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  1. 1. HISTORY OF TELECOM IN INDIA<br />Telecom in the real sense means transfer of information between two distant points in space. The popular meaning of telecom always involves electrical signal and nowadays people exclude postal or any other raw telecommunication methods from its meaning. Therefore, the history of Indian telecom can be started with the introduction of telegraph.<br />Introduction of telegraph<br />The postal and telecom sectors had a slow and uneasy start in India. In 1850, the first experimental electric telegraph line was started between Kolkata and diamond harbor. In 1851, it was opened for the British East India Company. The posts and telegraph department occupied a small corner of public works department, at that time. Construction of 4,000 miles (6,400 km) of telegraph lines connecting Kolkata and Peshawar in the north via Agra, Mumbai through Sindwa Ghat, and Chennai in south, as well as Ootacamund and Bangalore was started in November 1853. Dr. William O’Shaughnessy, who pioneered telegraph and telephone in India, belonged to the public works department. He tried his level best for the development of telecom throughout this period. A separate department was opened in 1854 when telegraph facilities were opened to the public.<br />INTRODUCTION OF TELEPHONE <br />In 1880, two telephone companies namely the Oriental Telephone Company Ltd. and the Anglo-Indian Telephone Company Ltd. approached the Government of India to establish telephone exchanges in India. The permission was refused on the grounds that the establishment of telephones was a Government monopoly and that the government itself would undertake the work. By 1881, the government changed its earlier decision and a license was granted to the oriental telephone company limited of England for opening telephone exchanges in Kolkata, Mumbai, Chennai, and Ahmedabad. January 28, 1882, is a Red Letter Day in the History of Telephone in India.<br />On this day Major E. Baring, member of the Governor General of Indian council declared open the telephone exchange in Kolkata, Chennai, and Mumbai. The exchange at Kolkata named “Central Exchange” was opened at third floor of the buildings at 7, council house street. The central telephone exchange had 93 numbers of subscribers. Bombay also witnessed the opening of telephone exchange in 1882.<br />FURTHER DEVELOPMENTS<br /><ul><li>1902 – First wireless telegraph station established between Saugor Island and Sand heads.
  2. 2. 1907 - First central battery of telephones introduced in Kanpur.
  3. 3. 1913-1914 – First Automatic Exchange installed in Shimla.
  4. 4. July 23,1927- Radio – telegraph system between the UK and India, with beam stations at Khadki and Daund, inaugurated by lord Irwin by exchanging greetings with the king of England.
  5. 5. 1933-Radio telephone system inaugurated between the UK and India.
  6. 6. 1953- 12 channel carrier system introduced.
  7. 7. 1960- First subscriber trunk dialing route commissioned between Kanpur and Lacknow.
  8. 8. 1975- First PCM system commissioned between Mumbai city and Andheri telephone exchange.
  9. 9. 1976- First digital microwave junction introduced.
  10. 10. 1979- First optical fiber system for local junction commissioned at pune.
  11. 11. 1980- First satellite earth station for domestic communications established at Secunderabad, A.P.
  12. 12. 1983- First analog stored program control exchange for trunk lines commissioned at Mumbai.
  13. 13. 1984- C-DOT established for indigenous development and production of digital exchanges.
  14. 14. 1985- First mobile telephone service started on non- commercial basis in Delhi. </li></ul>While all the major cities and towns in the country were linked with telephone during the British period, the total number of telephones in 1948 was only around 80,000. Even after independence, growth was extremely slow. The telephone was a status symbol rather than being an instrument of utility. The number of telephones grew leisurely to 980,000 in 1971, 2.15 million in 1981 and 5.07 million in 1991, the year economic reforms were initiated in the country.<br />While certain innovative steps were taken from time to time, as for example introduction of telex service in Mumbai in 1953 and commissioning of the first (subscriber trunk dialing) route between Delhi and Kanpur in 1960, the first waves of change were set going by Sam pitroda in the eighties. He bought in a whiff of fresh air. The real transformation in scenario came with the announcement of national telecom policy in 1994. <br />LIBERALIZATION OF TELECOMMUNICATIONS IN INDIA<br />The Indian government was composed of many factions (parties) which had different ideologies. Some of them were willing to throw open the market to foreign players and others wanted the government to regulate infrastructure and restrict the involvement of foreign players. Due to this political background it was very difficult to bring about liberalization in telecommunications. When a bill was in parliament a majority vote had to be passed, such a majority was difficult to obtain, given to the number of parties having different ideologies.<br />Liberalization started in 1981 when Prime Minister Indira Gandhi signed contracts with ALCATEL CIT of France to merge with the state owned telecom company (ITI), in an effort to set up 5,000,000 lines per year. But soon the company policy was let down because of opposition from leaders of the opposite party. She invited Sam pitroda US based NRI to set up a center for Development of Telemetric (C-DOT), however the plan failed due to political reasons. During this period, after the assassination of Indira Gandhi, under the leadership of Rajiv Gandhi, many public sector organizations were set up like the Department of Telecommunication (DOT), VSNL and MTNL. Many technological developments took place in this regime but still foreign players were not allowed to participate in the telecommunication business.<br />The demand for telephones was ever increasing. It was during period that the P.N. Rao led the government introduced the national telecommunications policy (NTP) in 1994 which brought changes in the following areas: ownership, service and regulation of telecommunications infrastructure. They were also successful in establishing joint ventures between state owned telecom companies and international players. But still complete ownership of facilities was restricted only to the government owned organizations. Foreign firms were eligible to 49% of the total stake. The multi-nationals were just involved in technology transfer, not policy making.<br /> After 1995 the government set up TRAI [Telecom regulatory authority of India] which reduced the interference of government in deciding tariffs and policy making. The DOT opposed this. The political powers changed in 1999 and the new government under the leadership of A.B Vajpayee was more pro- reforms and introduced better liberalization policies. They split DOT in two – one policy maker and the other service provider [DTS] which was later renamed as BSNL. The proposal of raising the stake of foreign investors from 49% to 74% was rejected by the opposite political party and leftist thinkers. Domestic business groups wanted the government to privatize VSNL. Finally in April 2002, the government decided to cut its stake of 53% to 26%in VSNL and throw it open for sale to private enterprises. Tata finally took 25% stake in VSNL.<br />This was a gate way to many foreign investors to get entry into Indian markets. After March 2000, the government became more liberal in making policies and issuing licenses to private operators. The government further reduced license fees for cellular services providers and increased the allowable stake to 74%for foreign companies. Because of all these factors, the service fee finally reduced and the call costs were cut greatly enabling every common middle class family in India to afford a cell phone.<br />COMPANY PROFILE<br />T-Series founded in 1982 by Shri Gulshan Kumar, a visionary started with Audio Cassettes has today emerged a multi-faceted Group, undisputed leader in Music Industry, prominent name in Consumer Electronics/Home Appliances having annual turn-over of Rs.400 Crores (US$ 90 Million) has now ventured entry into Mobile Handset, a growing consumer product.<br />Mr. Bhushan Kumar, Managing Director, a futuristic visionary like his father Shri Gulshan Kumar has taken the cudgels to widely penetrate into the market to provide numero-uno quality Mobile Handsets targeting entry, mid and premium segment and aspires to be a leading player in the Mobile Handsets. Mr. Bhushan Kumar aims to carve a unique niche by focusing in every field like Product Innovation, Distribution through strong network of Stockist/Distributors/Retailer and effective and efficient After Sales Service.<br />Company has a proven track record of nearly 30 years in diversified industry having many feathers in its cap for excellence in entertainment and durable consumer products. Company has already retailers network of over 15000 stores across the country. The company plans to have an aggressive market incursion to reach out to its customers through over 50000 operated stores being created throughout the country in a year's time.<br />The company basic aim of constant growth and diversification would continue to serve consumers.<br />Our Mission <br /> With the exemplary vision of Shri Gulshan Kumar, the Group has risen to phenomenal heights. Inheriting the same farsightedness and ability to capitalise on small opportunities, the present Managing Director, Mr. Bhushan Kumar leads the group into the future, with the same fixity of purpose.<br />Today, we are a diversified group with $90 million in our core business of Consumer Electronics, CDs, Audio/Video Magnetic Tapes and Cassettes - all of which has been achieved through a keen perception of the changing consumer practices, infrastructural investment, technological upgradations and a skilled, cohesive workforce.<br />Strictly adhering to an aggressive commitment towards quality through technical and professional perfection, our mission is to keep abreast of changing consumer perception in order to deliver the best.<br />Message from CMD Mr Bhushan KumarChairman & Managing DirectorI am immensely happy and proud to induct mobile phones in T-Series range of products.New venture has my personal involvement and blessings. I wish this venture to flourish like the audio cassettes business blossomed during the era of my father Shri. Gulshan Kumar.Range of products would be for all classes viz entry, mid and premium. Thrust of marketing would be in rural and semi-urban areas having country's 70% population.We would be offering aesthetically beautiful mobile handsets coupled with latest features like FM, Bluetooth, Audio, Video, Social Networking, Strong Battery Back-Up, Privacy Lock etc and backed by efficient and effective after sale service to the customers."We've made it in other diversified fields and now want to lead the mobile market by carving a niche for ourselves." <br />OBJECTIVE OF THE STUDY<br />The study was done primarily with the following objective in mind.<br />To study the products of T-Series & consumers perception with its competitors.<br />To know why people buy T-series mobile and why some people prefer other company.<br />To study the features of different products that give a good idea of various products and services offered by the company.<br />To understand the competitive environment in which the company is operating and is desired to meet customer need and satisfaction.<br />To provide useful information to the company about the product features of various competing companies.<br />METHODOLOGY<br />The methodology used in conducting the research work on T-Series with major emphasis on its sales and marketing strategies involve the following steps:<br />Why I have selected T-SERIES only?<br />I have selected T-Series for my summer training because it is the company that is growing day by day. It has maximum market share with comparison to its competitors. And it is the company that gives highest sales and it is also the highest mobile manufacturer. <br />Defining the problem and deciding research objectives:<br />Defining the objective is the most important part of any study process. Proper defining of the problem is a must for proceeding further with the research process. The type of study to be carried out, the questions to be raised, the sampling procedure to be followed, and the data to be collected, all depends on a correct understanding of the problem. Also, by clearly focusing on the real problem, the research job can be simplified and completed with the minimum cost, effort and data.<br />Identified problem or the objectives of the research discussed in the report are:<br />1. Developing the research plan:<br />In this a plan was developed about how to collect the require information i.e. whom to contact for gathering the relevant data. Data is the foundation of all research. It is the raw material with which a researcher functions.<br />Therefore, it requires great care to select the sources of data. Data, or facts, may be obtained from several sources. Data sources can either be primary or secondary.<br />A. Secondary data:<br />The sources from which secondary data was collected:<br />Press releases of the company.<br />Newsletters and In-house journals.<br />Brochures and detailed descriptive leaflets<br />Magazines like Business World, Outlook, Auto India, etc.<br />Websites such as, These were the sources from which secondary data has been gathered. Most of the information presented in this report was extracted from the above data sources.<br />B. Primary data:<br />Collection of primary data was conducted by visiting the people personally for the preparation of the report.<br />2. Research approach:<br />It means the way by which the information was collected. Visiting the various places of Patna, getting the questionnaire filled by different individuals.<br />Beside this, frequent visit to the showrooms of the company was of great help to conduct the analysis and research work.<br />3. Contact methods:<br />Instrument or Data collected Forms: It is the method by which data is gathered. It could be done through various instruments like questionnaires, observations, getting information from the staff members of the agency, contacting to the motor mechanics was sufficient enough to conduct the study.<br />4. Collection of information :<br />The primary information was collected by face-to-face and direct interviews with the peoples and the customers. They provide the relevant information regarding the profile of the company as compared to the other company in the Indian market. Most employees suggested visiting company’s web site, as it was not possible for them to spare time from their busy schedules.<br />The secondary sources of information were various web sites of the companies, newspapers & magazines such as The times of India, The Hindustan Times, Business world, etc.<br />5. Analyzing the information:<br />The data collected was carefully analyzed. The research and analysis of the information has been done on the basis of various sales and marketing strategies adopted by the company during its tenure.<br />6. Reporting and conclusions and recommendations:<br />This is the most vital part of the work undertaken. After collection and analysis of data, it was recorded in the form as prescribed. The major part of the report is the findings. The finding also includes charts, tables and diagrams etc. The report also mentioned the limitations of the project undertaken. Then conclusion has been drawn out of the findings and various recommendations have been given at the end of the report. Certain tables on the basis of which the findings were made have been included in the appendices section followed by the bibliography. <br />SCOPE OF THE STUDY<br />T-Series is spreading its wings and widening its business horizon to reach and serve customers at new centers in the year ahead. The company services are backed by a highly motivated and technology driven team to achieve customers need, product expertise and geographic reach.<br />The study is oriented towards the concept of different brands offered by T-Series and its competitors to its customers. The company has endeavored to move fast in providing market solution, which maximize customer needs and convenience, using multiple delivery channels in composing the agency network, service centers, lower service cost and increased efficiency.<br />MOBILES OF T-SERIES<br />PLAY 500<br />42291000Dual SIM<br />Rubberized Finish – Anti slip hold<br />2.4" Screen<br />2 MP real camera with flash & dedicated camera key<br />Music player<br />Dedicated Music Keys with volume control keys on side<br />3.5 mm audio jack on top<br />FM Radio<br />HQ Video Player (3gp, MP4, AVI)<br />Bluetooth<br />USB Mass storage<br />upto 8 GB Expandable Memory<br />1500 mAh Battery<br />JAVA, WAP, GPRS<br />Cool apps - Snaptu, Opera mini, Facebook, Twitter<br />Hi Fidelity Speakers, In ear - ear phones<br />313372528575FEATURES<br /> Dual SIM<br /> Rubberized Finish – Anti slip hold<br /> 2" Screen<br /> 1.3 MP camera<br /> 3.5mm audio jack on top<br /> Bluetooth<br /> USB Mass storage<br /> Torch - dual LED<br /> FM Radio<br /> Music player<br /> Video Player (3gp, MP4)<br /> 4 GB Expandable Memory<br /> 1200 mAh Battery<br /> WAP, GPRS<br /> In ear, ear phones<br />310515056515FEATURES<br /> Dual GSM - Dual standby<br /> 2" Screen<br /> 1450mAh Long Battery<br /> 1.3 MP Camera<br /> Video Recorder<br /> 3GP, MP4 - Video Player<br /> Music Player<br /> FM<br /> 3.5mm Audio Jack<br /> Expendable Memory - 4GB<br />353377538100FEATURES<br /> Dual GSM - Dual standby<br /> 1.8" Screen<br /> 1500mAh Long Battery<br /> Camera<br /> Video Player<br /> Music Player<br /> FM<br /> Expendable Memory - 2GB<br /> 3 Led Torch with dedicated key<br />294322575565FEATURES<br /> Dual SIM/Dual Standby<br /> 2.0” color display<br /> 1000mAh Li-ion battery<br /> 1.3 MP camera<br /> One touch FM<br /> Bluetooth<br /> Social networking<br /> Expandable memory 8GB<br /> Video player<br /> Video recorder<br /> GPRS/WAP<br /> Stereo handset#<br /> Dual LED Torch<br />343852538100FEATURES<br /> Dual SIM (GSM/GSM)<br /> Strong Battery 1000mAh<br /> Touch Screen with smart navigation key<br /> Circle flashing light<br /> Expandable memory upto 4GB<br /> FM Radio with recording<br /> Games, Currency converter<br /> Phone book capacity upto 500<br /> SMS storage upto 100<br /> Stop watch, World Clock<br /> Voice recording<br /> 1.3 MP Camera with flash light<br /> Audio/Video player<br /> Video recording, Web Camera<br /> Hindi/English language support<br /> Bluetooth, GPRS, WAP, MMS<br />3219450247650FEATURES<br /> Dual SIM (GSM/GSM)<br /> Strong Battery 1300mAh<br /> Expandable memory upto 2GB<br /> 1.3 MP camera<br /> Voice recording<br /> Phone book capacity upto 500<br /> SMS storage upto 100<br /> Gaming<br /> Bluetooth<br /> GPRS/WAP/MMS<br /> FM Radio with Recording<br /> Audio/Video player<br /> Video recording<br /> Polyphonic Ring Tones<br /> LED Torch<br />3228975226695FEATURES<br /> Dual SIM (GSM/GSM)<br /> Full touch keypad<br /> Strong Battery 1200mAh<br /> Expandable memory upto 8GB<br /> Theft & Privacy lock<br /> Social Networking – MSN/Facebook<br /> Audio player<br /> Video player<br /> Video recording<br /> Handwriting recognition<br /> 1.3 MP Camera<br /> Shake n Change<br /> Smart Hindi<br /> FM radio<br /> Voice<br /> Call recording<br /> Bluetooth<br /> GPRS/WAP/MMS<br /> Phone book capacity upto 500<br /> SMS storage upto 200<br /> World clock<br /> Timer<br /> Games<br /> Unit converter<br />325755085725FEATURES<br /> Dual SIM (GSM/GSM)<br /> Qwerty keypad with navigation key<br /> Double battery 1200mAh each<br /> Double stereo speakers<br /> Phone book capacity upto 1000<br /> SMS storage upto 100<br /> Java gaming, Mobile tracker<br /> 2 MP dual camera<br /> Messanger, MSN, Facebook<br /> Expandable memory upto 16GB<br /> Currency converter, Stop Watch, World Clock<br /> FM Radio with recording<br /> Voice recording, LED torch<br /> Audio/Video player<br /> Video recording, Web Camera<br /> Bluetooth, GPRS, WAP, MMS<br />INTRODUCTION OF SALES PROMOTION<br />Marketing is the process of performing market research, selling products and/or services to customers and promoting them via advertising to further enhance sales. It generates the strategy that underlies sales techniques, business communication, and business developments. It is an integrated process through which companies build strong customer relationships and create value for their customers and for themselves. <br />Marketing is used to identify the customer, to satisfy the customer, and to keep the customer. With the customer as the focus of its activities, it can be concluded that marketing management is one of the major components of business management. Marketing evolved to meet the stasis in developing new markets caused by mature markets and overcapacities in the last 2-3 centuries. The adoption of marketing strategies requires businesses to shift their focus from production to the perceived needs and wants of their customers as the means of staying profitable.<br /> The term marketing concept holds that achieving organizational goals depends on knowing the needs and wants of target markets and delivering the desired satisfactions. It proposes that in order to satisfy its organizational objectives, an organization should anticipate the needs and wants of consumers and satisfy these more effectively than competitors. <br />Definition of Sales Promotion:<br />Sales promotion includes incentive-offering and interest-creating activities which are generally short-term marketing events other than advertising, personal selling, publicity and direct marketing. The purpose of sales promotion is to stimulate, motivate and influence the purchase and other desired behavioural responses of the firm’s customers.”<br />Sales promotion offers a direct inducement to act by providing extra worth over and above what is built into the product at its normal price. These temporary inducements are offered usually at a time and place where the buying decision is made. Not only are sales promotions very common in the current competitive market conditions, they are increasing at a fast pace. These promotions are direct inducements. In spite of the directness, sales promotions are fairly complicated and a rich tool of marketing with innumerable creative possibilities limited only by the imagination of promotion planners. Sales promotion is often referred to by the names of ‘extra purchase value’ and ‘below-the-line selling’.<br />Today we find companies in almost all sectors offering some sort of a promotion scheme. These sectors range from automobiles to beverages, from financial services to foods, from household durables to services, from household products to business products, from personal care to textiles and apparel.<br />OBJECTIVES OF SALES PROMOTION<br />Sales promotion is a tool used to achieve most of the five major promotional objectives discussed in the Promotion Decisions tutorial:<br />Building Product Awareness – Several sales promotion techniques are highly effective in exposing customers to products for the first time and can serve as key promotional components in the early stages of new product introduction. Additionally, as part of the effort to build product awareness, several sales promotion techniques possess the added advantage of capturing customer information at the time of exposure to the promotion. In this way sales promotion can act as an effective customer information gathering tool (i.e., sales lead generation), which can then be used as part of follow-up marketing efforts. <br />Creating Interest – Marketers find that sales promotions are very effective in creating interest in a product. In fact, creating interest is often considered the most important use of sales promotion. In the retail industry an appealing sales promotions can significantly increase customer traffic to retail outlets. Internet marketers can use similar approaches to bolster the number of website visitors. Another important way to create interest is to move customers to experience a product. Several sales promotion techniques offer the opportunity for customers to try products for free or at low cost. <br />Providing Information – Generally sales promotion techniques are designed to move customers to some action and are rarely simply informational in nature. However, some sales promotions do offer customers access to product information. For instance, a promotion may allow customers to try a fee-based online service for free for several days. This free access may include receiving product information via email. <br />Stimulating Demand – Next to building initial product awareness, the most important use of sales promotion is to build demand by convincing customers to make a purchase. Special promotions, especially those that lower the cost of ownership to the customer (e.g., price reduction); can be employed to stimulate sales. <br />Reinforcing the Brand – Once customers have made a purchase sales promotion can be used to both encourage additional purchasing and also as a reward for purchase loyalty (see loyalty programs below). Many companies, including airlines and retail stores, reward good or “preferred” customers with special promotions, such as email “special deals” and surprise price reductions at the cash register.<br />CLASSIFICATION OF SALES PROMOTION<br />Sales promotion can be classified based on the primary target audience to whom the promotion is directed. These include:<br />Consumer Market Directed - Possibly the most well-known methods of sales promotion are those intended to appeal to the final consumer. Consumers are exposed to sales promotions nearly everyday, and as discussed later, many buyers are conditioned to look for sales promotions prior to making purchase decisions. <br />Trade Market Directed – Marketers use sales promotions to target all customers including partners within their channel of distribution. Trade promotions are initially used to entice channel members to carry a marketer’s products and, once products are stocked, marketers utilize promotions to strengthen the channel relationship. <br />Business-to-Business Market Directed – A small, but important, sub-set of sales promotions are targeted to the business-to-business market. While these promotions may not carry the glamour associated with consumer or trade promotions, B-to-B promotions are used in many industries. <br />An extensive discussion of different types of promotions for each classification can be found in our Types of Sales Promotion tutorial.<br />FUNTION OF SALES PROMOTION <br />Sales promotion is a short-term marketing strategy designed to achieve a specific purpose. Sales promotion differs from advertising in that its intent is to create a sense of urgency to encourage immediate action as opposed to building sales or a brand over a long period of time. Sales promotion may take the form of a temporary price reduction or a campaign to introduce an item.<br />Production Differentiation<br />Use of sales promotion techniques helps to differentiate your products from those of your competitors. This is especially beneficial are your products offered essentially the same features and benefits as others on the market. A method often used to make products stand out is to offer them at a slightly reduced price for a short period of time. <br />Attract Customers<br />Sales promotions are used to attract customers during periods of slow sales. For example, if you offer a seasonal product such as barbecue grills, by running a promotion in the middle of winter where the price is reduced by 50 percent may encourage people to buy a grill at a time where it might not otherwise cross their mind. <br />Increasing Market Share<br />Sales promotions can lead to an increase in market share for the manufacturer. The promotion will likely increase your sales by taking away sales from your competitors. As a result, your market share will increase while your competitors' share decreases. <br />New Product Introduction<br />Retailers can use sales promotions to introduce a new product. By offering the new item at a reduced price and placing a "new item" sign in front of it, they can persuade customers to give the new product a try. At the same time they can discontinue a slow-moving item in the same category by marking it down and placing a "reduced for quick sale" sign in front of it. This technique has the effect of keeping the category fresh while freeing up needed shelf space. <br />Inventory Control<br />Sales promotion can help retailers limit out-of-stock situations by allowing them to purchase large quantities at a reduced price. This can be especially advantageous to the retailer for items that are popular sellers that can be difficult to keep on the shelf.<br />TOOLS OF SALES PROMOTION<br />To increase the sale of any product manufactures or producers adopt different measures like sample, gift, bonus, and many more. These are known as tools or techniques or methods of sales promotion. Let us know more about some of the commonly used tools of sales promotion.<br />(i) Free samples: You might have received free samples of shampoo, washing powder, coffee powder, etc. while purchasing various items from the market. Sometimes these free samples are also distributed by the shopkeeper even without purchasing any item from his shop.<br />These are distributed to attract consumers to try out a new product and thereby create new customers. Some businessmen distribute samples among selected persons in order to popularize the product. For example, in the case of medicine free samples are distributed among physicians, in the case of textbooks, specimen copies are distributed among teachers.<br />(ii) Premium or Bonus offer: A milk shaker along with Nescafe, mug with Bournvita, toothbrush with 500 grams of toothpaste, 30% extra in a pack of one kg. are the examples of premium or bonus given free with the purchase of a product. They are effective in inducing consumers to buy a particular product. This is also useful for encouraging and rewarding existing customers.<br />(iii) Exchange schemes: It refers to offering exchange of old product for a new product at a price less than the original price of the product. This is useful for drawing attention to product improvement. ‘Bring your old mixer-cum-juicer and exchange it for a new one just by paying Rs.500’ or ‘exchange your black and white television with a colour television’ are various popular examples of exchange scheme.<br />(iv) Price-off offer: Under this offer, products are sold at a price lower than the original price. ‘Rs. 2 off on purchase of a lifebouy soap, Rs. 15 off on a pack of 250 grams of Taj Mahal tea, Rs. 1000 off on cooler’ etc. are some of the common schemes. This type of scheme is designed to boost up sales in off-season and sometimes while introducing a new product in the market.<br />(v) Coupons: Sometimes, coupons are issued by manufacturers either in the packet of a product or through an advertisement printed in the newspaper or magazine or through mail. These coupons can be presented to the retailer while buying the product. The holder of the coupon gets the product at a discount. For example, you might have come across coupons like, ‘show this and get Rs. 15 off on purchase of 5 kg. of Annapurna Atta’. The reduced price under this scheme attracts the attention of the prospective customers towards new or improved products.<br />(vi) Fairs and Exhibitions: Fairs and exhibitions may be organised at local, regional, national or international level to introduce new products, demonstrate the products and to explain special features and usefulness of the products. Goods are displayed and demonstrated and their sale is also conducted at a reasonable discount. ‘International Trade Fair’ in New Delhi at Pragati Maidan, which is held from 14th to 27th November every year, is a well known example of Fairs and Exhibitions as a tool of sales promotion.<br />PURPOSE OF SALES PROMOTION<br />The purpose of sales promotions is to encourage purchasing at retail locations, or in other words, to create ways to persuade consumers to select brands and to further brand loyalty. The Dentsu Group offers clients various campaign promotion methods that employ information technology, as well as the advantages of its proprietary databases and survey methods, integrating all these capacities to create influence that extends from the formation of the consumer's brand perception to the encouragement of actual purchasing at retail.<br />In addition to the specialized fields of e-promotions, retail promotions, customer relationship management (CRM) and direct response, the Group provides clients with sales promotion solutions that combine conventional sales promotion methods and mass advertising, cutting-edge creative materials, and a wealth of high-power content. By integrating mass media and sales promotion, we have created "Power Promotion Design," a unique method of producing cross-media campaigns that maximizes both effectiveness and efficiency.<br />DATA ANALYSIS AND INTERPRETATION<br /><ul><li>Which mobile handsets provider are you currently using ?</li></ul>OPERATORMOBILE USERT-SERIES5RELIANCE31SAMSUNG48VODAFONE12NOKIA40TATA INDICOM10<br /><ul><li>Number of mobile user</li></ul>OPERATORMOBILE USERT-SERIES5RELIANCE31SAMSUNG48VODAFONE12NOKIA40TATA INDICOM10<br /><ul><li>Are you satisfied with your current mobile handsets service provider?</li></ul>TOTAL RESPONDENTSATISFIEDUNSATISFIED2005545<br /><ul><li>Are you currently satisfied with the VAS Provided by the service provider?</li></ul>YESNO4555<br /><ul><li>Which things comes to be your mind while purchasing new handsets</li></ul>BOOJET20P.PRICE40TARIFF25VAS10C.SERVI5<br /><ul><li>Have you seen any advertisement or promotion of T-Series ?</li></ul>YESNO5545<br /><ul><li>Are aware of various value added services provided by T-Series ?</li></ul>T SERIES10BSNL16VODAFONE13NOKIA24SAMSUNG10BLAK BERRY8<br /><ul><li>Have you heard about Pocket internet that is being promoted by T-Series ?</li></ul>YESNO7525<br />SWOT ANALYSIS<br />STRENGTHS <br />Ability to understand customer’s needs and wants <br />Recognized and established brand name <br />Effective advertising capability <br />Its after sells service <br />Technology<br />Maintenance cost is low<br />Resell value is high<br />Company’s name is synonymous with price effectivness and connectivity<br />WEAKNESSES <br />R&D is not close to the T-series manufacturing plant <br />Brand name of T-Series itself has no influence in the mobile industry. <br />OPPORTUNITIES <br />Global expansion <br />Expansion of target market (include women) <br />Become India’s leader in the cell phone market <br />Financial help easily available <br />Relatively low rate of mobile and the discount of prices offered by the dealers and manufacturers lead to the increasing demand for mobile. <br />Large market for the high performance segment which is increasing with the upliftment of the lifestyle of people.<br />THREATS <br />Nokia and Samsung is a strong competitor. <br />The big giant like Harley-Davidson will introduce soon in Indian market. <br />Raw material price increases<br />Pollution norms<br />Call rate is to become high.<br />FINDINGS<br />It is been observed that about 41% of different companies spent a monthly telecom expenditure between Rs. 2500 to 5000.<br />It is being observed that about 97% of the different SME’s and corporate houses of patna market can be called as Nano enterprises.<br />It is also been found out that the position of T-series in the market is 5th in hand set market.<br />The observation shows that maximum no of companies are using mobile phones.<br />This observation shows that about 64% of different are having an employee strength upto 15.<br />It is also been found out that about46% of companies are using 5 to 10 no. of phone connection.<br />It is been observed that about 78% of different companies are having both prepaid as well as postpaid connection.<br />It is been observed that about 75% of companies are satisfied with whatever telecom service they are using.<br />And among the unsatisfied customers 90% are unsatisfied because of the network problem.<br />It is been found out that most of the companies spent maximum on local calls.<br />It is also been observed that about 77% of companies has spent Rs. Less than 2000 on different telecom devices.<br />Some of the companies believe that by stopping the misuse of phones the telecom expanses of company could reduce.<br />Most of the companies believe that by using new corporate plane their telecom expanses could reduce. <br />SUGGETIONS<br /> There is a need of aggressive marketing of the new corporate plan.<br />To decrease the numbers of complains in monthly billing there is a need of awareness in customers about billing system.<br /> There should be regular visits by service department to corporate customers. This will build good relationship and generate more business.<br />New schemes should also be introduced to attract customers.<br />The handsets should be of better quality and of less cost.<br />There should be awareness in corporate how they can reduce their monthly billing by using T-Series mobile with lowest tariff plan, which will reduce the over all cost even if they buy a new hand set of T-Series.<br />CONCLUSION<br />I have been putting an arduous effort to make this valuable dissertation project a success. Till date whatever data I have collected and explained from that I must say that T-series has a great opportunity in the corporate field of Patna.. After analyzing different SME’s and corporate houses of Patna, I can say that each and every company wants to reduce their telecom expanses and they are in need of such types of corporate plan. It shows that there is a great opportunity for T-series corporate plan. Corporate customers are very much sensitive about service so regular visit of service department can satisfy the customers and this kind of service can increase the business. With the perfect marketing and sales strategies market share as well as revenue can be increased by focusing on high volume users. There are lots of opportunities for T-series in different SME’s and corporate houses in Patna. <br />BIBLIOGRAPHY<br />BOOKS:<br />Name of the book:- Marketing research<br />Author:- Dr. C.B.Mamoria<br />Name of the book:- Marketing research<br />Author:- Mr. Kothari.<br />MAGAZINES, JOURNALS AND NEWSPAPERS:<br />Journals published by Tseries, Annual Report<br />Auto India, Business World<br />INTERNET:<br /><br /><br />