This document is a project report submitted for a Master's degree in business administration. It discusses planning and implementing sales analysis and distribution channels for Reliance Communications in Nagpur, India. The report includes an introduction, literature review on the Indian telecommunications sector, profile of Reliance Communications, and initial chapters outlining the industry and company.

1. A
SUMMER INTERNSHIP PROJECT REPORT ON
PLANNING AND IMPLEMENTION OF SALE ANALYSIS DISTRIBUTION
CHANNEL IN RELIANCE COMMUNICATION IN NAGPUR
A Report Submitted to
University
In Partial Fulfillment of the requirement of
Master of Business Administration (MBA) Course
Specialization in Finance and Marketing Management
Academic Session
2013- 14
Prepared by
Xyz
Guided by
Xyz
Civil Lines, Sadar, Nagpur – 440001
CERTIFICATE

2. This is to certify Xyz is a bonafide student of Xyz, Nagpur pursuing Master of
Business Administration (MBA) course specialization in Finance and Marketing
Management during academic Session 2012-13.
The candidate has worked under the supervision of
_________________________ (Guide name) and has satisfactorily completed his project
work in this academic session. The project submitted by him is his own work and is
complete so as to warrant its presentation for examination.
His project work titled Planning and Implementation of Sales Analysis &
Distribution Channel in Reliance Communication Ltd. which is in partial fulfillment
of the requirement for the above course is being forwarded to Rashtrasant Tukadoji
Maharaj Nagpur University for examination.
Project Guide Director
____________________ Xyz
(Name of Guide)

3. DECLARATION
I, Xyz, hereby declare that with the exception of suggestions and guidance
received from my Supervisor, __________________ (guide name) this project work
titled Planning and Implementation of Sales Analysis & Distribution Channel in
Reliance Communication Ltd. in Nagpur is my own hard work.
This report as one, which is substantially the same as this, has not been submitted
by me for any other examination of this University or any other University.
Place : Nagpur Xyz
Date :

4. ACKNOWLEDGEMENT
For helping me in providing necessary information during various stages of
project thereby making it Successful.
It is a great privilege to express deep sense of gratitude and indebtedness to
esteemed guidance of Mr.Sangram, Reliance Communication, Prepaid Head &
Prof.Kamlesh Mishrra, faculty,Krupajal Business School Without their guidance,
encouragement and inspiration this project would never have been possible.
Lastly I extend my sincere thanks to all those who have helped me for the
successful completion of this project.
Place:
Date:

5. CHAPTER – 1
1.1 Introduction to the topic

6. 1.2 Literature Review
The report provides a detailed study of the Indian telecom sector and gives an
analysis of the competitive environment in the industry. It gives an insight into the fixed,
mobile, Internet and broadband services in terms of players, number of subscribers, and
market share in India. The report also discusses the growth drivers, opportunities, and
future outlook of the Indian telecom sector to help clients identify growth opportunities in
the market. With a strong population of over 1.1 Billion, India has become one of the
most dynamic and promising telecom markets of the world. In recent times, the country
has emerged as one of the fastest growing telecom markets in the world. During 2003-
2007, the country witnessed the number of phones increasing more than triple and total
tele – density rising from 5.1% to 18.2%.
The major key findings from this report are as follows:
 The total telecom subscription in India surged at a CAGR of over 38% from fiscal
2003 to fiscal 2007, making the country the third largest telecom market in the
world.
 Mobile phones accounted for 80.2% of the total telephone subscriber base at the
end of March 2007.
 The Internet subscriber base in the country, as on March 31, 2007, stood at 9.3
Million as compared to 6.9 Million on March 31, 2006 registering a growth of
34.8%.
 By fiscal 2010, Indian will require around 330,000 telecom network towers.
To meet this enormous need, the telecom operators are resorting to network
infrastructure sharing.
The major key issues & facts analyzed are as follows:
 The current scenario of the Indian telecom sector.
 The factors critical to the success of the industry.
 The opportunities exist for the Indian telecom market.
 The future outlook of the telecom market in India.
 The emerging technologies in the Indian telecom sector.
 The major players in the Indian telecom market and how are they performing.

7. The report provides an overview of the financials of the telecom industry and
various players in the Indian telecom sector. It gives a detailed analysis of the
competition prevalent in the Indian telecom industry. It summarizes the reasons for
declining revenues, increasing price war, increasing rate of customer attrition and also the
importance of value added services for mobile service providers.
 The Indian mobile services market is highly competitive with six to eight players
operating in each of the 23 telecom circles that the country is divided into.
 Most telecom operators reported a decline in revenues from mobile services in Q2,
2009-10 despite growth in their mobile subscriber base.
 With mobile penetration in the urban areas having reached high levels already
(urbantele-density was 87.18% as against rural tele-density of 15.35%, both as in
June 2009), subscriber additions are expected to happen largely in the semi-urban and
rural areas, which in turn would impact ARPU further.
 With TRAI recommending introduction of MNP, the domestic telecom sector appears
poised for a paradigm shift. The reasons for seeking the introduction of MNP are
compelling: to promote competition among mobile service operators so that service
levels can improve further and to provide users the right to change operators at
minimal cost and with minimal inconvenience.
 Currently, the contribution of VAS to the total mobile revenues of Indian telecom
operators is just 9-10%, which is significantly lower than the same of operators in the
developed markets.

8. Chapter – 2
2.1 Introduction to the Industry
The telecom industry is one of the fastest growing industries in India. India has
nearly 200 million telephone lines making it the third largest network in the world after
China and USA. With a growth rate of 45%, Indian telecom industry has the highest
growth rate in the world. History of Indian Telecommunications started in 1851 when the
first operational land lines were laid by the government near Calcutta (seat of British
power).
Telephone services were introduced in India in 1881. In 1883 telephone services
were merged with the postal system. Indian Radio Telegraph Company (IRT) was formed
in 1923. After independence in 1947, all the foreign telecommunication companies were
nationalized to form the Posts, Telephone and Telegraph (PTT), a monopoly run by the
government's Ministry of Communications. Telecom sector was considered as a strategic
service and the government considered it best to bring under state's control.
In 1986, two wholly government-owned companies were created: the Videsh Sanchar
Nigam Limited (VSNL) for international telecommunications and Mahanagar Telephone
Nigam Limited (MTNL) for service in metropolitan areas.
Telecommunication sector in India can be divided into two segments: Fixed
Service Provider (FSPs), and Cellular Services. Fixed line services consist of basic
services, national or domestic long distance and international long distance services. The
state operators (BSNL and MTNL), account for almost 90 per cent of revenues from
basic services. Private sector services are presently available in selective urban areas, and
collectively account for less than 5 per cent of subscriptions. Cellular services can be
further divided into two categories: Global System for
Mobile Communications (GSM) and Code Division Multiple Access (CDMA).
The GSM sector is dominated by Airtel, Vodafone-Hutch, and Idea Cellular, while the
CDMA sector is dominated by Reliance Communications and Tata Indicom. Opening up
of international and domestic long distance telephony services are the major growth
drivers for cellular industry. India surpasses the USA as the world’s second largest
mobile market. The last five years have witnessed the number of phones more than
quadruple in India, taking the total number to 300.5

9. million at the end of March 2008. 73.7% of the country’s mobile customers are
subscribed to GSM and the remainders are CDMA customers. Mobile growth is
forecasted to remain in the double digits until the end of the forecasted period, with an
average growth rate of 22.8% between 2007 and the end of 2012. At that time, mobile
subscribers are forecasted to have reached 643.0 million and a penetration rate of
51.8%.With over 1.1 billion inhabitants and a highly competitive telecom market, India is
and will remain one of the world’s most dynamic and promising telecom markets for the
next five years, even surpassing China in terms of market vitality.

10. 2.2 Company Profile
Reliance Communications Limited founded by the late Shri Dhirubhai H Ambani
(1932-2002) is the flagship company of the Reliance Anil Dhirubhai Ambani Group. The
Reliance Anil Dhirubhai Ambani Group currently has a net worth in excess of Rs. 63000
crore, cash flows of Rs. 12000 crore, net profit of Rs. 8000 crore and zero net debt.
RCOM is India’s largest integrated and fully converged communications service
provider in the private sector, and has been rated among “Asia’s Top 5 Most Valuable
Telecom Companies”. Reliance Communications is India's foremost and truly integrated
telecommunications service provider. The Company, with a customer base of over 100
million including over 2 million individual overseas retail customers, ranks 4th among
the Top 10 Telecom companies in the world by number of customers in a single country.
Reliance Communications corporate clientele includes 2,100 Indian and
multinational corporations, and over 800 global, regional and domestic carriers. Reliance
Communications has established a pan-India, next generation, integrated (wireless and
wireline), convergent (voice, data and video) digital network that is capable of supporting
best of- class services spanning the entire communications value chain, covering over
20,000 towns and 450,000 villages.
It owns and operates the world's largest next generation IP enabled connectivity
infrastructure, comprising over 175,000 kilometers of fiber optic cable systems in India,
USA, Europe, Middle East and the Asia Pacific region. The Reliance Communications
network consists of 60,000 kilometers of optical fiber cables spanning the length and
breadth of India. These cables can carry thousands of billions of bits per second and can
instantly connect one part of the country with another.
This physical network and its associated infrastructure will cover over 600 cities
and towns in 18 of the country's 21 circles, 229 of the nation’s 323 Long Distance
Charging Areas and broadband connectivity to over 190 cities. This infrastructure will be
backed by state-of-the-art information management systems and a customer-focused
organization. Reliance Communications objective is to create value for our customers.
Reliance will innovate ceaselessly so that state-of-the-art technology can be leveraged to
create products and services that are affordable. Reliance has a demonstrated track record
of conceptualizing, and executing complex, multi-billion dollar projects in a timely and

11. cost effective manner. Reliance Communications is committed to delivering products and
services of world class quality to customers. It has attracted the best people in each of its
businesses, by empowering people, providing attractive growth opportunities, and
creating a world class working environment. Reliance Communications believes that
knowledge resides in people, and has, accordingly, always built its growth plans around
people. It is a youthful enterprise, with a strong entrepreneurial spirit, fostering an
environment that facilitates informality and flexibility, and emphasizes depth of planning
and speed of execution.
The following attributes define future leadership at Reliance Communications:
 Customer centricity.
 Initiative and an attitude of ownership.
 Passion for excellence and an ability to energize.
 Problem solving and an innovative "can do" mindset.
 Entrepreneurship and stretch.

12. The strong underlying fundamentals of the Indian economy, and the latent demand
potential in our markets, provide the platform for building world scale businesses.
Reliance Communications leadership in its several businesses is centered around its
ability to build world scale assets, obtaining the benefits of economies of scale, and
competing on an even level with the global peer group.
VISION
Reliance Communications has a vision to leverage its strengths to execute
complex global-scale projects to facilitate leading-edge information and communication
services affordable to all individual consumers and businesses in India. It also aims to
offer unparalleled value to create customer delight and enhance business productivity. It
also focuses on generating value for their capabilities beyond Indian borders and thus
enabling millions of India's knowledge workers to deliver their services globally.
BUSINESS MIX

13. -The SIP report can broadly follow the following chapter sequence:
Cover Page
Certificate (From the company)
Declaration
Acknowledgement
Chapter Sequence
Chapter - 1
1.1 Introduction to the topic
1.2 Literature Review
Chapter - 2
2.1 Introduction to the Industry
2.2 Company Profile
Chapter -3
(Internship topic) in (company)
Chapter - 4
Research Methodology
4.1 Objectives of project /study
4.2 Scope of Study
4.3 Rationale of study
4.4 Hypothesis (Optional)
4.5 Sources of Data
4.6 Data collection methods (if applicable)
4.7 Analysis of Data (if applicable)
4.8 Limitations of the study

14. 4.9 Findings- (Interpretation)
Chapter - 5
Recommendations / Suggestions
Chapter- 6
Conclusions
Annexure
Bibliography
(www.research and markets.com)
Guidelines :
1. For topics as follows, there may not be research / survey based data collection, but
the student is required to state the methodology adopted for meeting the
objectives set.
 Administration / Company dealership– Process / procedure / system based
data, documentation etc.
 Sales promotion – methodology adopted for undertaking promotional
activities, branding, customer interaction, product demonstrations, etc.
 Accounting based (students working with CAs / audit based ) : Norms,
procedures, statutory compliances , IT Returns, etc
 Share trading / Broking / Terminal functioning : Data collection of
companies traded & tele calling, specifications of companies & sectors,
Grouping of companies, Depositories, Transactions of shares, Trading
activity, Technical analysis, etc.