1. A
PROJECT REPORT ON DISTRIBITION EXPENSION
AND MARKET SERVICE UPTO OUR
SATISFACTION
AT
AIRTELTELECOM DATIA
For the partial fulfillment of the award of
Master of Business Administration
(2008-2010)
Submitted Submitted
TO BY
KAMAL SINGH RAJPUT
HEAD OF THE DEPARTMENT
MBA IIIrd SEM

2. IPS College of Technology & Management
Bela Ki bauri Shivpuri Link Road Gwalior (MP)
ACKNOWLEDGEMENT
.
It is a matter of great pride for me to accept the challenge of being
associated with one of the most dynamic and required field of studies,
which is known as Information Technology and this leads to the way of
getting training in the networking , which is used in telecom services . It is
a great pleasure to acknowledge with sincere gratitude to all those who
helped me to make this project a success.
First I would like to thanks Mr. Sudhir Bhadoriya who gave
me an opportunity in the world largest telecom company and
special thanks go to Mr. Sharad Parasar and Mr. Sunil
Bansal, who were always ready to listen and give advice.
I will also like to thank Mr.Sachin Arjaria {RSO] who shared his
valuable experience with me under who’s guidance i completed my
summer training successfully.
At last, thanks to the Head of the Management Department
of IPS College of Tech. Mgmt. Dr. George Thomas and all
the faculty members and also my friends for being so
supportive.

3. .
DEC
LARATION
I Kamal Singh Rajput a student of “M.B.A.-III Sem.” from
IPS COLLEGE OF TECHNOLOGY AND MANAGEMENT
,GWALIOR here by declare that all the information has been
used for purely academic purpose.
I also declare that all information gathered by me during
training at the SHRI RAM ENTERPRISES AIRTEL RURAL
OFFICE, DATIA will be kept strictly confidential and not be
disclosed without prior written consent of Airtel,(GWALIOR).
I anywhere else for the award of any degree or diploma
have not submitted this work. All the source of information and
help have been duly mentioned and acknowledge.

4. SIGNATURE OF THE
STUDENT
OBJECTIVE OF THE INDUSTRIAL TRAINING :
The Main Objective of Industrial Training was to get an
Industrial Interface, because it becomes very necessary to get
an overview of working in an Industry. It is very helpful to the
Students who want to be a part of the Industry after the MBA.
A major aspect of career counseling and guidance is
knowledge of the world of work. Ignorance of the many ways in
which people earn a living has been a great deterrent to freedom
of occupational choice.
The value of work experience in education has long been
recognized and is now emphasized in the counseling of youth.
Industrial Training is not only to train the Students in a particular
field but also to teach them the value of working environment.

5. CONTENTS-:
• AIRTEL IN INDIAN TELECOM MARKET
• COMPANY PROFILE
• SUNIL BHARTI MITTAL AS A DINAMIC
LEADER
• AIRTEL TELE VENTURE LTD.
• SERVICES PROVIDED BY THE AIRTEL
• VISION & MISSION OF AIRTEL
• MOTIVE OF THE INDUSTRIAL TRAINING

6. DISCRIPTION OF PROJECT SITES:-
 LESS THAN 5 TR SITES
 LOW REVENUE SITES
 CUNSUMER SURVEY
 SAMPLE OF QUESTIONNAIRE
 GRAPHICAL REPRESENTATION
 LIST OF NEW OUTLETS
 CAUSES OF LOW REVENUE
 SOLUTION OF THE PROBLEM
 OBJECTIVE OF THE TRANING
 TRANING EXPERIENCE

7. AIRTEL IN INDIAN TLECOME MARKET
In these days a mobile has been become a fashion symbol
for the people. Today, it is a basic communication medium for all
socio-economic segments.
Today the Indian mobile market is the fastest growing and the
most competitive in the world. Today India has approximately
170 million phones Connections as on July 2007 (Source:
Cellular Operators' Association of India And Association of Basic
Telecom Operators). There are many player in telecom market.
Airtel is one brand which has been success in building up a vast
subscriber base for itself. Airtel's journey to leadership began in
Delhi in 1995.
Since then, Airtel has established itself pan-India targeting the
entire population in India. In the last ten years Airtel has
achieved many firsts and unique records: it was the first to
launch nationwide roaming operations, it was the first to cross
the one million and the five million customer marks. It was also
the first to launch services overseas. Bharti airtel crossed the 10

8. million custumer in november 2004.in july last year ,it crossed
25 million customer mrks.
PROFILE OF THE COMPANY
“ As we spread wings to expand our capabilities and
explore new horizons, the fundamental focus remains
unchanged; seek out the best technology in the world and put it
at the service of our ultimate user: our customer.”
Mr. Sunil Bharti Mittal (Chairman and MD)
Bharti Tele-Ventures Limited, a part of Bharti Enterprises ,
is India's leading provider of telecommunications services. The
businesses at Bharti Tele-Ventures have been structured into
two main strategic business groups - the Mobility Leaders
business group and the Infotel Leaders business group. The
Mobility business group provides GSM mobile services across
India in twenty-three telecom circles, while the Infotel business
group provides broadband & telephone services, long distance
services and enterprise services. All these services are provided
under the Airtelbrand.
Airtel comes to you from Bharti Cellular Limited - a part of
the biggest private integrated telecom conglomerate, Bharti
Enterprises.
Bharti Enterprises has been at the forefront of technology and
has revolutionized telecommunications with its world class
products and services.

9. Established in 1985, Bharti has been a pioneering force in
the telecom sector with many firsts and innovations to its credit,
ranging from being the first mobile service in Delhi, first private
basic telephone service provider in the country,
First Indian company to provide comprehensive telecom
services outside India in Seychelles and first private sector
service provider to launch national long distance services in
India. As of March 31st 2003, Bharti had approx. 3.44 m total
customers nearly 3.07 m mobile and 372,000 fixed line
customers. Bharti has many joint ventures with world
leaders like Singtel (Singapore Telecom); Warburg Pincus, USA;
Telia, Sweden; Asian infrastructure find, Mauritius; International
Finance Corporation, USA and NewYork Life InternationaL,
USA.
In service sector business include mobile operations in
Andhra Pradesh, Chennai, Delhi, Gujarat, Haryana, Himachal
Pradesh, Karnataka, Kerala, Kolkata, Madhya Pradesh,
Maharashtra, Mumbai, Punjab. In addition, it also has fixed line
operators in Madhya Pradesh and Chattisgarh, Haryana, Delhi,
Karnataka and nationwide broadband and long distance
networks.
Bharti has recently launched national long distance
services by offering data transmission services in voice
transmission services for calls originating and terminating on
most of India’s mobile network.
The company is also implementing a sub-marine cable
project connecting Chennai and Singapore for providing
international bandwidth.
Bharti enterprise also manufactures and exports telephone
terminals and cordless phones. Apart from being the largest
manufactures of telephone instruments it is also the first

10. Telecom Company to export its product to USA.
SUNIL BHARTI MITTAL- chairmen & CEO
Mr. Sunil Bharti Mittal is one of the most successful
businessman and honorable person in the present
cooperate world. He started his business in 1976 with only
Rs. 80000.
 Initially his business was manufacturing Hero cycle
parts in Hariyana and supplied them to Mumbai and
Ludhiyana.
 He is the person first who introduce Hero Honda
electric generators in India. He import these generators
from Japan.
 He also introduce button phone first time in India. The
name of the company is Beetal.
 In 1995 he launched Bharti Airtel in Indian market
which is now known as India’s no.1 telecommunication
company.
 Firstly Airtel was launched in Delhi and now it is
established 24 states.

11.  First company who introduced hello tune
BHARTI TELE-VENTURES LTD.
Barti tele-ventures limited is a part of the biggest
private integrated telecome company ,Bharti
Enterprises . I past 10 years ites has been pursuited
great consumer satisfaction . Airtel has redefined
the business through marketing innovations,
continuous technological up gradation of the
network ,intoduction of new generation value added
services and the highest standard of customer
care.
Bharti is the leading cellular service
provider , with an all India footprint covering all 23
telecom circles of the country. It has over 12 million
satisfied customers.
Cellular telephony was introduced in India
during the early 1990s. At that time, there were only
two major private players Bharti(Airtel) and Essar both
companies offered only post paid services .
initially,the cellular services market resistered limited
growth. Although the cellular services market in India
grew during the late 1990s the growth was rather
marginal.This was because cellular service providers
offered only post-paid cellular services , which were
still perceived to be very costly as compared to
landline communication. Fololing this realization , the

12. major cellular service providers in India, launched
prepaid cellular services in the late 1990s. The main
purpose of these services was to target custumers
from all sections of society.
.
SERVICES PROVIDED BY THE AIRTEL
 AIRTEL PREPAID
Airtel Prepaid, the Ready Cellular Card from Airtel comes to
you from Bharti Enterprises, India's leading integrated telecom
service provider. Going mobile with Airtel Prepaid is a new way
of life. With a host of great features, also simple to use, Airtel
Prepaid makes everything that you dreamt and believed,
possible.
 AIRTEL POSTPAID
Airtel welcomes you to a vibrant world of unlimited
opportunities. More exciting, innovative yet simple new ways to
communicate, just when you want to, not just through words but
ideas, emotions and feelings. To give you the unlimited freedom
to reach out to your special people in your special way.
AIRTEL ROAMING

13. Airtel's Roaming service allows you to use your mobile
phone to make or receive calls from almost anywhere in India
and abroad.
Airtel Roaming gives you two great options:
• AIRTEL NATIONAL - Enjoy roaming in India across 42
partners’ networks and over 750 cities.
• AIRTEL INTERNATIONAL - Roam across international
destinations, in nearly 119 countries including USA, Canada,
UK etc. with 284 partner
PAST & CURRENT DOVELOPMENT
September 2004, Bharti provided fixed-line telephony and
broadband services under the Touchtel brand. Bharti now
provides all telecom services including fixed-line services under
a common brand "Airtel"
Blackberry
On 19 October 2004 Airtel announced the launch of a
Blackberry Wireless Solution in India. The launch is a result of a
tie-up between Bharti Tele-Ventures Limited and Research in
Motion (RIM).
Digital TV
Main article: Airtel Digital TV
On 9 October 2008, Airtel joined the DTH bandwagon in
India with Airtel Digital TV, a Direct-to-Home Television service.
iPhone 3G
The Apple iPhone 3G rolled out in Indian Market on 22nd
August 2008 via Airtel & Vodafone. Airtel & Vodafone are
planning to launch the newly released Iphone 3GS (16GB &
32GB) in August 2009 in India. Due to the high retail price of
INR 32,000 (8GB) and INR 37,000 (16GB), and unavailability of

14. 3G services, iPhone 3G has not seen success in India despite
the sky-touching craze among youngsters.
Airtel 3G
Airtel plans to roll out 3G services in India in the next 6
months. Airtel's 3G speeds are rumored to be around 400Kb/s.
The main reason to roll out 3G is the competition from BSNL
rolling out 3G in India. The other main reason being to promote
the iPhone which, otherwise, has not yet seen success in India
PROJECT : LESS THAN 5 TR SITES &
LOW REVENUE SITES
Place: SHRI RAM ENTERPRISE
AIRTEL RURAL OFFICE DATIA (M.P.)
Duration: 45 Days
Date 30MAY 09 - 13 JULY 09
Zonal Manager: Mr. SUNIL BANSAL
RSO: Mr. .SACHIN ARJARIA
RD: Mr. PRAVEN BHODELE
Areas Covered: All >5 TR SITES & LOW REVENUE SITES.

15. OBJECTIVES OF THE TRANING-:
• To make the new outlets in > 5 TR SITES.
. T0 increase outlets & sim selling in low
revenue site.
• To search new revenues areas.
• To make aware to customers about the Airtel
services.
• To encourage the exiting retailers to increase the
Airtel services.
• To aware the retailers how they improve their
services.
• To encourage the retailers to start to sell Airtel sim
who doesn’t sell sim.
• To make aware to retailers about how they resolve
their problems related f.o.s.

16. MY PROJECT SITES
1:-PROJECT - LESS THAN 5 TR SITES
RAILWAY SITES-
1. KOTRA
2.UPRAY
3.PACHOKHARA
4.CHITWAI
5.GOVINDPUR
OTHER SITES -
• 1.SITAPUR
• 2.CHIRULA
• 3.SONAGIR
• 4.BADONKALA
• 5.SINDHWARI
• 6.PACHOKHARA
• 7.HIDORA
• 8.JIGNA
• 9.BHAROLI
• 10.UCHIA
• 11.NONER
• 12.IMALIA
• 13.RICHAR
• 14.BHUHARA

17. • 15.DURGAPUR
2-PROJECT:- LOW REVENUE SITES
RAILWAY SITES
.
1.KOTRA
2.UPRAYO
3.CHITWAI
4.GOVINDPUR
5.PACHOKHARA
OTHERSITES
1.SITAPUR
2.CHIRULA
3.SONAGIR
4.SARSAI
5.GODAN
6.BICHODNA
7.BADONKALA
8.SIDHWARI

18. 9.PACHOKHARA-2
10.HIDORA
11.JIGNA
12.BHAROLI
13.UCHIA
LIST OF 18 NEW OUTLETS -:
SHOP ADDRESS OWN
NAME ER
Sardar Sidhwari Mahes
General h
store Sardar
Jay Main road, Suresh
S.T.D. Uchia Mevafa
rosh
Shubh Jujharpur Duarka
S.T.D. Sen
Banti MainRoad,Dh Deenda
Kirana erpura,Datia yalRat
store hore
Anand Vill- Anand
Store Kevlari,Datia Gurjar
Jatav Vill-Lanch Brijesh
S.T.D. ,Dist-Datia Jatav
Sahu Pachokhara,Di Santos
Kirana st-Datia h Sahu
MA Sukhdevpura, Yaswa
Pitambra Dist-Datia nt
store Kushw

19. ah
AnandRi Badanpura, Anand
charge Dist.-Datia Dangi
store
Pappu Badanpura, Pappu
kirana Dist.-Datia Dangi
Milan Badanpura,Dis Ram
kirana t.-Datia milan
Dangi
Sahu Lanch, Dist.- Radhe
S.T.D. Datia syam
Sahu
Airtel prepaid
Airtel landline
Airtel broadband
2. Airtel service that attract you the most.
Airtel live Airtel live
19% Airtel prepaid
40%
Airtel
Airtel landline
broadband
23%
18%

20. 1. Airtel has been adopted by-
60 56
50
40
38
40 36
30
30
20
10
0
Student Shopkeepar Farmer Housewife
Airtel Other
prepaid
Airtel landline
Airtel broadband
Airtel live Airtel live
19% Airtel prepaid
2. Airtel service that attract you the most. 40%
Airtel
Airtel landline
broadband
23%
18%

21. 3.Customer take immediate benefit scheme offered by Airtel.
Can't say
5%
N0
16%
Yes
N0
Can't say
Yes
79%
All
29% coverage
coverage
39% Local call plan
4. Which are the most important for you? Roming plan
Roming plan All
8%
Local call
plan
24%

22. S.T.D./P.C.O. DETAILE:-
particular address honer
1.S.T.D. Kevlari ,Dist.-Datia Suresh kevlari
1.S.T.D. Digua,Dist-Datia Surendra Dhaker
1.S.T.D. Taret,Dist.-Datia Mahesh Sarma
Other detail:-
100 normal sim sell
5.Which celebrity you like most in Airtel advertisement.
Shahrukh
vidya Shahrukh
7% 34% Sachin
R.Madhvan
13%
A.R.Rah
man
R.Madhv
an
A.R.Rahman vidya
17%
Sachin
29%
full satsfy
Dissatisfy
22%
partial satisfy
partial dissatisfy
6. Customer satisfaction level-
Partial dissatisfy
9% dissatisfy
rrrttt
partial satisfy
10%
full satisfy
59%

23. 7. Which means of advertisement do you more attracts?
Other
Canop 6%
8%
Multimedia Multimedia
Announcement 34%
Print medi
13%
Hordings
Announcement
Canop
Other
Hordings
17%
Print medi
22%
STD Pack
35
30 Local call rate
25
8.Which plan of Airtel attracts you more? Roming plan
20 SMS pack
15
Night calling pack
10
5
0
STD Local Roming SMS Night
Pack call rate plan pack calling
pack

24. CAUSES OF LOW REVENUE-:
 Less information about schemes to retailers.
CAUSES OF LOW REVENUE
Improper response by F.O.S. toward retailers.
 Improper coordination between F.O.S. & retailers
 Less p.o.p. (accessories) to retailers.
 Less number of outlets in that particular area.
 Undeveloped market area.
 Unaware customers.

25. CONLUSIONS-:
• The F.O.S. should properly inform to retailers about
the schemes launched by distributors.
• The F.O.S. of that particular area should visit to his
field area, regularly and sincerely.
• The distributors should inform about each and
every F.O.S. who is working under him by the
retailers, whether he is approaching to his field area
retailers or not.
• On time balance should provided by F.O.F. to his
retailers.
• Optimal solutions of retailer’s problems by quick
response.
• Provided fair P.O.P. (i.e. accessories) to retailers.

26. • Activation of sim of customers as soon as within 2-3
hours.
• Formalities should be checked properly and they
should send to main office as soon as possible.
• Better signal should be provided in all regions.
• Good relation with customers and retailers
OUR LEARNING
. After the close analysis of the above data the Asia
largest private telecommunication company Airtel Ltd.
my own learning
I got a chance to get training in such a large amount of
learning in this telecom industry with the interesting topic; I could
apply this absorbed knowledge while opening new outlets in
those areas where gapes were. As have been mentioned all
details of new outlets in the list; are covered that areas which
had lack of full information’s regarding the services. These new
customers have taken interest by accepting the proper solutions
of problems came from customers.
They were also told about the welfare schemes prepared for
their continuous transaction of service which are as followings:-

27. • The retailer will be informed about the new product
launching as fast as possible.
• The retailer will be in a regular contact of FOS of that
area.
• The retailer will be provided some attractive POP to inform
and attract the customer.
• The retailer can contact the FOS any time.
PREFACE

28. As a management student, it is very important to get
acquainted with the practical knowledge of related field.
In same way I have completed my summer training in
“airtel” gwalior, which has largest market share of
private telecom service providers.
If we want to get the real knowledge of marketing
activities, the tricks to introduction of product, position of
the product and services to face the competitions,
telecom industry is unique example for it. Beside all
these things customer satisfaction is essential in each
and every service sector.
Telecom industry uses all the marketing mix
activities and in this way marketing force of the company
plays a vital role of existence of the company.
Sample of questionnaire

29. Customer’s Name-………………… Place-……………………...
Occupation-………………………..
1.Which mobile service do you prefer-
A. Airtel B. Idea C. Reliance D. BSNL D. Vodafone
2. Which one plan of airtel attracts you more-
A. STD Pack B. Night calling plan C. Local call rate D. Roaming plan E.
SMS Pack
3. Which means of advertisement is more attract of you-
A. Multimedia B. print media C. Hordings D. Can op E. Announcement
4.Which occupational people does more use of airtel-
A. Businessmen B. Student C. Farmer D Housewife E. Others
5. which sarvies do you use of airtel-
A. Airtel prepaid B. Airtel postpaid C. Airtel broad band D. Airtel live
6. Are you satisfy of the service of airtel-
A. Fully satisfied B. Partial satisfied C. Dissatisfied D. Fully dissatisfied
7. Which one is more important of you-
A. Coverage B. Connectivity C. Roaming D. Local call E. All
8. Which celebrity is more attract in airtel advertisement-
A. Shahrukh B. Sachin C. R. Madhvan D. A.R. Rahman E. VIdya Balan

30. 9. Do you take benefit of scheme offered by airtel-
A. Yes B. No C. Can’t say
10. You do not prefer the airtel because-
A. interrupted network B.Unavalavility of recharge C. unaware of new
scheme D. None
Thanks
Dated: