Shivani Sip Report 1

MIT School Of Business
CHAPTER- I
INTRODUCTION
1
INDUSTRY PROFILE:
The Indian Telecom Industry is considered to be a vital tool for the development of the
country on the whole by contributing towards the immense growth, quick expansion and
upgradation of various sectors of the nation. This industry increases the GDP of India, earns
profit for the Indian Government and creates employment opportunities for a great number of
people. The Indian Telecom Industry is very huge consisting of companies that make
hardware and also produce software. Presently, it contributes to a revenue of USD 33, 500
million.
Classification of Telecom sector:
Figure 1
2
Major Player in the industry:
Figure 2
Wireless Communication and Wireline Communication:

The Wireless Communication is the fastest growing segment of the Indian Telecom
Industry. Through the development of wireless communication, it has become easier to
transmit information between two or more points that cannot be connected by an electrical
conductor. The wireless technologies being employed presently by the Indian Telecom
Industry are Cellular (mobile) phones, Television, Radio etc. The private telecom operators
now dominate the wireless market. However, this was not the case in the beginning. The
changes in the market structure were mainly due to the changes in the National Telecom
Policy of 1999. The Government of India is providing benefits to private players to grow in
this sector. Mobile phone communication is one of the best known examples of wireless
technology and is also known as cellular phone communication. The major operators in the
wireless field are Bharti Airtel, Vodafone, Reliance Communications, Idea Cellular, Tata
3
Indicom and BSNL/MTNL.The Wireline Communication focuses mainly on landlines. Fixed

telephones are facing stiff competition from mobile phones. The fixed telephones network
quality has presently improved a lot and these phones are now available even in high density
urban areas on demand. The public telecom operators like BSNL and MTNL dominate the
wireline market followed by the private operators. India has the worlds second- largest
telecom network after China in terms of both fixed as well as mobile communication. India
had a subscriber base of 999.71 million till the end of March15 in terms of fixed and mobile
communication.
GROWTH OF TELEPHONE OVER THE YEARS (IN MILLION)

Table 1
YEAR WIRELESS SUBSCRIBERS WIRELINE SUBSCRIBERS TOTAL SUBSCRIBERS ANNUAL GROWTH %

Mar07 165.11 40.75 205.86 45
Mar08 261.07 39.42 300.49 46
Mar09 391.76 37.96 429.72 43
Mar10 584.32 36.96 621.28 45
Mar11 811.59 34.73 846.32 36
Mar12 919.17 32.17 951.34 12
Mar13 867.8 30.21 898.01 -6
Mar14 904.52 28.5 933.02 4
Mar15 969.9 26.59 996.49 7
The above table indicates that over the years, the number of wireless subscribers has
increased whereas there has been a decline in the number of wireline subscribers due to an
increasing demand for wireless phones as compared to fixed telephones.
4
Overall Tele- density in various service areas at the end of March 2015:
Table 2
S.No. Service Area Tele- density(%)

1 Delhi 237.94
2 Kolkata 146.86
3 Mumbai 145.86
4 Tamil Nadu 117.52
5 Himachal Pradesh 114.52
6 Punjab 103.13
7 Karnataka 97.5
8 Gujarat 95.61
9 Kerala 95.21
10 Maharashtra 93.41
11 Andhra Pradesh 84.15
12 Haryana 82
13 Rajasthan 77.76
14 North East 76.18
15 West Bengal 76.05
16 Jammu & Kashmir 76.03
17 Orissa 66.85
18 Madhya Pradesh 60.77
19 Uttar Pradesh 60.51
20 Assam 53.95
21 Bihar 51.17
As showed in the table, the Metro cities have high tele-density as compared to other service
areas
The major private sector service providers are Bharti, Airtel, Vodafone, Reliance
Communications, Idea Cellular, and Tata Indicom
5
Market share of different service providers in the wireless and wireline

segment (%) from 2012:
Table 3
YEAR/ SERVICE MAR12 MAR13 MAR14 MAR15
PROVIDERS Wireless Wireline Wireless Wireline Wireless Wireline Wireless Wireline
BSNL 10.72 69.84 11.66 67.67 10.46 64.87 7.96 61.71
MTNL -- 10.75 ----- 11.45 --- 12.43 0.36 13.35
Bharti Airtel 19.72 10.16 21.69 10.87 22.71 11.78 23.20 12.83
Vodafone 16.37 18.95 17.56 0.12 18.41 0.19 18.95 0.30
Reliance Commn 16.65 3.95 14.17 4.11 12.26 0.75 11.29 4.45
Idea Cellular 12.26 --- 14.01 ----- 15.01 --------- 16.27 -------
Tata Indicom 8.89 4.48 7.65 4.98 6.97 0.19 6.81 6.29
As shown in the table above, the public sector operators BSNL and MTNL have a larger
share in the wireline segment as compared to the wireless segment. BSNLs share is much
larger in the wireline sector in comparison to MTNL because it covers whole India whereas
MTNL operates only in Delhi and Mumbai. Over the years, the wireline market share has
declined due to an increased demand for wireless phones by subscribers. Amongst all the
private sector operators, Bhartis share is higher in the wireless as well as wireline segment.
Till March13, the share of Idea Cellular was less in the wireless segment as compared to
Reliance Communications but its share increased at the end of March14 and March15 as
compared to Reliance thereby securing a higher rank. Therefore, the private service providers
namely Bharti Airtel, Vodafone, Idea, Reliance Communications and Tata Indicom secured
1st, 2nd, 3rd, 4th and 5th rank respectively according to their market share at the end of
March16.
Figure 3
6
Company Profile:
Reliance Jio Infocomm Limited (RJIL), a subsidiary of Reliance Industries Limited (RIL),
Indias largest private sector company, is the first telecom operator to hold pan India Unified
License. This license authorizes RJIL to provide all telecommunication services except
Global Mobile Personal Communication by Satellite Service.
RJIL holds spectrum in1800 MHz (across 14 circles) and 2300 MHz (across 22 circles)
capable of offering fourth generation (4G) wireless services. RJIL plans to provide seamless
4G services using FDD-LTE on 1800 MHz and TDD-LTE on 2300 MHz through an
integrated ecosystem.
RJIL is setting up a pan India telecommunication network to provide to the highly

underserviced India market, reliable (4th generation) high speed internet connectivity, rich
communication services and various digital services on pan India basis in key domains such
as education, health care, security, financial services, government citizen interfaces and
entertainment. RJIL aims to provide anytime, anywhere access to innovative and empowering
digital content, applications and services, thereby propelling India into global leadership in
digital economy.
RJIL is also deploying an enhanced packet core network to create futuristic high capacity
infrastructure to handle huge demand for data and voice. In addition to high speed data, the
4G network will provide voice services from / to non-RJIL networks.
RJIL has finalized key agreements with its technology partners, service providers,
infrastructure providers, application partners, device manufacturers and other strategic
partners for the project.
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Objectives of the study:
1. Appreciate uniqueness of each customer's requirements and serve the customers

with service flexibility.
2. To study and analyze the customer preference for jio money.
3. To find potential areas and merchants for JIO MONEY.
4. For providing a diversification in the modes of payments.
Limitations of the study:
1. Lack of response from the customers end.
2. Unwillingness of customers in filling up the questionnaire.
3. Many of the customers were not accessible as a matter of reach.
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Applications offer by Reliance Jio:
Figure 4
Jio Money:
To enable digital transactions, Merchants, especially small merchants, are an important

component of our economy. To fuel their transactions, Jio is working to empower Indian
merchants by building a digital retail ecosystem, which we are calling Jio-Money Merchant
Solutions," said Mukesh Ambani.
Ambani said this will enable digital transactions of all types, whether they be at mandis,
small shops, restaurants, and railway ticket counters, for bus and mass transit and even for
person-to-person money transfers.
"Customers can use their JioMoney wallets to pay merchants from their bank accounts, and
merchants can use the Jio-Money Merchant App to accept these payments directly into their
bank accounts," he said.
Using the JioMoney Merchant App, merchants can also make supplier payments, transfer
money between his bank account and use digital petty cash
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JioMoney is a mobile-based wallet app which was launched by Reliance Jio Infocomm in
2016. JioMoney app helps you make instant cashless transactions. Recharging your mobile or
DTH connections, transferring money to the bank account or a friend or family, or paying
utility bills like water, electricity, and gas, and just everything.
JioMoney mobile payment app offers a safe and secure platform for making payments on both
physical and online stores. In fact, you can even link your bank accounts and different cards
with JioMoney and schedule monthly payments like rent and water and gas bills accordingly.
JioMoney is focused on signing up over 10 million small merchant retailers in the coming
weeks across 17,000 towns and four lakh villages. With this, the JioMoney ecosystem will be a
committed and enthusiastic partner for the smooth implementation of our Prime Minister's
game-changing vision of creating a digitally-enabled and strong Indian economy," Ambani
said.
RBI Approved Digital Wallet:
Their digital wallet are approved by the RESERVE BANK OF INDIA (RBI). So people are
trusted on their JIO MONEY wallet service. That means they follow all the rules and
regulations they are required to work on e-wallet.
They provide 45+ banks for net banking.
You can also Rs.1 lakh+ money transfer (follow the KYC process (Know Your
Customer) rule and regulations otherwise its Rs. 10000
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Reliance Jio Money
Parent Company Reliance Industries Limited
Category Ecommerce Online payments
Sector IT & Technology
Forget cash Forget ATM

Tagline/ Slogan India ka naya cash
Headquarters Navi Mumbai, Maharashtra, India
USP Online payment systems with high customer base and acceptance
Sanjay Mashruwalla (Managing Director)

Jyotindra Thacker (Head of it)
Key people Akash Ambani (Chief of Strategy)
Owner Mukesh Ambani
1. Paytm
2. Freecharge
3. Mobikwik
4. Airtel money
Competitors
Website www.jio.com
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Why people are attracted towards JIO MONEY:
Mobile friendly:
JIO MONEY service is also available in mobile so you can easily download and use
this application in your mobile anywhere. On the other hand we can say that its a
mobile friendly application.
Figure 5
Safe and secure payment:
JIO MONEY uses many trusted software for their security purpose they used many
security application they provided best security when any transaction are done.
Figure 6
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1. What is JIO MONEY

Its safer way to transact online. You can pay at almost all merchants such as
BookMyShow, Pizza Hut, and Groupon with just a single click. Not just Jio, but you
can recharge for almost all operators like Idea, Airtel, and BSNL with this app. Many
physical stores including Reliance fresh now supports payment via Jio wallet.
Unlike other wallets, you can transfer money into bank account anytime.
2. Benefits of using JIO MONEY
By registering for JioMoney, you would gain access to a variety of services, which include:
Secure cash-free transactions anytime from anywhere

Securely store all your credit/debit cards and bank accounts for convenient and faster
payments
Make in-store and online payments across a variety of merchants
Transfer funds to other JioMoney users and to bank accounts
Pay bills and recharge mobile/DTH using a single app
Get great offers, deals and coupons from top brands and also from your neighborhood stores.
3. Security of JIO MONEY account
Your JioMoney account is 100% secure. JioMoney stores your sensitive information on the
most secure servers, using world-class security procedures and cutting-edge technologies to
ensure that your data is theft-proof. These credentials are not disclosed to anyone when you
pay through JioMoney.
We however request you not to share your mPIN and password details with anyone over the
phone, email, SMS or in-person for further safety of your account.
4. Link bank accounts/cards
You can link your bank account or credit/debit cards by logging into the JioMoney
app and clicking "Add card/Bank account" under the Manage Accounts section.
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5. To whom can I pay money by using JIO MONEY

You can pay:
For all your Jio Services

At all your neighborhood stores (big and small), restaurants, shopping malls, college
canteens, clinics, hospitals etc.
On-line at over 50,000 e-commerce websites like BookmyShow, Yatra, Burrp etc. and also
through the mobile app option offered by many online merchants.
For utility bill payments like post-paid mobile connections, electricity, gas, landline and also
insurance premiums.
For prepaid mobile recharges & DTH connections
For charity at National Association of Blind, Siddivinayak Trust, CRY etc.
6. Fees for transferring money from JIO Money wallet to Bank
Your Money can be transferred to your account during 3AM to 9PM only.
You will be charged 4% of the amount for transfer to your bank account.
Wallet to wallet transfer is completely free.
You can transfer a maximum of Rs. 5000 in a day and Rs. 20000 in a month.
The customers of the company are divided into different categories and different routes, and
every MDSS (Merchant Digital Sales Specialist) is assigned to one particular route, which
is to be followed by him on a daily basis.
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CHAPTER II
RESEARCH
METHODOLOGY
15
What is Market Research?

Market research is the process of collecting valuable information to help you find out if there
is a market for your proposed product or service. The information gathered from market
research helps budding entrepreneurs make wise and profitable business decisions. The key
to any successful business is to understand what it is that your customers want and giving this
to them in a way that is profitable for you. Many entrepreneurs make the mistake early on of
thinking that they know what their customers want without ever asking them. This can result
in some very expensive mistakes later on.
In order to find out what exactly it is that your customers want you must undertake a process
called Market Research.
Research is a careful and detailed study into a specific problem, concern, or issue using the
scientific method. Its the adult form of the science fair projects back in elementary school,
where you try and learn something by performing an experiment. This is best accomplished
by turning the issue into a question, with the intent of the research to answer the question.
It is used to find the weak and strong areas of company. The process goes like, starting up
with the collection of data, which are further analysis by experts to reach to a conclusion by
carefully observing and study of the Data. For this project I have used quantitative method to
better understand the market, consumers and its/their needs. Data is collected by the help of
Questionnaire. The collected data was then filled in the papers and then data was analysed by
it, which gave all the require graphs and charts.
Population plays a great role in the research methodology and also on its accessibility,
whether it is easy or difficult. One more important factor is important decision which will be
taken based on the research.
The main parts of research methodology are:
1. Research method.
2. Sampling plan.
3. Questionnaire design.
4. Field work plan.
5. Analysis plan.
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Primary data:
Primary data is information that you collect specially for the purpose of your research
project. An advantage of primary data is that it is specifically tailored to your research needs.
A disadvantage is that it is expensive to obtain. The source of your primary data is the
population sample from which you collect the data. The first step in the process is
determining your target population.
The data is collected by the help of Questionnaire, by telephonic interview or through

research from the field. Primary data sources include company salesman, middleman,
consumer, buyers, trade associations executives and other businessman and even
competitors.
Secondary data:
Secondary data is information that has been collected for a purpose other than your current
research project but has some relevance and utility for your research.
You can break the sources of secondary data into internal sources and external sources.
Internal sources include data that exists and is stored inside your organization. External data
is that is collected by other people or organizations from your organizations external
environment.
Figure 7
17
Lets dig a little deeper into each of these general categories. Example of internal sources of
data include, but are certainly not limited to, the following:
Profit and loss statements

Balance sheet
Sales figures
Previous marketing research and studies
If the secondary data you have collected from internal sources will not be sufficient, you can
turn to external sources of data. Some external sources include:
Media, including broadcast print and internet

Foundations
Commercial data services, which are business that find the data for you
Government sources, such as the U.S. Census Board
Even the information collected by the people by the help of the internet also comes under
secondary data, and here I have gather a very small portion of competitors through the
secondary data.
Sample design:
A research design is a map developed to guide the research. It is a part of planning stage of
research, a blueprint for the collection, measurement and analysis of data. It provides the
research with the capabilities to match a research problem with appropriate design. The
research design primarily addresses to the following question:
a) Why is the study being conducted?

b) What is the study all about?
c) When will the study be carried out?
d) Where will the study be conducted?
e) What is the kind of data required?
f) Where is the required data available?
Sampling can be done in many ways:
Random sampling
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Systematic sampling
Stratified sampling
Snowball sampling
Judgement sampling
NOTE: The project report has been done in Random Sampling Method in order to
collect different types of information through various shopkeepers and merchants with
having an equal chance of getting selected as a subject.
Sampling design process:

The sampling design process is a six step process starting with defining the population,
defining the sample unit, determining the sample frame, selecting a sample technique,
determining the sample size and executing the sample process. Here is the diagrammatical
representation of the sampling design.
Figure 8
size of sample:
Sample size determining is the act of choosing the number of observations or replicates to
include in a statistical sample. The sample size is an important feature of any empirical study
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in which the goal is to make interferences about a population from a sample. The sample size
is the best way to target particular segment of customers.
Method of data collection:
The choice of method is influenced by the data collection strategy, the type of variable,
accuracy required, the collection point and the skill of the enumerator. Links between a
variable, its source and practical methods for its collecting can help in choosing appropriate
methods. The data collection methods are:
Questionnaires:
Forms which are completed and returned by respondents. An inexpensive
method that is useful where literacy rates are high and respondents are co-operative.
Figure 9
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Interviews:
Forms which are completed through an interview with the respondent. More
expensive than Questionnaires, but they are better for more complex questions, low
literacy or less co-operation.
Direct observations:
Making direct measurement is the most accurate method for many variables,
such as catch, but is often expensive. Many methods, such as observer programmers,
are limited to industrial fisheries.
Reporting:
The main alternative to making direct measurement is to require fishers and
other to report their activities. Reporting requires literacy and co-operation, but can be
backed up by legal requirement and direct measurement.
Instruments:
Questionnaire
Checklist
Distribution
Interview
Observations
Records
Experimental approach
Survey approach
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CHAPTER III
THEOROTICAL
BACKGROUND
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Marketing:
Figure 10
Marketing is the activity, set of institutions, and processes for creating, communicating,
delivering and exchanging offerings that have value for customers, clients, partners, and
society at large.
Another definition can be:
Marketing is a form of communication between you and your customers with the goal of
selling your products or services to them. Communicating the value of your product or
service is a key aspect of marketing.
Marketing techniques include choosing target markets through market analysis and market
segmentation, as well as understanding consumer behaviour and advertising a products value
to the consumer.
Marketing research:
Marketing research is "the process or set of processes that links the producers, customers, and
end users to the marketer through informationinformation used to identify and define
marketing opportunities and problems; generate, refine, and evaluate marketing actions;
monitor marketing performance; and improve understanding of marketing as a process.
Marketing research specifies the information required to address these issues, designs the
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method for collecting information, manages and implements the data collection process,
analyzes the results, and communicates the findings and their implications."
Figure 11
It is the systematic gathering, recording, and analysis of qualitative and quantitative data
about issues relating to marketing products and services. The goal of marketing research is to
identify and assess how changing elements of the marketing mix impacts customer
behaviour. The term is commonly interchanged with market research; however, expert
practitioners may wish to draw a distinction, in that market research is concerned specifically
with markets, while marketing research is concerned specifically about marketing processes
Marketing research is often partitioned into two sets of categorical pairs, either by target
market:
Qualitative marketing research,
Quantitative marketing research
Market strategy:
Figure 12
Marketing strategy has the fundamental goal of increasing sales and achieving a
sustainable competitive advantage. Marketing strategy includes all basic, short-term, and
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long-term activities in the field of marketing that deal with the analysis of the strategic initial
situation of a company and the formulation, evaluation and selection of market-
oriented strategies that contribute to the goals of the company and its marketing objectives.
The process usually begins with a scan of the business environment, both internal and
external, which includes understanding strategic constraints. It is generally necessary to try to
grasp many aspects of the external environment, including technological, economic, cultural,
political and legal aspects. Goals are chosen. Then, a marketing strategy or marketing plan is
an explanation of what specific actions will be taken over time to achieve the objectives.
CRM:
Customer relationship management (CRM) is a term that refers to practices, strategies and
technologies that companies use to manage and analyze customer interactions and data
throughout the customer lifecycle, with the goal of improving business relationships with
customers, assisting in customer retention and driving sales growth. CRM systems are
designed to compile information on customers across different channels -- or points of
contact between the customer and the company -- which could include the company's
website, telephone, live chat, direct mail, marketing materials and social media. CRM
systems can also give customer-facing staff detailed information on customers' personal
information, purchase history, buying preferences and concerns.
Figure 13
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Sales strategy:
A sales strategy consists of a plan that positions a companys brand or product to gain a
competitive advantage. Successful strategies help the sales force focus on target market
customers and communicate with them in relevant, meaningful ways. Sales representatives
need to know how their products or services can solve customer problems. A successful sales
strategy conveys this so that the sales force spends time targeting the correct customers at the
right time.
Significance
Planning and creating an effective sales strategy requires looking at long-term sales goals and
analyzing the business sales cycle, as well as meeting with sales people about their personal
career goals. Going through these exercises helps business owners and managers gain a more
intimate knowledge of the sales intervals, seasonal changes and what motivates the sales
team. After creating the long-term sales strategy based on long-term goals, sales managers
should create monthly and weekly sales strategies based on the long-term strategy. This
allows for short-term performance measurement of the sales team.
Types
Businesses employ one of two basic types of sales strategies to their overall plan: direct or
indirect. With the direct sales strategy, sales people attack the competition head on when
talking to the customer. They talk about each feature of the competitions product and
compare it to theirs. The term "negative selling" refers to the direct sales approach. Indirect
sales approaches apply more subtle techniques by demonstrating features and benefits not
available with the competitions products or services without ever mentioning them by name.
This more sophisticated, positive sales strategy requires research and analysis of the
competition.
Components
A successful sales strategy includes product placement, promotion and testimonials in

addition to the core selling strategies for the sales force. Product placement and promotion
create brand awareness by using the various marketing channels available today. Social
media networks offer a free platform for increasing brand awareness. Business owners can
utilize these tools effectively by spending time each day to communicate with fans and
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followers on their social network pages. Customer testimonials readily available for prospects
to read or watch lend authority to a small business and the products and services it offers.
Function
Regardless of whether a business uses a direct or indirect sales strategy, or a combination of

the two, sales managers need to work with sales people on techniques. New customer
acquisition and customer retention require two approaches. A sales strategy lays out the steps
and methods necessary for customers in different stages. Potential customers need
communication that introduces the brand and product or service in ways that show how it can
solve his or her problems. Current customers require more personal communication about
new features or benefits to keep them engaged. Promotions and referral discounts work to
motivate current customers to spend their money and to spread the word to others.
Considerations
Creating an effective sales strategy requires market knowledge, awareness of competitor

activities, awareness of current trends and detailed business analysis. Small business owners
wishing to create and implement a sales strategy for the first time may want to hire a
professional business consultant to help guide the process.
Porters Five Force Model:
Is a framework to analyse level of competition within an industry and business strategy

development. It draws upon industrial organization economics to drive five forces that
determine the competitive intensity and therefore attractiveness of an industry. Named after
Michael E. Porter, this model identifies 5 competitive forces that shape every industries, and
help industrys weakness and strengths.
1. Bargaining power of suppliers

2. Thereat of new Entrance
3. Industry Rivalry
4. Threat of substitutes
5. Bargaining power of buyers.
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Figure 14
BUSINESS TO BUSINESS
Business-to-business (B2B) refers to a situation refers to a situation where one business

makes a commercial transaction with another. This typically occurs when:
A business is sourcing materials for their production process (e.g. a food manufacturer
purchasing salt).
A business needs the services of another for operational reasons (e.g. a food manufacturer
employing an accountancy firm to audit their finances).
A business re-sells goods and services produced by others (e.g. a retailer buying the end
product from the food manufacturer).
B2B is often contrasted against business-to-consumer (B2C). In B2B commerce it is often the
case that the parties to the relationship have comparable negotiating power, and even when
they don't, each party typically involves professional staff and legal counsel in the negotiation
of terms, whereas B2C is shaped to a far greater degree by economic implications
of information asymmetry.
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Comparison with B2C
In most cases, the overall volume of B2B (business-to-business) transactions is much higher
than the volume of B2C transactions. The primary reason for this is that in a typical supply
chain there will be many B2B transactions involving subcomponents or raw materials, and
only one B2C transaction, specifically sale of the finished product to the end customer. For
example, an automobile manufacturer makes several B2B transactions such as buying tires,
glass for windscreens, and rubber hoses for its vehicles. The final transaction, a finished
vehicle sold to the consumer, is a single (B2C) transaction.
However, in certain cases, for example a toothbrush manufacturer may make lesser B2B
transactions of raw materials than the number of B2C transactions of toothbrush units that are
sold.
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CHAPTER IV
DATA
PROCESSING AND ANALYSIS
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Que 1: What is your gender?

1. Male
2. Female
19
18
Male Female
Graph 1 (gender)
Sr no Genders Response Percentage

1 male 19 51.35
2 female 18 48.64
Chart 1 (gender)
Data analysis:
More than 50% of the respondents are male which states that males are dominantly handling
the shops then 48.64% females.
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Que 2: What is your age?

1. 18-23
2. 24-30
3. 31-40
4. 41-50
15
12
5 5
18-23 24-30 31-40 41-50
Graph 2 (age group)
Sr.no Age group Response Percentage

1 18-23 5 14.7
2 24-30 12 32.4
3 31-40 15 40.5
4 41-50 5 14.7
Table 2 (age group)
Data analysis:
The age group between 24-40 covers more than 70% of the survey which explains that youth
and upper middle segment people are more into handling business and seeking interest in
updated technology.
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Que 3: Do you have mobile phone with internet access?

1. YES
2. NO
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Yes No
Graph 3 (Internet access)
Sr.no Internet access Response Percentage

1 Yes 31 83.7
2 No 6 16.2
Table 3 (Internet access)
Data analysis:
With the updated use of technology the survey clearly portraits that more than 83% of the
respondents are accessible to the internet facility.
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Que 4: Which payment app do you use?

1. Freecharge
2. Paytm
3. JIO money
4. phone pe app
12
11
10
Freecharge Paytm Jio money Phone pay app
Graph 4 (Application use)
Sr.no Application use Response percentage

1 Freecharge 11 29.7
2 Paytm 10 27
3 Jio money 12 32.4
4 Phone pay app 4 10.8
Table 4 (Application use)
Data analysis:
It had been shortly noticed that slowly and steadily Jio money has been taking the no 1
position into the market covering of almost 32% of the market share.
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Que 5: Why do you prefer e-wallet over other modes of payment?

A. Time saving
B. Ease of use
C. Security
D. Other
13 13
Time saving Ease to use Security Other
Graph 5 (E-wallets)
Sr.no E-wallet Response percentage

1 Time saving 13 35.13
2 Ease to use 13 35.13
3 Security 9 24.3
4 Other 2 5.5
Table 5 (E-wallets)
Data analysis:
With the ease because of technology people have started saving their time and efforts in
clearing all the bills and payments up to 35%.
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Que 6: How do you consider JIO money against other sort of payment?
A. Alternative
B. not an alternative
C. supportive
D. substitute
17
15
3
2
Alternative Not an alternative Supportive Substitute
Graph 6 (Jio money and other wallets)
Sr.no Jio money and other Response Percentage

wallets
1 Alternative 17 45.9
2 Not an alternative 3 8.1
3 Supportive 15 40.5
4 Substitute 2 5.4
Table 6 (Jio money and other wallets)
Data analysis:
With an increasing boom of jio money 45% of the people choose this as an alternative
whereas more than 40% of the people found it as supportive.
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Que 7: What are your purpose for using JIO money?

A. Money transfer
B. Recharge
C. Utility and bill payment
D. All of them
14
9
8
Monet transfer Recharge Utility and bill All of them

payments
Graph 7 (Purpose of Jio money)
Sr.no Purpose of Jio Response Percentage

money
1 Money transfer 14 37.8
2 Recharge 8 21.6
3 Utility and bill 9 24.3
payments
4 All of them 6 16.2
Table 7 (Purpose of Jio money)
Data analysis:
Increasing installations of jio money are also letting 37% of the people for money transfer along
with 24% of the people using it as a additional utility and bill payments.
37
Que 8: What do u expect out of JIO wallet?

A. Discounts
B. Cashbacks
C. offers
D. Bonus point
14
11
Discounts Cashbacks Offers Bonus points
Graph 8 (Expect Jio money)
Sr.no Expect Jio money Response Percentage

1 Discounts 7 18.9
2 Cashbacks 14 37.8
3 Offers 11 29.7
4 Bonus points 5 13.5
Table 8 (Expect Jio money)
Data analysis:
Advancements leads to extra costs for the company and till now more than 29% of the people
expect more offers from jio while more than 37% of the people are awaiting for more cashbacks
into their respected accounts.
38
Que 9: How many times do you use JIO money app?

A. Once
B. 5-10 times
C. 10-15
D. more than 15
18
8
6
5
Once 5-10 Times 10-15 Times More than 15
Graph 9 (Jio money use)
Sr.no Jio money use Response Percentage

1 Once 5 13.51
2 5-10 times 18 48.64
3 10-15 times 8 21.62
4 More than 15 6 16.21
Table 9 (Jio money use)
Data analysis:
Slowly and steady wins the race. Jio money with an increasing rate of 48% have started people
making use of it more than 10 times.
39
Que 10: How often do you use JIO money wallet?

1. Daily
2. Weekly
3. Monthly
4. Never
20
13
2 2
Daily Weekly Monthly Never
Graph 10 (Use of Jio money)
Sr.no Use of Jio money Response Percentage

1 Daily 2 5.4
2 Weekly 13 35.13
3 Monthly 20 54
4 Never 2 5.4
Table 10 (Use of Jio money)
Data analysis:
With an increasing services through mobiles jio money had been getting into use weekly
proving it statistically covering more than 35% of the market.
40
Que 11: How much money do you load in JIO money wallet on monthly basis?
A.less than 500
B. 500-1000
C.1000-1500
D. more than 1500
17
11
5
4
Less than 500 500-1000 1000-1500 More than 1500
Graph 11 (Money in the Jio money wallet)
Sr.no Money in the Jio Response Percentage

money wallet
1 Less than 500 4 10.8
2 500-1000 17 45.9
3 1000-1500 11 29.7
4 More than 1500 5 13.5
Table 11 (Money in the Jio money wallet)
Data analysis:
Better usage leads to more loading of money into the wallet. Jio money app has been
convincing people to load more than 1000 bugs weekly stating it with 45% of the respondents.
41
Que 12: How will you rate this JIO payment method?
A. Very satisfied
B. Satisfied
C. Neutral
D. Unsatisfied
18
14
3
2
Very satisfied Satisified Netural Unsatisfied
Graph 12 (Jio money)
Sr.no Jio money Response Percentage

1 Very satisfied 2 5.4
2 satisfied 14 37.8
3 Netural 18 48.6
4 unsatisfied 3 8.1
Table 12 (Jio money)
Data analysis:
Getting developed day by day 37% of the respondents are Quiet satisfied with the usage of the
app but being diplomatic 48% of the people had rated it as Netural.
42
Que 13: Would you want to continue using JIO money wallet?
A. Very likely
B. Likely
C. Neutral
D. Unlikely
16
11
6
4
Very likely Likely Netural Unlikely
Graph 13 (Using Jio money)
Sr.no Using Jio money Response Percentage

1 Very likely 6 16.21
2 Likely 16 43.24
3 Netural 11 29.72
4 unlikely 4 10.81
Table 13 (Using Jio money)
Data analysis:
Satisfaction lies within the fittest. Jio money had been trying and successfully convinced more
than 43% of the people to use it again and again and only 10% of the people are unlikely to use
the app repeatedly.
43
Que 14: What are the obstacles you faced using the wallet?
A. Non user friendly
B. Security of money
C. No access to international transaction
D. Time taking
13
11
7
6
Non user friendly Security of money No access to Time taking

international
transaction
Graph 14 (Obstacles using wallets)
Sr.no Obstacles using Response Percentage

wallets
1 Non user friendly 7 18.9
2 Security of money 13 35.13
3 No access to 6 16.21
international
transaction
4 Time taking 11 29.72
Table 14 (Obstacles using wallets)
Data analysis:
More than 35% of the people stated that secruity of money into jio money app is an issue which
also gave rise to 30% of the people saying it is even time consuming.
44
Que 15: Is JIO money a useful service as a mode of payment?

A. Agree
B. Strongly agree
C. Disagree
D. Strongly disagree.
13 13
Agree Strongly agree Disagree Strongly disagree
Graph 15 (Useful service)
Sr.no Useful service Response Percentage

1 Agree 9 24.32
2 Strongly agree 13 35.13
3 Disagree 13 35.13
4 Strongly disagree 2 5.4
Table 15 (Useful service)
Data analysis:
35% of the people strongly agree that it is one of the most useful payment mode which also
flashes the other side of the coin stating that 35% of the people also disagree.
45
CHAPTER - V
Management Lesson
46
1. Be punctual:
One must be punctual and well before time if one has been given an appointment for
meeting. As the person is taking out his time to meet us, we must respect that and
reach well before time in order to avoid delays.
2. Grasp quickly:
One mused be tuned to grasp quickly whatever is been taught in order to avoid
confusion at the later stage.
3. Maintain discipline:
Discipline is very important not only in business but in every aspect of life. One must
maintain discipline in the organization as well as while dealing with customers.
4. Learn from clients:

Dont sell to clients what you have, arrange everything what client needs.
5. Good listener:
Always try to be a good speaker. But a good speaker is not sufficient.in order to
manage properly you have to listen to the people around you. So to become a good
speaker you must become a good listener.
6. Work according to the plan:

One must plan out the schedule well in advance in order to cover the areas allocated.
And one must follow the schedule plan in order to able to complete the survey well
before the deadline.
7. Always ready to learn:

One must have an always ready to learn approach, so that one is never bored with his
work.
8. Commitment:
47
Commitment towards your work is the need of the hour because when you are
committed to work, there are more chances of doing it right.
9. Dont hesitated to ask:

When in doubt it is better to ask the concerned person involved otherwise it can lead
to a dangerous mistake in the organization. Its better to be safe than sorry.
10.Never ever give up:

Never lose hope. Continue to struggle, there will be lot of small gain and big losses on
the way, but dont miss the target.
11.Understand the full context:

Try to understand as much as you can about the complaint. The more information you
have, the easier it is it determine the root of the dissatisfaction.
12.Do not argue

One must not argue with the customers no matter what. One must maintain his
composure while talking to the customers.
13.Focus on real problem that matter:

Avoid fun for sake of fun. Find the real problems and opportunity that people can
tackle.
14.Maintain Dignity:
Do not allow others to take you unnecessary advantage, take orders from the right
person.
15.Objective Oriented:
The focused should always be of the objective only, Any activity or function diverting
from the objective can be time consuming and a heavy mistake.
48
16.Ask proactive questions:

Clients appreciate it when you act as a thought partner and demonstrate your concern
for the process and its result.
17.Learn from the experiences:
Experiences is the best teacher. Always try to learn as much as you can.
18.Maintain poise:
Always maintain your poise while dealing with the senior manager or customers.
19.Beat the deadline:

Getting work done ahead of times the client flexibility and demonstrates you are
efficient and customer-focused.
20.Be proactive:
Pro activeness is a must in such a competitive scenario of corporate
world.
21.Time management:
It is one of the important which always keeps you ahead from others. So always
manage the time very well.
22.Take initiative:
Always take an initiative and come out with your own ideas instead of just following
your leads.
23.Body language:
Body language should always be calm rather than being aggressive. It speaks a lot
about your personality than your words.
24.Understand the given job:
49
One must properly understand the job which is given and properly understand the
roles and personality.
25.Avoid distractions:
One needs to be out rightly focused in the task one performs without any distractions.
26.Practice, practice, practice:

Practice is very important factor. We have to practice a lot which helps in learning a
lot. Practice is a factor which makes a man perfect.
27.Follow the logic:

There is no right or wrong. Always go by logic.
28.Identifying the problems:

Identifying the root is a significant skill which does not allow your efforts to get in
vein.
29.Be presentable:
One must be presentable whenever one visits organization or customer. So that the
opposite person finds him charming and have a fruitful conversation.
30.Absorb the right quality:

Learn right set of skills and absorb the best from others.
50
CHAPTER VI
FINDINGS
51
Findings:
Out of 37 respondents, 12 people are using the app of jio money for satisfying their
daily payment needs which has been proved to be a success.
As an increasing trend in world of e wallets JIO money has covered almost 32% of
the market share.
Increasing visibility leads to more than 37% of the people use it for money transfer.
Due to lack of user friendly feature 48% of the people disliked the app.
Due to the lack of awareness among people jio money has been an untold story
which is hard to make them believe in.
Competing it with other payment mode platforms 35% of the total market believes it
is one of the most suitable payment mode in the field of e- wallet.
The interface or say the downloading process is not flexible enough.
It is not user friendly.
52
CHAPTER VII
RECOMMENDATIONS
53
A marketing strategy sets the overall direction and goals for your marketing, and is therefore
different from a marketing plan, which outlines the specific actions you will take to
implement your marketing strategy. The marketing strategy could be developed for the next
few years, while our marketing plan usually describes tactics to be achieved in the current
year.
Get the feedback from existing customers about Reliance JIO Money and take the
reference for making new customers.
Use online advertisements (eg: like a pop-up in youth centric games like mini militia)
to generate awareness.
Referral programme on downloading and using apps can be given.
The customer care people and employees in Reliance JIO should try to convey brand
Reliance JIO while talking to people.
Leveraging the image of the customer centric company providing top notch services
at very affordable rates, it can initially give huge discounts in the form of cashbacks
and service discounts with bonus.
Promotional offers in the forms of discount and cash backs.
In todays era, the Reliance JIO must focus on rural areas to get the people attention
and gather the rural people interest. Because most of rural people are not having the
knowledge about Reliance JIO Money.
54
CHAPTER VIII
CONCLUSION
55
An important contribution of this study is how marketing strategy is developed and sustained
over different target market in telecommunication sector. The future commitment of the
customers to organization depends on perceived marketing element. The issue and challenges
is therefore increasingly recognized as a critical success factor in the emerging scenario.
JIO money will be an emerging app into the market which will suitably cater its
services throughout pan India.
Increased advertisements and sales promotion will increase the visibility.
The license of payment and deposit in the JIO MONEY BANK will be seen as a great
success for the society.
The apps installation and usage should be user friendly in order to get an easy access.
56
BIBLIOGRAPHY
57
WEBSITES:
https://www.jiomoney.com/
www.grabon.in/jio-money-offers/
https://www.jio.com/en-in/apps/jio-money
economictimes.indiatimes.com
58
CHAPTER IX
ANNEXURE
59
Que 1: What is your gender?

M ()
F ()
Que 2: What is your age?
5. 18-23
6. 24-30
7. 31-40
8. 41-50
Que 3: Do you have mobile phone with internet access?
A.YES
B. NO
Que 4: Which payment app do you use?
1. Freecharge
2. Paytm
3. JIO money
4. phone pe app
Que 5: Why do you prefer e-wallet over other modes of payment?
1. Time saving
2. Ease of use
3. Security
4. Other
Que 6: How do you consider JIO money against other sort of payment?
1. Alternative
2. not an alternative
3. supportive
4. substitute
Que 7: What are your purpose for using JIO money?
1. Money transfer
2. Recharge
3. Utility and bill payment
4. all of them
Que 8: What do u expect out of JIO wallet?
1. Discounts
2. Cashbacks
3. offers
4. Bonus point
60
Que 9: How many times do you use JIO money app?

1. Once
2. 5-10 times
3. 10-15
4. more than 15
Que 10: How often do you use JIO money wallet?
1. Daily
2. Weekly
3. Monthly
4. Never
Que 11: How much money do you load in JIO money wallet on monthly basis?
1. Less than 500
2. 500-1000
3.1000-1500
4. More than 1500
Que 12: How will you rate this JIO payment method?
1. Very satisfied
2. Satisfied
3. Neutral
4. Unsatisfied
Que 13: Would you want to continue using JIO money wallet?
1. Very likely
2. Likely
3. Neutral
4. Unlikely
Que 14: What are the obstacles you faced using the wallet?
1. Non user friendly
2. Security of money
3. No access to international transaction
4. Time taking
Que 15: Is JIO money a useful service as a mode of payment?
1. Agree
2. Strongly agree
3. Disagree
4. Strongly disagree.
61

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MIT School Of Business

Classification of Telecom sector:

Major Player in the industry:

Wireless Communication and Wireline Communication:

Indicom and BSNL/MTNL.The Wireline Communication focuses mainly on landlines. Fixed

GROWTH OF TELEPHONE OVER THE YEARS (IN MILLION)

YEAR WIRELESS SUBSCRIBERS WIRELINE SUBSCRIBERS TOTAL SUBSCRIBERS ANNUAL GROWTH %

S.No. Service Area Tele- density(%)

Market share of different service providers in the wireless and wireline

RJIL is setting up a pan India telecommunication network to provide to the highly

Objectives of the study:

1. Appreciate uniqueness of each customer's requirements and serve the customers

2. To study and analyze the customer preference for jio money.

3. To find potential areas and merchants for JIO MONEY.

4. For providing a diversification in the modes of payments.

Limitations of the study:

1. Lack of response from the customers end.

2. Unwillingness of customers in filling up the questionnaire.

3. Many of the customers were not accessible as a matter of reach.

Applications offer by Reliance Jio:

To enable digital transactions, Merchants, especially small merchants, are an important

RBI Approved Digital Wallet:

They provide 45+ banks for net banking.

Reliance Jio Money

Parent Company Reliance Industries Limited

Category Ecommerce Online payments

Sector IT & Technology

Forget cash Forget ATM

Headquarters Navi Mumbai, Maharashtra, India

Sanjay Mashruwalla (Managing Director)

Owner Mukesh Ambani

Why people are attracted towards JIO MONEY:

Safe and secure payment:

1. What is JIO MONEY

2. Benefits of using JIO MONEY

Secure cash-free transactions anytime from anywhere

3. Security of JIO MONEY account

4. Link bank accounts/cards

5. To whom can I pay money by using JIO MONEY

For all your Jio Services

6. Fees for transferring money from JIO Money wallet to Bank

What is Market Research?

The main parts of research methodology are:

The data is collected by the help of Questionnaire, by telephonic interview or through

Profit and loss statements

Media, including broadcast print and internet

a) Why is the study being conducted?

Sampling can be done in many ways:

Sampling design process:

Method of data collection:

Another definition can be:

Qualitative marketing research,

Quantitative marketing research

A successful sales strategy includes product placement, promotion and testimonials in

Regardless of whether a business uses a direct or indirect sales strategy, or a combination of

Creating an effective sales strategy requires market knowledge, awareness of competitor

Porters Five Force Model:

Is a framework to analyse level of competition within an industry and business strategy

1. Bargaining power of suppliers