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1. ORGANIZATION
•Vivo is a leading global smart phone brand focusing on introducing products with professional-grade
audio, extraordinary appearance, and fast and smooth user experience.Vivo was founded in 2009 as a sub-
brand of BBK Electronics. The brand entered the telecommunication and consumer electronics industry
with landline phones and
wireless phones. In 2011, Vivo started manufacturing and marketing its own range of smart phones. Vivo
entered the Indian market in 2014.
•Currently 20,000 operators work in Vivo, and 3,000 engineers are in four R&D centers inDongguan,
Shenzhen, Nanjing and Chongqing. From hardware design and manufacture,to software development
(Android based Funtouch OS), Vivo has built a complete andsustainable ecosystem.

2. WHYITWASSELECTED?
The mobile phone industry has entered the era of smart phones; consumers now havequite different views
and demands of mobile devices. To achieve the above objective Ihave not restricted my study to just
Marketing strategies of vivo smart phones. In order tostudy about the smart phone business in India, and
to understand the scope thatMarketing of vivo has in this business, I have extended my project to do a
detailed studyof Smart phone market of the competitors of vivo. Through a comparative study betweenthe
competitors and vivo smart phone, I could arrive to a conclusion of the scope ofMarketing of vivo.
Objectiveofmystudy:
•To understand marketing strategy of vivo company
•To understand marketing mix used by vivo company.
•To understand customers thinking towards the smart phone
•To increase my marketing knowledge with the help of this project.
•To understand promotional activities used by vivo company
•To understand distribution strategies of vivo company.
•To gain the practical knowledge in the real business world .
•To learn more about the professional atmosphere and adopt the professional behavior .
•To learn how to innovate your ideas and achieve the main objective of theorganization .
•To know about sales departments .

3. INDIAN HISTORY OF VIVO:
It enters into India in 2014 December with the name of world slimmest phone X5 MAX. Its head office is
in Delhi. Very soon vivo will be manufactured in Indiaas the construction is already started in Gurgaon
Delhi. With in three months it achieve21% of the market share in india and it is targeting acquire 6 to 7 %
of Indian marketwith in the year of 2017 .
(worldslimmestphonex5maxi.e.4.75mm)
4
WHAT TYPE OF ORGANIZATION
The mobile phone industry has entered the era of smart phones; consumersnow have quite different views
and demands of mobile devices. In this context, BBK have started a new mobile phone brand “vivo” for
smart phone era, which is their promotion
focus over the years to come. BBK is a corporate brand, which has carriedyears of reputation for reliable
quality and strong manufacturing capability serving new brand vivo
.In modern times, with the Italian opera getting more and more popular, wefeel it is quite hard to express
our amazement and compliment of masterpieces by musicmasters like Verdi and Puccini. Therefore, the
word vivo has been employed, which addsimplications like likeness and vitality of outstanding arts to the
word vivo.

4. In short, vivo does not only convey “dynamics and vitality”, but also
expresses our heart-felt respect to heroes, masterpieces and the like. Its primitive butconcise
pronunciation is the very first response we have the minute we witness the birthof newborns or
occurrence of great event.
WORKCULTURE
Work culture plays an important role in extracting the best out of employees andmaking them stick to the
organization for a longer duration. The organizationmust offer a positive ambience to the employees for
them to concentrate on their work rather than interfering in each other’s work.
The staff their are very nice and kind. They provide all the primary & secondaryservices that other
companies. They are up to date with technology. I like to visitin this company as compared to another.
This vivo company is good.
.Culture in the Organization involves a system of employees behaviors, beliefs,attitudes and value. It
develops over time and is passed on from one generation ofworkers to the You can be seriouswithout a
suit. “In addition to an overall culture, there are subcultures within an organization.
.Characteristics of a work Culture in Sadguru Vivo mobiles:
•Employees have cordial relationship with each other.
•Employee are treated as one.
•Motivate the employees.
•MBO system is followed.
•Promote team building activities to bind the employees together.

5. MISSION
•To customers, we promise to provide quality products and superior services.
•To employees, we commit to build up harmonious work atmosphere of mutualrespect.
•To business partners, we shall furnish a fair and square cooperative platform onthe basis of equality and
mutual benefit.
•To shareholders, we are devoted to rendering higher investment returns thanaverage.
VISION:
“To become a healthy world –class enterprise for long”
COREVALUE:
“Vivo India general business principles describe our group’s core values, responsibilities and
theprinciples&behaviorbywhich
we do business.”
OURVALUE
Vivo India employees share a set of core values:
•Integrity
•Team Spirit
•Superior Quality
•Sustained Learning
•Customer Orientation
ORGANIZATION STRUCTURE OF VIVO COMPANY:
CEO :
The responsibilities of an organization CEO OR MD are set by the organization’s board of director or
other her authority , depending on the organization’s legal structure.
They can be far- reaching or quite limited and are typically enshrined in a formaldelegation of authority.
Typically , the CEO/MD has responsibilities as a director,decision maker , leader , manager and executor.
The communicator role can involve
the press and the rest of the outside world , as well as the organization’s management andemployees; the
decision making role involve high-level decision about policy andstrategy . As a leader of the company ,

6. the CEO/MD advises the board of directors,motivates employees , and drives change within the
organization . as a manger , theCEO/MD presides over the organi
zation’s day-to-day operations.
TYPESOFPRODUCT&SERVICEOFFREDBYORGANIZATION:
•2012, Xplay, world’s first Hi-Fi smart phone integrated with OPA2604 amplifying
power .2013, Vivo X3, world’s first Hi-Fi smart phone integrated with ES9018decoding chip
•2013, Xplay3s, world’s first 2K display Hi-Fi music smart phone with extremedisplay performance
•2014, X5Max, world’s slimmest smart phone with a totally new framework of Hi-Fi2.0
•2015, X5Pro, the extreme Hi-Fi and slim body model was launched
•2015, Vivo India joined the Make in India movement by inaugurating our firstmanufacturing unit in
Greater Noida
•2016, Vivo India launched V3/V3Max with Faster Fingerprint Unlocking System &Camera Capture
along with the opening of VIVO IPL 2016•2016, V5/V5Plus, world’s first 20 MP Moonlight Selfie

7. Camera From 2011, Vivo has been certified in over 100 countries and regions worldwide,choosing the
path of internationalization and moved on. Currently Vivo is present in India, Malaysia, Indonesia,
Thailand, Myanmar, Vietnam and Philippines.
Servicecentersacrossthecountry.VivoisoneofthefastestgrowingcompaniesinIndia
.
Vivo believes in diversity and creativity in India and hence has been actively involved insome of the
most popular properties such as Colors Comedy Nights with Kapil, MTV Roadies, MTV Bollyland
Festival and Vh1 Emerge. Regionally Vivo sponsored Vijay TV – Koffee with DD (Season 2), ETV
Telugu – Extra Jabardast, ETV Kannada – MajhaTalkies , Mazhavil Manorama – D 4 Dance (Season 2),
and Zee Kannada – Onduurnalli Raja Rani. As a new brand for Indian consumers, Vivo believes in
reaching out to every person in every state and this increases the kind of effort to establish the brand in
the hearts of consumers. Vivo looks forward to more such associations in the future to create a brand
visibility amongst the Indian masses.
SEGMENTATION:-
MARKETINGSTRATEGY
4P’s OF MARKETING MIX
A retailer must engage in planning, research and analysis before implementing amarketing strategy. At
the core of any marketing plan is the mix consisting of the four Ps(Product, Price, Place and Promotion)
of marketing.Retailers usually employ a combination of various elements of promotion mix to
achieve promotional and business objectives. The degree and the nature of usage of each of the promotion
methods depend on the objectives of the retail firm, product, market profileand availability of resources.
Small retailers generally depend on point-of-purchasematerial provided by the companies which
provide the merchandise.Promotion mix employed by the retailers should be compatible with thedesired
store image, provide scope for modification if need arises and fitwithin the budget allocation. Therefore,
various retail promotion methodscan be compared on the basis of degree of control, flexibility,
credibilityand cost associated with them.
THEFOURIMPORTANTTYPESOFMARKETINGMIXAREDISCUSSEDBELOW:
1. The ‘Product’ Mix
Every organization has a product mix that is made up of product lines. The variety of
products that a company produces, or that a retailer stocks is known as ‘product line’. It is
a broad group of products, intended for similar uses and having similar characteristics.The product mix is
the set of all the products offered for sale by a company.It refers to the length (the number of products in
the product line), breadth (the number
of product lines that a company offers), depth (the different varieties of product in the product line), and c
onsistency (the relationship between products in their final
destination) of product lines. Product mix is sometimes called ‘product assortment’.

8. Thebasiccomponentsofproductmixare:
•Services
•Packaging
•Brand
•Product Item and
•Product line
Thevariousproductmixstrategiesare:
(i) Launching new products from time to time(ii) Alteration of Existing Products(iii) Eliminate an entire
line or reduce assortment within it(iv) Trading Up(v) Trading Down(vi) Product life cycle
managementThe retail product mix is device so as to develop an appropriate promotion strategy forthe
store depending on the target market to be reached. Once the target market isidentified and positioning
strategy defined, the retailers employ various tools of productmix to reach out to consumers. These efforts
also aim at building store image.Retailers usually employ a combination of various elements of product
mix to
achieve promotional and business objectives. The degree and the nature of usage of each of the promotion
methods depend on the objectives of the retail firm, product, market profile,and availability of resources.
2.The ‘Price’ Mix
Price has always been one of the most important variables in retail buying decision. It isthe factor which
makes or mars a retail organization. It is also the easiest and quickestelement to change. Pricing helps an
organization to achieve its objective. This
is particularly significant for new market entrants who need to first establish a brand and
then enjoy increasing profits as the brand gets market acceptability. For a customer, priceis the main
reason to visit a particular store.A pricing strategy must be consistent over a period of time and consider
retaile
r’s overall
positioning, profits, sales and appropriate rate of return on investment. Lowest price doesnot necessarily
net be the best price, but the lowest responsible price is the best right price.To survive in the retail
business, retailers need to seek cash flow, profitability and overallgrowth in order to consolidate their
market position. But pricing cannot be determined inisolation. Costs and operating expenses are equally
important while establishing the retail price.Servicing pricing pursues
the ‘doctrine of pricing of goods’, therefore, they are either
cost-based or market based. Within this, these pricing can be profit oriented, governmentcontrolled,
consumer oriented or competition oriented. Pricing needs certainconsiderations before actually
determining it. The market position of the product,
consumer perception and stage of the product life cycle, competitor’s strategy and overall
marketing strategy needs to be considered.
Thecomponentsofpricemixare:

9. (i) Organizational objectives(ii) Competition(iii) Cost and profit(iv) Credit terms(v) Discount etc.(vi)
Fixed and variable costs(vii) Pricing options(viii) Pricing policies(ix) Proposed positioning strategies(x)
Target group and willingness to pay
3.The ‘Place’Mix
The retailer should keep in mind the fact that his ‘product’ should be available near the
place of consumption so that the consumers can easily buy it. If the brand preferred bythe consumer is
not easily available at a convenient location, he may buy some other brand in the same product
category.Hence, the retailer has to ensure that the product is available to the target consumerswhenever
required. There are two major components of place: marketing channels
and physical distribution (logistics management). Channel decisions affect considerably theelements of
marketing mix and involve a long term commitment of resources.Intermediaries involved in channel
network are independent (at times contractual)organizations hence their needs must be taken into account
while evaluating channelalternatives. The success of marketing efforts, to a large extent depends on the
sounddistribution network.Physical distribution involves transportation, warehousing, material handling,
bulk packaging etc. Some of these activities are carried out by intermediaries. A considerablecoordination
is required among various channels to seek maximum results of marketingoperation.
Followingarethecomponentsofaretailpricemix:
(i)Distribution channels
(ii)Intermediary
(iii)Distance Factor
(iv) Inventory Level
(v) Transportation
(vi) Warehousing and Storag
4.The‘Promotion’Mix
After deciding upon the budget, retailer should determine the appropriate promotionalmix
–
a combination of advertising, public relations, personal selling and sales promotion. Small retailers
having limited funds may use store displays, hoardings, directmail, flyers and publicity methods to attract
customer traffic, while on the other hand,retailers having no bar on finance, may use print or television
media for their sales promotion activities.The retail promotion mix varies from retailer to retailer and
nation to nation dependingupon technological advancement, nature of competition and availability of
finance etc.Retailers d
esign a promotional mix in compliance with store’s objectives such as
positioning of the organization, attracting customers, increasing sales turnover, clear outseasonal
merchandise, announcing special events and educating public about theorganization and its
offerings.Retailers generally spend their promotional budget on developing advertisementcampaigns and
on other sales promotion activities. A retailer has a variety of sales promotion methods to promote its
goods and services. Therefore, promotion mix used bythe retailer should be compatible with the desired
store image, budget allocation andflexible enough to modify whenever need arises.
Thesevariouspromotionalvehiclesmaybycomparedonthebasisoffollowingissues:
(i) Cost of the method(ii) Its reach(iii) Degree of flexibility(iv) Credibility(v) Control over media
ADVERTISING IN RETAIL

10. Promoting a brand is more important than opening a store. It is essential to create brand
awareness for the customers to know about the brand’s existence. The retailer must strive
hard to communicate the USPs (Unique selling Proposition) of the brand to influence the
16
buying behavior of the customers. In simpler words, advertisements help the end-users toknow to which
brand a particular product belongs.Advertisements play a crucial role in promoting a brand and creating
its awarenessamongst the masses.They help in creating an image of a particular product or brand in the
minds of the potential customers. Such a mechanism is also called Brand Positioning.
What is advertising?
Advertising is a medium through which an individual or organization highlights the USPsand benefits of
a product or service to influence the buying behaviour of the individuals.It helps to create a positive
image of a particular brand in the minds of the customers and prompts them to buy the same.Role of
Advertising in Retail
•The retailer through various ways of advertising strives hard to promote his brandamongst the masses for
them to visit the store more often.
•Advertisements attract the customers into the store. They act as a catalyst in bringing the customers to
the stores.The advertisement must effectively communicate the right message and click on the customers
It should be a visual treat and appeal the end-users.Advertisements have taglines to create awareness of a
product or service in the mosteffective way.
•The tagline has to be crisp and impressive to create the desired impact.
•The tagline should not be lengthy else the effect gets nullified.
•
It has to be catchy.
•
It should be simple to memorize.

22. .
17
The moment an individual hears “Just Do it”, he knows he has to visit a “Nike Store”.That’s the
importance of a tagline.
Modes of Advertising
•

23. Nothing works better than promoting a brand through signboards, billboards,hoardings
and banners intelligently placed at strategic locations like railwaystations, crowded areas, heavy traffic
crossings, bus stands, near cinema halls,residential areas and so on. Such advertising is also called as out
of homeadvertising.Out of home advertising is a way to influence the individuals when they are out
oftheir homes. The hoarding must be installed at a height visible to all even from adistance.Make sure it
catches the attention of the passing individuals and influences themto visit the store.
Keep it simple and make sure it doesn’t confuse the customers; instead it should
convey the information in its desired form.
3CReport
(Company, Competitors & Customer)
COMPANYPROFILE:
Vivo is a China based Smartphone Company which is established in2009.The headquarters is situated at
Dongguan, Gaungdong, China .It has40% of market share in china. It has its business over many
countries likeIndonesia, Thailand, India, Malaysia, Myanmar and China. It enters into Indiain 2014 and
launches its product in Bhubaneswar in 12
th
of March 2015.Within three months it achieve 6% of the market share in Bhubaneswar.
The immediate operation team is promotion team and we have Mr. SatyakamPanda the Event manager of
the company as our company guide.The departmental heads of vivo are as followsCEO-Mr. Jacky Leo
(India)GM-Mr. Tommy LanDGM-Mr.Pradeep PattnaikMarketing head-Mr. Aminoor RahmanHR head-
Mrs. Upani Das
GEOGRAPHIC SEGMENTATION:-
Urban cities like Bhiwandi, khaler, Purna, kopar and kalyan naka etc
.
PSYCHOGRAPHIC SEGEMENTATION:-Social class -
Middle class, lower-middle, upper-middle, upper-class, lower-upper,Upper- Upper.
Life style -
Students, Corporate People, Office Persons etc.
Personality
-
Ambitious, Smart and Stylist people
.
BEHAVIORAL SEGEMENTATION:
19
Loyalty status-
•

24. Split loyal-
buy 2or 3 brands
•
Shifting loyal
-
shift one brand to another
•
Switcher
-
no loyalty to any brand
User status -
Potential user, first time user, regular users.
Usage rate -
Medium, heavy product users
.
Benefit
-
Easy access and new features.
Attitude-
Positive
,
Enthusiastic, Indifferent.
PRODUCT POSITIONING:-
Vivo creates smart products that have excellent appearance, professional acoustic fidelity,extreme video
display, and joyful experience for vigorous, young and fashionable urbanmain stream groups. vivo dare to
pursue perfection and constantly create surprise.Currently in BHIWANDI vivo divide the total market
into 5 zones.Zone-1: DHAMANKAR NAKAZone-2: KALYAN NAKAZone-3:ANJURFATA
20
Zone-4: MANDAIZone-5: OTHER AREASEvery zone have one promotion team consist of some
promotional executive andone TL(team leader).On the other hand every zone have some outlets. Where
vivo
position it’s product with the help of promotion team and many promotional tools like
Arc gate, Movable mascot, Fixed mascot and Canopy etc .As a whole vivo position its products in big
malls and colleges of 5 zones (DHAMANKAR NAKA , KALYAN NAKA , ANJURFATA , MANDAI,
OTHER AREAS)

25. DISTRIBUTIONCHANNELOFVIVO:
Distribution
:-
Distribution is the process of moving a product from its manufacturingsource to the customers with the
help of intermediaries
.
Distribution channel
:-
It is the set of interdependent organizations involved in
the process of making a product or service available for use or consumption. It is the way products and ser
vices get to the end-user, the customer. For every company distributionchannel plays very important role.
A stronger the distribution channel increases the sales,attracting customer, increase company goodwill on
the other hand avoid channel conflict.
•vivo has a very strong distribution channel. vivo uses a Three-level channel thatconsists of
Regionaloffice,DistributerandRetailor.
21
COMPETETIORS
COMPETETIORS:
The major competitors of vivo smart phones are
Micromax,Samsung,Sony,HTC,LGetc.
DIRECTMARKETING
Direct Marketing is the interactive use of advertising media, to stimulate and(immediate) behavior
modification in such a way that this behavior can be tracked,
recorded, analyzed, and stored on a database for future retrieval and use.” Direct
marketing is a sub-discipline and type of marketing. There are two main definitionalcharacteristics which
distinguish it from other types of marketing. The first is that itattempts to send its messages directly to
consumers, without the use of interveningmedia. The second characteristic is that it is focused on driving
purchases that can beattributed to a specific "call-to-action." This aspect of direct marketing involves
anemphasis on tractable, measurable positive responses from consumers regardless ofmedium.Direct
Marketing (DM) is an interactive system of marketing that:
•Uses one or more advertising media to effect a measurable customer response
Or transaction at any location
•And stores information about that event in a database.

26. 22
FORMS OF DIRECT MARKETIN:VIVO
DIRECT MARKETING:
vivo has various types of direct marketing. Which includes?
•Kiosk marketing
•Catalog marketing
•Television
KIOSKMARKETING
:
•Kiosk-a small, temporary, stand-alone both used in high foot traffic areas formarketing purposes.
•A kiosk will usually be manned by one or two individuals who help attract attentionto the booth get new
customers.
.The name describes new stands, refreshment stands, and freestanding cart whosevendors sell many
items.
23
MARKETINGAREASOFVIVOMOBILES

28. 24
•vivo is organizing kiosk marketing in front of different mobile outlets every dayin different locations of
BHIWANDI.
•Attracted a lot of people who came in and stopped by the kiosk and gotinformation about the vivo smart
phone.

30. 25
•vivo is also targeting the college youth as it organized a kiosk marketing incolleges.
•The objective of this is to create awareness of the product and to increase sales.
STRICTQUALITYCONTROLSYSTEM:

31. We believe that the product quality is guaranteed by design instead of management. Wemanufacture and
operate up to international standards for quality assurance, and
have passed the International Quality System Authentication of ISO9001. Our tens ofinspection
procedures add to the strict quality assurance system and help vivocommunications products to be known
as superior-quality products.
26
Modernized manufacturing system:
We own computerized SMT workshops and modernized assembly workshops, whichconsist of around 30
production lines, with monthly production capacity of more than 1million units. vivo manufacturing also
features a complete and advanced testing andmanufacturing process control, which are operated by a
professional technologicaldevelopment and testing team.
PROMOTION MIX
PROMOTIONAL ACTIVITIES
Sales promotion a key ingredient in marketing campaigns consists of a collection ofincentive tools,
mostly short term, designed to stimulate quicker or greater purchase of particular products or services by
customers.

32. 27
Promotional activities play a key role in the entire marketing effort being carried out byCompany. These
promotional activities generate more sales as well as create a goodimage of the product in the mind of the
customer.The promotional tools used by company for its marketing activities are
•
Point of sale display
•
Incentives to retailers
•
Sales promotion through sponsoring special events
•
Advertising
POINT OF SALE DISPLAY
“There are many ways to communicate with consumers at the point of sale. In
-storeadvertising includes shopping carts, cart straps, aisles and shelves. The appeal of the point of
sale advertising lies in the fact that in many categories consumers make the bulk
of their final decision regarding purchase in the shop.”
This is particularly true for those brands which have very lowcustomer loyalty. Smart phone is one such
product in which most of the time buyingdecision is made at the spur of the moment based on the brand
which is readily availableand catches the eye of the customer. For this reason company invest heavily in

33. thiscategory by supplying the shop owners with stands so that they can keep the bottlesoutside on those
stands so that customers have an eye contact with them as he/she isentering the shop.
INCENTIVE TO RETAILERS
28
Another method of sales promotion being used by companies by running specialincentive schemes for
retailers. This type of promotional strategy is conducted mainlyduring the peak season.
ADVERTISING
A very important part of advertising is to decide the medium of advertising and howmuch to spend on
each medium.The different mediums used by Pepsi are:
•TV
•Hoarding
• Newspaper/Magazines
•Product of sales material(painting, glow signs, D. Board)
IMPACT OF BTL ACTIVITIES ON VIVO SMART PHONE
•Below the line marketing (BTL) is the ability to tailor their messaging in more personal manner to
audience.
•It is a targeted approach
.
•To reach consumers directly through alternative forms of marketing
OBJECTIVES
•Encouraging purchase of larger-sized units, building trial among nonusers
•Attracting switchers away from competitors’ brands
•Short-run sales impact as well as long-run brand equity effects
•encouraging off-season buying
29
•encouraging stocking of related items
•offsetting competitive promotion
•building brand loyalty, and support of a new product or model.
•Encouraging more prospecting
How BTL activity relate to marketing
•Examples: distribution of pamphlets, stickers, promotions, brochures etc…
•Involve product demos & samplings at busy places like malls and market placesor at any event.

34. •Ensure recall of the brand while at the same time highlighting the features of the product.
BELOW THE LINE (BTL) ADVERTISING
•Directmailmarketing
•Productdemo
30
•Eventmarketing
•Promotionalmarketing
DIRECT MAIL MARKETING
Below the line advertising also focuses on direct mail marketing and e-mailmarketing, often using highly
targeted lists of names to maximize response rates.
PRODUCTDEMO
It could also involve product demos at busy places or residential complexes.
EVENT MARKETIN
Various companies sponsor sport events to promote their brand so vivo also sponsorvarious sport events
like cricket match, special occasion etc.to promote their product andalso give a prize to winners in this
event.
PROMOTIONAL MARKETING
Promotional marketing is the use of any special offer intended to raise a customer’s

35. interest and influence a purchase, and to make a particular product or company stand outamong its
competitors promotional materials can exist as a part of direct marketing, likemail or email materials that
include coupons.
31
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36. Cancel Anytime.
32

38. 33

39. 34
(SomeEvents)

41. 35

42. Make In India
We came to India with a vision to give our customers ingenious, ‘Made In India’
products. A year later, with an assembly unit all set to operate from Greater NOIDA, ourvision has now
become a reality.The first part of our expansion plan in India, we setup the assembly unit to contribute to
the ‘Make In India’ initiative with our exclusive ‘Made for India’ V
-series smartphones.
The 30,000 square metre production facility, located at World Trade Centre, is Vivo’s 7th
largest assembly facility outside China. The assembly unit has a maximum productioncapacity of 1
million smartphones per month, which can be further increased as per futurerequirements.
36
LEARNINGOBJECTIVES
Internship at sadguru agency, was my first experience. i learn about lot many new thingsin vivo store.
initially, i got to know about the variety of vivo mobiles. then deeply , ilearned about their features ,
internal memory, ram, camera mp, etc.after gaining the each mobile details, i started knowing their prices.
i also learned aboutthe accessries which has been provided with the new handheld phones.
headphones, phone charger etc.My guide was to explain me and help me to learn this things. he initially
taught me theway i should greet customer. greeting maintains our sincerity.He also taught about how to
deal with the customers. firstly, i should ask customers,should be polite while interpreting with the
customers. i must know have about the detailsof each phones. if any customers ask for any mobiles, i
must know about it, i should havethat knowledge. this can make customers satisfied.

43. 37
LEARNING’S:
I had lot many things after working two months in vivo smart phone. I have
all the theoretical knowledge in marketing but don’t know how this will be implemented
practically in the field, but after working two months in vivo Smartphone I had learnedall those things,
such as :-
•How branding will be done?
•How promotional activities will be done?
•How all the events will be done?
•How to interact with different customers?
•How to push the customers to purchase our product?
•How to maintain a group?
38
DETAILS OF INTERNSHIP
•The organization I chose is most favorable the society its gives better quality of mobiles and new
technology.
•Vivo is one of the largest store/shops in Bhiwandi.
•Vivo is a young and dynamic company, full of enthusiasm and determination
to achieve the vision of becoming the ‘Most Favoured’ brand in mobiles.
•Vivo company looks forward to a strong and mutual business relationshipwith other company.
•They believe in making Good Quality Product at the right time, at the rightQuantity and at the right
price. They are exclusively dealing in mobiles invarious models across India.
39
DESIGNATION
•My skills related I was chosen the marketing in Vivo mobiles.Which I can sell the mobiles.
•Vivo is the company where all people meet with each other suchthat vivo gives you better quality
of product to customers.
•I was working under the promoter where my promoter gives to mework such as handling the customers.
•Sometimes I have to go for field visit in some places to sell themobiles.

44. •I have to handle the data of each customers.
40
DEPARTMENT
•There was not any separate department to me.
•I was worked under the promoter so I do not have anyseparate department.
•But I was handle all works there as handling of customersdata and information
•There was promoter teach to me how to sell the product tocustomers because my topic is related to
marketing strategyof vivo.
•I worked in the marketing department.
41
WORKANDRESPONSIBILITY
•In vivo store there was so many work I have to handle there wasseveral work in vivo store.
•I have so many works because there was no any department in the promoter under.
•I have to weekly 3 times to field visit to various location.
•Sometimes there was handle the data of daily customers datavisited by I what there feedback
of customers.
42
ACHIEVEMENT
•The first week of the internship we study the different types
of products of vivo and then while the field work we are given thetarget I have achieved the target and I
get the incentive as amotivation to my work
.
•As my internship was about 45 days in that my promoter and myteam has achieved the target of selling
the mobile. We get bestteam aware.
•As I am the worker of vivo I improved many of my skills due tothis internship and achieved the
leadership quality.Many of the achievement are done by the vivo is also achieved thetrust of many people
by providing the best customers service.
43

45. PROBLEMS FACED DURING INTERNSHIP
•Sometimes the client give the appointment and not present at thegiven time is create problem to the
worker.
.While working in vivo store the problem faced by the worker isthe environment was not proper .
•While handing the client the major problem was the languagemany of the client or a customer was of
different language it makesthe worker difficult to co-ordinate with them.
44
TIMING
•I used to go for internship by 10am to 9pm.till 4pm I usedto work, then I get a break for refreshment . in
that breaktime (1 hour) I be relaxed . I used to have TEA and somesnacks.
•After that, by 5pm, I again get back to my work.
In between hour till 9pm, my guide used to teach me andshare me his knowledge. My working
hours were likeknowledge gaining. I used to clear my doubts with mymanager about daily experience.
•Till 9pm, I be there in the vivo store and then after I leave by 9pm. Till was my time schedule at vivo
store.
45
OTHERDEPARYMENT
SALES DEPARTMENT:
This department is mainly concerned with the sale of the new mobileand is headed by sales
manager{SM}. The internal employee of vivo storeis the development officer who has the job of
communicating and trainingthe free lancing employees. It is the development officer who
continuouslyencourage the employee to get new business and the income, performanceand commission
through mobiles selling knowledge under the manager
.
ACCOUNTS DEPARTMENT:
It is responsible for processing of all the cheques and loans which cometo it. The details regarding
financial aspects are covered under thisdepartment.
PROMOTION DEPARTMENT:
Advertising and publicity , organization of conferences and seminars,incentives to customers are
impersonal communication. Arrangingexhibitions, participation in fairs and festivals , rural wall paintings
and publicity drive through the mobile publicity van units would be effectivein creating the impulse
buying and the rural prospects would be easilytransformed into actual customers.
46

46. STUDENTOBSERVATION
STRENGTH
WEAKNESS
•Innovative features
•Limited product line
.Fun touch operating system
•Less credibility
•Better sale service
•High range price
•Better promotion and salesteam
•New to the industry
OPPORTUNITY
THREATS
•More no. of potentialcustomer
•Strong competition
.Huge market
•Perception of the customer
.Other smart phone company

47. 47
EXPERIENCE
•It has been great to work in vivo store as it help us to improve ourskills toward the marketing and selling
while working with the promoter we learn many more about the organization.
•After working in vivo store for 45 days we have come to knowabout the objective of the vivo company
and about the servicewhich is provide by the vivo company to client.
•It is great to be a part of the vivo company as it improve thestandard of the customers.
48
FINDINGS
•Stock is not available in all zones
.
•Promotion and sales are two different things but they are mixing it .

48. •All variant types of mobiles are not provided by vivo such as Tablets, CDMA.
•Promotional activities are very well managed.Outlets are selling the vivo mobile below the DP rates
•Hoardings are not provided to all the outlets.
•Leaflets are not available all the times.
•Stock is not available in all the zones
•Dealers are happy with vivo products. They got the products by The company at the time due to good
distribution channel.
49
SUGGESTIONANDRECOMMENDATION
• Need to launch more mobile phones in between 10000 to 25000.
• Need to do good T.V advertisement to attract more customers.
•Its time target online market which can generate more customers.Maintain DP price so that price should
be shame in all out lets
.
•There should be sufficient stocks provided to all the outlet as per the customerrequirement.
•The distribution channel should be improved.
•There should be more promotional activities done in the public area.
•The ad campaign should be made with the brand ambassadors.
• New ideas should be implemented to grab customer attention.
•vivo should be start EMI service for those customers who need.
Vivo should launch tablets to motivate the customers.
50
CONCLUSION
Vivo is a Chinese brand which came to India in the year 2014 December 25
th
.In Bhubaneswar it launched its product in 12
th
March 2015. It is new to the Indianmarket and has tuff competition with other competitors.So in this type
of competition no company can rely on single direct marketing form.Since BTL is effective than ATL so
vivo should reconsider its marketing strategywith higher advertising money going for BTL (preferably in

49. the proportion of theirrespective effectiveness).Setting up of canopies at commercial places, market place
and mall will certainlyshow great results.
We can’t afford to neglect the importance of ATL activities, they may not be as
effective but give information to a larger population creating a brand awareness. Aswe have already seen,
brand awareness has a significant association with customer base. Print media presented a very poor
show and vivo should reconsider its plans of pouring in any significant amount of money in this media.
Rather, that money shouldwisely be used to set-up more number of Hoardings and banners.Vivo is a
china based smart phone company, but it provides betterquality product with compare to other china
based smart phones. Vivosmart phone is popular for hifi features and funtouch OS.
51
BIBLOGRAPHY
•
https://in.linkedin.com
•
http://www.vivo.co.in
•
http://www.vivoglobal.com
•
www.wikipedia.com