY PROFILE

Tata Teleservices Limited, along with Tata Teleservices

(Maharashtra) Limited, serves over 85 million customers in
more than 450,000 towns and villages across the country,
with a bouquet of telephony services encompassing the GSM,
CDMA and 3G platforms, offering Mobile Services, Wireless
Desktop Phones, Public Booth Telephony and Wire line Data
Services across one unified and integrated brand-Tata DOCOMO.

Tata Teleservices Limited (TTL) spearheads the Tata Group's presence in the telecom sector.
Incorporated in 1996, TTL is the pioneer of the CDMA 1x technology platform in India and
embarked on a growth path after the acquisition of Hughes Telecom (India) Limited [renamed
Tata Teleservices (Maharashtra) Limited] by the Tata Group in 2002. It launched mobile
operations in January 2005 and today enjoys a pan-India presence through existing operations in
all of India's 22 telecom Circles. The company is also the market leader in the fixed wireless
telephony market and also enjoys leadership position in the enterprise space.

Tata Teleservices Limited has established a significant presence in the GSM space, despite
having entered the market less than three years ago in a joint venture with NTT DOCOMO of
Japan, and offers differentiated products and services under the Tata DOCOMO brand name.
Tata DOCOMO arises out of the Tata Group's strategic alliance with Japanese telecom major
NTT DOCOMO in November 2008. Tata DOCOMO has a pan-India license to operate GSM
telecom services-and has also been allotted spectrum in 18 telecom Circles. The company rolled

23
out GSM services in all of these 18 telecom Circles in the quick span of just over a year and is
today one of India's best-recalled private telecom operator brands.

Tata DOCOMO marks a significant milestone in the Indian telecom landscape, and has already
redefined the very face of telecoms in India, being the first to pioneer the per-second tariff
option-part of its Pay for What You Use' pricing paradigm. Tokyo-based NTT DOCOMO is one
of the world's leading mobile operators-in the Japanese market, the company is the clear market
leader, used by nearly 55 per cent of the country's mobile phone users.

Tata Teleservices Limited was also the first Indian private telecom operator to launch 3G services
in India under the brand name Tata DOCOMO, with its 3G launch in all the nine

telecom Circles where it bagged the 3G license in November 2010. In association with its NTT
DOCOMO, the Company finds itself favorably positioned to leverage this first-mover advantage.

TTL also has a strategic partnership agreement with retail giant Future Group to offer mobile
telephony services under the brand name-T24-on the GSM platform. The exciting new brand was
unveiled last year and the company first launched GSM operations in the city of Hyderabad. It
has since launched T24 GSM services in all 18 Circles where TTL has a GSM license.

In December 2011, TTL announced a unique reverse equity swap strategic agreement between its
telecom tower subsidiary, Wireless TT Info-Services Limited, and Quippo Telecom Infrastructure
Limited-with the combined entity kicking off operations with 18,000 towers, thereby becoming
the largest independent entity in this space-with the highest tenancy ratios in the industry. Today,
the combined entity-which has been re-christened as VIOM Networks-has a portfolio of nearly
40,000 towers.

24
Board of Directors

Mr. Kishor Chaukar

Mr. Ratan N. Tata Designation: Managing Director
Designation: Chairman Company: Tata Industries Ltd.
Company: Tata Teleservices Ltd.

Mr. N Chandra
Mr. Srinath Narasimhan Designation: Chief Executive Officer
Designation: Managing Director Managing Director
Company: Tata Teleservices Ltd. Company: Tata Consultancy Services
Limited (TCS).

Dr. Kiyohito Nagata Mr. Hajime Kii

Designation: Senior Vice President Designation: Director
Responsible for Product Business Strategy Company: Tata Teleservices Ltd.
Company: NTT DOCOMO, INC.

25
 Mr. Kazuto Tsubouchi
Designation: Executive Vice President
Chief Financial Officer Mr. NS Ramachandran
Company: NTT DOCOMO, INC. Designation: Independent Director
Company: Tata Teleservices Ltd.

Mr. Cyrus P. Mistry Mr. I. Hussain

Designation: Director Designation: Director
Company: Tata Teleservices Ltd. Company: Tata Sons Ltd.

Product of Postpaid TATA

TELESERVICES
PHOTON PLUS

Tata Photon Plus is a High Speed Internet Access Service (HSIA) in the form of a USB Modem
offered by Tata Teleservices Ltd.
It is a mobile internet connectivity which allows you to access internet anytime,
anywhere
The speeds offered are
o Up to 3.1 Mbps (Downlink)
o Up to 1.8 Mbps (Uplink)

26
 PHOTON MAX

Photon Max is a High Speed Internet Access (HSIA) Service which offers speeds up to 6.2 Mbps
(Downlink) & 3.6 Mbps (Uplink)
It is a mobile internet connectivity which allows you to access internet anytime,
anywhere
The speeds offered are
o Up to 6.2 Mbps (Downlink)
o Up to 3.6 Mbps (Uplink)

WALKY

27
WIRELESS HUB

Tata Docomos 3G Wi-Fi Hub is portable Mobile Wi-Fi terminal which can be used by simply
inserting the Tata DOCOMO 3G or Tata Photon Plus CDMA/EVDO SIM card for High speed
wireless broadband connectivity up to 7.2 Mbps at home or at the office. It works with any PC /
Laptop or device that is Wi-Fi enabled, connects up to five devices at once, and fits in your
pocket so you can take it everywhere.
Tata Docomo 3G Wi-Fi Hub contains a Dual mode SIM slot which also works on Tata Photon
Plus Services and Tata Docomo 3G to connect to the 3G network and 5 users can then connect
their computers, mobile gaming devices, digital music players to the device over Wi-Fi to enjoy
3G speeds.

POSTPAID MOBILE

28
 Competitors Profile

VODAFONE

Vodafone is a mobile network operator headquartered in Berkshire, England, UK. It is the

largest mobile telecommunications network company in the world by turnover and has a market
value of about 89.1 billion. Vodafone currently has operations in 25 countries and partner
networks in a further 42 countries. The name Vodafone comes from Voice data fone, chosen by
the company to "reflect the provision of voice and data services over mobile phones."As of 2006

29
Vodafone had an estimated 439 million customers in 25 markets across 5 continents. On this
measure, it is the second largest mobile telecom group in the world behind China Mobile. In the
United States, Vodafone owns 45% of Verizon Wireless.Vodafone Essar, previously Hutchison
Essar is a cellular operator in India that covers 21 telecom circles in India. Despite the official
name being Vodafone Essar, its products are simply branded Vodafone. It offers both prepaid and
postpaid GSM cellular phone coverage throughout India and is especially strong in the major
metros.Vodafone Essar provides 2G services based on 900 MHz and 1800 MHz digital GSM
technology, offering voice and data services in 22 of the country's 23 licence areas.Vodafone
Essar is owned by Vodafone 52%, Essar Group 33%, and other Indian nationals, 15%.On
February 11, 2007, Vodafone agreed to acquire the controlling interest of 67% held by Li Ka
Shing Holdings in Hutch-Essar for US$11.1 billion, pipping Reliance Communications, Hinduja
Group, and Essar Group, which is the owner of the remaining 33%. The whole company was
valued at USD 18.8 billion.

AIRTEL

Sunil Bharti Mittal founded the Bharti Group. In 1983, Mittal was in an agreement
with

Germany's Siemens to manufacture push-button telephone models for the Indian market. In

30
1986, Mittal incorporated Bharti Telecom Limited (BTL), and his
company became the first in
India to offer push-button telephones, establishing the basis of
Bharti Enterprises. By the early
1990s, Sunil Mittal had also launched the country's first fax
machines and its first cordless
telephones. In 1992, Mittal won a bid to build a cellular phone network in Delhi. In 1995, Mittal
incorporated the cellular operations as Bharti Tele-Ventures and launched service in Delhi. In
1996, cellular service was extended to Himachal Pradesh. In 1999, Bharti Enterprises acquired
control of JT Holdings, and extended cellular operations to Karnataka and Andhra Pradesh. In
2000, Bharti acquired control of Skycell Communications, in Chennai. In 2001, the company
acquired control of Spice Cell in Calcutta. Bharti Enterprises went public in 2002, and the
company was listed on Bombay Stock Exchange and National Stock Exchange of India. In 2003,
the cellular phone operations were rebranded under the single Airtel brand. In 2004, Bharti
acquired control of Hexacom and entered Rajasthan. In 2005, Bharti extended its network to
Andaman and Nicobar. This expansion allowed it to offer voice services all across India. In
2009, Airtel launched its first international mobile network in Sri Lanka. In 2010, Airtel acquired
the African operations of the Kuwait based Zain Telecom.In March 2012,Airtel launched a
mobile operation in Rwanda.
Today, Airtel is the largest cellular service provider in India and the third largest in the world
with with over 246 million subscribers across 20 countries as of March 2012. And in India with
over 187.30 million subscribers.

Reliance communication
Reliance Communications (formerly Reliance Communications Ventures) is one of India's
largest providers of integrated communications services. The company has more than 20 million
customers and serves individual consumers, enterprises, and carriers, providing wireless,
wireline, long distance, voice, data, and internet communications services through a number of
operating subsidiaries. The company sells communications and digital entertainment products
and services through its chain of Reliance Web World retail outlets. The company's Reliance
Infocomm subsidiary provides wireless communications services throughout India. Reliance
Communications is part of the Reliance - Anil Dhirubhai Ambani Group. The current network
expansion undertaken by Reliance is the largest wireless network expansion undertaken by any

31
operator across the worldReliance is a $16 billion integrated oil exploration to refineryto power
and textiles conglomerate It is also an integrated telecom service provider with licenses for
mobile, fixed, domestic long distance and international services. Reliance Infocomm offers a
complete range of telecom services, covering mobile and fixed line telephony including
broadband, national and international long distance services, data services and a wide range of
value added services and applications. Reliance IndiaMobile, the first of Infocomm's initiatives
was launched onDecember 28, 2002. This marked the beginning of Reliance's vision of ushering
in a digital revolution in India by becoming a major catalyst in improving quality of life and
changing the face of India. Reliance Infocomm plans to extend its efforts beyond the traditional
value chain to develop and deploy telecom solutions for India's farmers, businesses, hospitals,
government and public sector organizations. Until recently, Reliance was permitted to provide
only limited \mobility services through its basic services license. However, it has now acquired
a unifiedaccess license for 18 circles that permits it to provide the full range of mobile services.
It has rolled out its CDMA mobile network and enrolled more than 6 million subscribers in one
year to become the countrys largest mobile operator. It now wants to increase its market share
and has recently launched pre-paid services

The Indian Telecomm market is divided 23 circles. These circles are further divided in A, B and
C category based on Economic parameters and revenue potential. Each circle has its separate
licenses. Maximum four operators are allowed in one circle. These licenses are saleable.

32
 TATA TELESERVICES NATIONAL
PRSENCE

33
 ANSOFF MATRIX OF TATA TELESERVICES

34
35
 SWOT ANALYSIS OF TATA
TELESERVICES

STRENGTH Weakness
Brand recognition Low ARPU
Financial soundness Unable to attracts
postpaid users and
Technical expertise
corporate customers
Limited tariff plans

Opportunity THREATS
Gov. policy of Increasing no. of
introducing unified competitors
license
Reducing ARPU
Increasing demand of
Competitors
wireless internet
aggressive marketing
connectivity
Competitors
superiority in
broadband and
internet

36
 PESTEL ANALYSIS

POLITICAL
The current and future political support
Grants, funding and initiatives
Effect of wars or worsening relations with particular countries

ECOCONOMICAL
Ease of access to loans
Current and future level of interest rates, inflation and unemployment
Specific taxation policies and trends
Exchange rates

SOCIAL
Social mobility
Media views and perceptions
Ethnic and religious differences

TECHNOLOGICAL
The ways in which consumers make purchases
Intellectual property rights and copyright infringements
Global communication technological advances

LEGAL
Legislation in areas such as employment, competition and health & safety
Future legislation changes

ENVIRONMENTAL
Recycling considerations
Attitudes to the environment from the government, media and consumers
Current and future environmental legislative changes

37
 RESEARCH METHODOLGY

OBJECTIVES OF THE RESEARCH

The basic purpose of the research was to identify the position of the TATA product. The key
objectives of the research are as follows:

o To know about the how they (RETAILER) get TATA product.

o To make the productive retailers for TATA TELESERVICES LTD

o To know about the CUSTOMER AND RETAILERS satisfaction from TATA

product.

o To make the retailers and customer aware about the new product and plans and
with this to know exactly what type of plans does the customer wants to use.

o Ask them to take the complete view of the customer about the TATA products and
its services and thus to generate need of TATA product.

o With the help of the questionnaire the company can made the important change in
the product plans, services and schemes and customer satisfaction.

Problem definition

Make the productive retailers for TATA TELESERVICES and connect them with distributor

Research design
The methodology adopted for this project is exploratory in nature since there is no hypothesis

that has to be tested. The conclusions have been drawn by exploratory research work.

38
 Research plan

Data sources:
Primary Sources

The data source here is primary with the help of questionnaire to know about the status of
retailers and his ability to sell TATA product.

39
 AREAS SURVEYED

In my project time I have visited in many areas in central Delhi (karolbagh) so here is the
information about the company which I have collected from them. Areas Surveyed:-

Dev nagar (karolbagh)

Raigarpura

Filmistan

Manakpura

Naiwala

Anand parbat

MCD market

Desh Bandhu Gupta road

Channa market

Military road

Gurudwara road

40
 Data Analysis based on the Questionnaire

1) Type of connections in which you are dealing in:

a. Prepaid b. Postpaid c. Both

Chart Title
prepaid postpaid both

30%

60%
10%

INTERPRETATION

41
In karol bagh area 60% retail store are which deals in prepaid and only 10% stores are deals in
postpaid and 30% are deals both prepaid and post paid.

2) Types of sevices sold by you in prepaid connections

a. CDMA b. GSM c. Both

Chart Title
CDMA GSM BOTH

11%
31%

58%

INTERPRETATION

58% dealers are selling GSM in prepaid , 31% CDMA & GSM. Only 11% are selling CDMA.

42
 3) Types of sevices sold by you in pospaid connections.

a. CDMA b. GSM c. Both

Chart Title

Both; 10%

CDMA; 22%

GSM; 68%

INTERPRETATION

43
For postpaid in KarolbBagh 68% dealers sell GSM, 22% CDMA and 10% sell GSM and CDMA
both.

4) Types of products sold by the retailer

a. HANDSETS c. Mobile connection e. Walky /land line

b. Mobile accessories d. Data card

In this question only 90 % retailers said that they sell all product except walky only 10%
retailers also sell walky because in karolbagh area the demand of walky is very low.

5) Monthly sale at you counter for various products

a. Prepaid

b. Postpaid

The average sale of preapaid pdoduct was 100 connection but postpaid it was 5-6 only.

6) current margin on one activation

a. prepaid

44
 b. postpaid

c. Data card

Mrgin was same for all retail shop:-

Prepaid - 25-30

Postpaid - 450-500

Data card- 400-500

7) what are your expectations if you want to become an active retailer of Tata Indicom?

Chart Title

distributor connection; 11%

Better service; 22%

Better margin; 67%

INTERPRETATION

In this question I observed that in Karol bagh many of dealers want more profit margin to sell
TATA postpaid product.67% dealers want more profit. 22% demanded for better sevice and 11%
want distributor connection.

45
46
 Sales process

Prospect

1st step of sales process is to find the potential buyer. For TATA TELESEVICESs products. the
dealers are our buyers . My work was to sell them TATA TELESEVICESs product.

Qualify

2nd step of sales process is finding the ability to buy in your prospect. This work had been done
with the help of questionnaire. For example monthly sale of retailers, type of product sell by
retailers.

47
Need analysis

3rd step is to find out the retailers which I am going to sell has need of TATA TELESEVICESs
product or not. Demand of postpaid connection is there in area or not?

Proposal

According to 4th step after gathering all data my work was to planning for sell and offer the
proposal to dealers become the active or productive dealers for TATA TELESEVICES.

Negotiation

At 5th step my work was to give all the plans and scheme to dealers of TATA TELESEVICESs
products.

Deal

6th step was slightly different for me because that was not confirmed dealers will by my product
in 1st time or not? Here I joined a new step RECALL; if dealer does not buy my product in one
time I will call him talk with him again and again.

48
PROMOTION THROUGH THE CANOPY

In my training I promoted the TATA net connect data card through canopy. During the 7 days
period of canopy i observed the response of customer upon this offer we provided one laptop
bag with one TATA PHOTON PLUS .this canopy week planed for creating awareness and sell
product TATA data cards post-paid and mobile connection. The response of customers was very
good. That was good experience and I learn how to sell direct to the customers.

49
50
 Conclusion

Retailers are more attentive foe prepaid connection.

Vodafone, airtel and reliance are big competitor for TATA PHOTONE.

TTSL CDMA has a facility of Auto Roaming.

Better internet plan compare to other.

Better roaming plan.

No any roaming charge.

TTSL have strong customer segment in corporate.

Lacking in promotional activity.

Billing problem.

Strong scheme for postpaid plan.

Lack of communication between dealers and distributor

After sale Service is very low

51
 Recommendations

Company should create an extended service level to maintain the relations with their
retailers and customers.

Market survey should be there for proper segmentation of TATA postpaid services.

Proper analysis of tariff plans of Competitiors and make them friendly to users.

Company should improve billing problems.

52
Learning

TATA telecommunication is a very big brand name and I am very thankful to the TATA people to
help me in completing my project in TATA telecommunication. TATA telecommunication
provides me the good opportunities to make my skills stronger in marketing. I am also very
thankful to my project guide Mr Kapil Bhateja for giving me his useful guidelines and important
time. While doing this project I have talked with many people and came to know about the
market and I learnt that how the companies works and what they have to do for retaining their
position in the market. TATA telecommunications has trained me to face the challenges whatever
in the market.

As TATA TELECOMMUNICATION is a telecom company the project was

totally a marketing project hence it helped me to practically understand the
telecommunication services. The company helped to understand various
schemes.

53
 The company also helped me to understand every step of their competitors in
the market

During 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.

During the survey I came to know the real competition between the major
players of telecom industry. It helped me to understand the future of telecom
industry with its opportunities with its opportunities and threats.

Annexure
DEALERS IN KAROL BAGH BEA

N NAME OF SHOP STATUS ADDRESS

o.
1- Raj computers Hot Visnu mandir, rahgar pura
Karolbagh,new delhi
2- Milind telecom warm Dev nagar , karolbagh
3- Jai mata di Hot Dev nagar , karolbagh
4- Sachin telecom Cold Dev nagar , karolbagh
5- Win telecom Hot Dev nagar , karolbagh
6- B.D agarwal Hot Dev nagar , kaolbagh
7- Kundra traders Hot Dev nagar , karolbagh
8- Maa durga telecom Warm Rahgarpura, karobagh
9- Sai telecom Warm Rahgarpura , karobagh

54
10 Honest mobile shop Hot Filmistan, karol bagh
-
11 Royal shop Cold Naiwal , karolbagh
-
12 Mark agencies Cold New rohtak road,
- karolbagh
13 G .c das com. Cold New rohtak road ,
- karolbagh
14 D.R Cold East park road
-
15 Wadhba Warm Navi karim, karol bagh
-
16 Reetesh Cold Filmistan , karl bagh
-
17 Shiva Cold Rahgarpura , karolbagh
-
18 Harshit telecom Warm New rohtak road,
- karolbagh
19 Jimmy mobile Warm Channa market ,
- karolbagh
20 Balaji tel. Hot Anand parbat, karol bagh
-
21 Anupama Cold Anandd parbat, karol
- bagh
22 Khandelwal Cold Anand parbat , karol bagh
-
23 Win warm Anand parbat , karo bagh
-
24 Mobile shop Warm Anand parbat , karo bagh
-
25 Teena mobile shop warm Anand parbat , karo bagh
-
26 Shree balaji closed Anand parbat , karo bagh
-
27 Ace computer closed Anand parbat , karo bagh
-
28 m.p jain cold Anand parbat , karo bagh
-
29 Khanna cold Anand parbat , karo bagh
-
30 Kalra mobile shop cold MCD market karol bagh
-
31 Vaisno mobile cold MCD market karol bagh
-
32 Naresh cold MCD market karol bagh

55
-
33 Wish marketing warm MCD market karol bagh
-
34 Kamakya mobile warm Anand parbat , karo bagh
-
35 Dada pota & sons. warm Gurudwara road, karol
- bagh
36 Om dev telecom cold Dev nagar karol bagh
-
37 Tayal ji total Warm Rahgarpura, karol bagh
-
38 Calling hub Hot Karol bagh
-
39 Sai enter Warm Guru dwra road
-
40 Digitek computer Warm d. b gupta road
-
41 Chawla Hot Channa market
-
42 Communication warm Channa market
-
43 Bansal tel. Hot Nehru nagar
-
44 Anshu mobile cold Gurudwara road
-
45 R.K mobile Hot Desh bandhu gupta road
-

56
 SOME PLANS OF TATA TELESRVICES

PRODU MODEL DP ACTIV SALE RETAI REMARKS

CT ATION PRICE LER
MARG MARG
IN IN
walky Huawai 999 100 1350- 450
F 203 1500
Data Photon 117 350 1200 380
card plus 0
Data Photon 195 400 2000 450
card max 0
Wi-fi Docomo 585 450 6500 1100
router wi-fi 0
CDMA postpaid 35 200 50 215 Security
mobile amount
required
rs 500
per

57
 connectio
n
Pre to Postpaid free 250 50 300 Security
postpai sim amount
d rs 500
ACTIVATION SLAB SCHEME
Photonplus/max Additional
1-5 0
6-10 50
11-20 100
21+ 200
TATA POSTPAID SERVICES AVAILABLE HERE

TATA PHOTON PLUS-speed up to 3.1 Mbps

TATA PHOTON MAX-speed up to 6.2 Mbps

TATA DOCOMO WI-FI POCKET ROUTER(5 users can connect at same time)

TATA WALKY CONNECTIONS

Authorized retail distributor- SUMBHAV SOLUTIONS-9212290316

58
 Questionnaire
TATA TELESERIVICES LTD.

Name of dealer:- Contact no.:-

Address:-

1.) Type of connection in which you are dealing in.

59
 a. Prepaid b. Postpaid c. Both

2.) Types of services sold by you in postpaid connection.

a. CDMA b. GSM c. Both

3.) Types of products sold by the retailer.

a. CDMA b. GSM c. Both

4.) Types of product sold by the retailer.

a. HANDSETS d. DATA CARD

b. Mobile Connection

c. Mobile Accessories e. Wacky/ land line

5.) Current distributers name for various service providers

a. Reliance

b. Airtel

c. Vodafone

d. Idea

e. Aircel

f. MTS

g. Others

6.) If you are selling Tata products, from where are you getting your services?

a. Prepaid

60
 b. Postpaid

7.) Monthly sale at you counter for various products

a. Prepaid

b. Postpaid

c. Recharge vouchers

8.) Current margin on one activation

a. Prepaid

b. Postpaid

c. Data-card

9.) What are your expectations if you want to become an active retailer of Tata
Indicom? ....................................................................

61
 Bibliography

www.dot.gov.in
www.tatatelesevices.com
www.Airtel.in
www.vodafone.com
www.trai.com
www.coai.com

Articles:
Rajgopal and Rajgopal. A, (2008), team performance and control process in sales,
team performance management, vol-14, 75-80.
Miller. N(2001), sales process as arisk management tool.

Books:
Kotler P.keller k.
Malhotra N.K

62