A PROJECT REPORT ON

MOBILE NUMBER PORTABILITY:OPPORTUNITIES AND THREATS IN PARBHANI EMERGING FOR AIRTEL.

At Bharti Airtel, Parbhani.

SUBMITTED TO

SWAMI RAMANAND TIRTH MARATWAD UNIVERSITY,NANDED

IN PARTIAL FULFILLMENT OF

MASTER OF BUSINESS ADMINISTRATION

BY

GANESH SUBHASH PAME

MBA (MARKETING)
UNDER THE GUIDANCE OF

Prof. Laximikant Gaware

SAHAYOG SEVABHAVI SANSTHAS INDIRA INWTITUTE OF MANAGEMENT SCIENCES VISHNUPURI, NANDED 431606 (2010-2012)

ACKNOWLEDGEMENT

It is indeed a great pleasure to submit this project, which is a sheer output of my hard work and dedication and staff personnel who have put their best efforts to make this project a success. I take pleasure in thanking each one of them.

I wish to thank Dr. Mr. Sunil G. Losarwar (Director, S.S.S.s IIMS) for his support and guidance on the project. I would like to express my sincere gratitude to my project guide from the organisation Mr. Adarsh Thankappan (ZSM) at Bharti Airtel Ltd. for the continued support & direction he gave during this project work.

I would also like to thank my internal project guide Prof. Laximikant Gaware for the guidance and support which he extended to me during this project work. It would be improper to forget all those who directly or indirectly provided me with valuable guidance and support during the development of the project. But for their help, this project would not have been a success.

GANESH PAME

DECLARATION

I Ganesh Pame, student of MBA (2010-2012) studying at SSSS Indira Institute of Management Sciences declare that the project titled MNP- Opportunities & Threats in Parbhani Emerging at Bharti Airtel Ltd was carried out by me in the partial fulfillment of MBA program under the SRTMU Nanded.

This project was undertaken as a part of academic curriculum according to the university rules and norms and by no commercial interests or motives.

Date: Place:

Signature Ganesh S. Pame

EXECUTIVE SUMMARY
Mobile penetration is currently exploding in India and Bharti Airtel has been riding the crest of the huge mobile industry wave that has been formed. Vast market opportunities have now opened up the playing field in Indian telecom market and also have made it much more competitive. In this type of competitive environment it will be interesting to find out how AIRTEL schemes and call rates have helped it to retain its number 1 position. The objective of the study is to find out how the different plans and schemes of AIRTEL are impacting the customers to use AIRTEL and what type of changes AIRTEL needs to make in near future to make its more efficient and effective. The project for AIRTEL TELE SERVICE LTD. Was conducted for the period of 2 month Dated 25 May 2011 to 25 july2011.

There is high degree of competition in telecommunication market. As researcher firstly, the companies product and competitors product was studied. The research conducted was descriptive in nature. A survey of Retailers and customer was conducted. The project guide suggested the sample size of 60 for retailers and 100 for customer. Research technique employed for collecting primary data was by observation, Questionnaire and interview. The entire study was carried out in Parbhani Emerging area. For the retailers were interviewed to know the brand awareness and acceptability of the product. A Questionnaire was prepared to take Feedback from the retailers. From the survey of customer it was found that AIRTEL has good network. The research work can be concluded by:-

1. To understand the awareness of Airtel products among retailers in the market. 2. To create interest amongst the retailers. 3. To analyze the retailers perception towards Airtel.

4. To know the satisfaction level of Retailers and customers towards Airtel products and services. 5. To create more numbers of Airtel subscribers.

INDEX

Index 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12

Title EXECUTIVE SUMMARY. INTRODUCTION ORGANISATIONAL PROFILE. OBJECTIVE AND SCOPE RESEARCH METHODOLOGY DATA ANALYSIS AND INTERPRETATION. FINDINGS SUGGESTIONS CONCLUSIONS BIBLOGRAPHY ANNEXURE GLOSSARY TERM

Page no.

INTRODUCTION

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. 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. The first wind of reforms in

telecommunications sector began to flow in 1980s when the private sector was allowed in telecommunications equipment manufacturing. In 1985, Department of Telecommunications (DOT) was established. It was an exclusive provider of domestic and long-distance service that would be its own regulator (separate from the postal system). 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. In 1990s, telecommunications sector benefited from the general opening up of the economy. Also, examples of telecom revolution in many other countries, which resulted in better quality of service and lower tariffs, led Indian policy makers to initiate a change process finally resulting in opening up of telecom services sector for the private sector. National Telecom Policy (NTP) 1994 was the first attempt to give a comprehensive roadmap for the Indian telecommunications sector. In 1997, Telecom Regulatory Authority of India (TRAI) was created. TRAI was formed to act as a regulator to facilitate the growth of the telecom sector. New National Telecom Policy was adopted in 1999 and cellular services were also launched in the same year.

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. However, private services focus on the business/corporate sector, and offer reliable, high- end services, such as leased lines, ISDN, closed user group and videoconferencing. 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, Idea Cellular, Tata Docomo, & Reliance while the CDMA sector is dominated by Reliance and Tata Indicom. Opening up of international and domestic long distance telephony. services are the major growth drivers for cellular industry. Cellular operators get substantial revenue from these services, and compensate them for reduction in tariffs on airtime, which along with rental was the main source of revenue. The reduction in tariffs for airtime, national long distance, international long distance, and handset prices has driven demand.

About Bharti Airtel Limited:

Bharti Airtel Type Public, Listed on BSE Founded 1985 Headquarters New Delhi, India Key people Sunil Mittal (Chairman and CEO) Industry Telecommunication Products Mobile and Fixed-Line Telecommunication operator Revenue $ 13319 million Website www.airtel.in Bharti Airtel, formerly known as Bharti Tele Ventures Limited (BTVL) is India's largest and Worlds third largest cellular service provider with more than 137.6 million subscribers as of April 2010. It also offers fixed line services and broadband services. It offers its TELECOM services under the Airtel brand and is headed by Sunil Mittal.The company also provides telephone services and Internet access over DSL in 14 circles. The company complements its mobile, broadband & telephone services with national and international long distance services. The company also has a submarine cable landing station at Chennai, which connects the submarine cable connecting Chennai and Singapore. The company provides end-to-end data and enterprise services to the corporate customers through its nationwide fiber optic backbone, last mile connectivity in fixed-line and mobile circles, VSATs, ISP and international bandwidth access through the gateways and landing station. SingTel owns over 30% of the Bharti Telecom. Bharti Airtel Indias largest integrated and the first private telecom services provider in all the 23 Telecom circles. With its world class products and services, Bharti Airtel since its inception, has been at the forefront of technology and has steered the course of the telecom sector in the country. The businesses at Bharti Airtel are structured into three strategic business units (SBUs) Mobile Services, Telemedia Services & Enterprise Services. The Mobile business provides mobile & fixed wireless services using GSM technology across 23 telecom circles, Telemedia Services business offers broadband & telephone services in 94 cities. The Enterprise services provide end-to-end telecom solution to corporate customers and additionally provide national & international long distance services to carriers. We have recently forayed into Media Business by launching our DTH Services in October 2008. All these services are rendered under a unified brand Airtel. Bharti Airtel serves over 82mn customers as of October 31, 2008; of whom 80,199,747 subscribe to GSM services and 2,549,043 use 8 Telemedia Services either for voice and/or broadband access delivered through DSL. They are the largest wireless service provider in the country, based on the number of subscribers as of October 31, 2008. Bharti Airtel has a dominant position in the GSM services with a market share of 34.5 % as of September 2008. The company also deploys, owns and manages passive infrastructure pertaining to telecom operations under its subsidiary Bharti Infratel Limited. Bharti Infratel owns 42% of Indus Towers Limited. This has been incorporated with an objective to provide Shared Telecom Infrastructure to telecom operators across the world on a non-discriminatory basis. Its commitment towards continuous innovation will enable optimization of future tower rollout and enhance operational efficiencies and result in substantial cost savings for its customers.

The strategy of de-coupling infrastructure and backend processes from the core sales and marketing function was a strategy pioneered by Airtel and then implemented by a number of other companies. Bharti is the total telecom provider for Indias large enterprises. It harnesses the power of alliances to combine with ownership of media and technologies to create business-enabling end-to-end solutions. Bharti work closely with their enterprise customers to uniquely address all their strategic connectivity needs, by using a mix application of technologies. The entire organization is tailored to bring focus to our customers need through a unique multi-dimensional structure; Airtels philosophy is Value Creation for the customers. Therefore it creates solutions that are flexible, scalable, robust Business process management system which helps in monitoring of output performance of processes in the form of Non Financial Parameters which are reviewed at different levels i.e. Location, Regional, Functional, National and crop office level. Continuous process improvement happens within the organization based on Voice of customers using six sigma methodology and knowledge management. The organization has been in six sigma champions, black belt, green belts, and yellow belts. All AES employees are trained in the strategy, statistical tools and techniques of Six Sigma quality. Business Strategy To capitalize on the growth opportunities that the company believes are available in the Indian Telecommunication market and consolidate its position to be the leading integrated telecommunication Service provider in the key market in the India, with a focus on providing mobile services. Focus on maximizing revenues and margins. Capture maximum telecommunication revenue potential with minimum geographical coverage. Offer multiple telecommunication services to provide customers with a one-stop shop 9 solution. Position itself to tap data transmission opportunities and offer advanced mobile data services. Focus on satisfying and retaining customers by ensuring high level customer satisfaction. Leverage strengths of its strategic and financial partners.

Awards and recognition Bharti Airtel has received recognition for its innovative practices across the world, some are as Follows: Voted Indias most innovative company in a survey conducted by The Wall Street Journal in 2008 Winner of the Gallup Great Workplace Award- Gallup Consulting, 2008

2nd Most Trusted Service Brand - Annual Economic Times-Brand Equity, Most Trusted Brands survey 2008 Best Content Service Award for its Farmer Information Dissemination Platform for Bharti Airtels joint venture with IFFCO, IKSL (IFFCO Kisan Samachar) - World Communications Awards 2008 Best Project Management Award for its Gujarat e-GRAM project - World Communications Awards 2008 Best Telecom Company at the NDTV Profit Business Leadership Awards Best Carrier India for innovative products & services and efficient cost models and the Ovum Telco-Transformation award recognizing philosophy and execution of a successful outsourcing strategy at the Telecom Asia Awards 2008 Sunil Bharti Mittal was awarded the GSM Association Chairmans Award 2008. The highest honour in global telecom sector, recognized his tremendous contribution to the development of Indias telecom sector Sunil Bharti Mittal adjudged the Business Leader Transforming India, 2008 at the NDTV Profit Business Leadership Awards

3rd Largest Wireless Operator In The World, Largest Private Integrated Telecom Company In India, Largest Wireless Operator In India, Largest Private Fixed Line Operator In India, Largest Telecom Company Listed On Indian Stock Exchanges. Sunil Bharti Mittal, - GSM Association Chairmans Award 2008, Padma Bhushan Awards In 2007. Airtel Was Chosen As The 2nd Most Trusted Service Brand In India In The Most Trusted. Brands 2008 Survey Conducted By The Economic Times - Brand Equity Awarded With Top Honours At The GSM Mobile World Congress Conference 2008 In Barcelona for the Category Best Billing/ Customer Care Solution. Adjudged As the Best Carrier India At the Telecom Asia Award 2008, Gallup Great Workplace award For 2008, Ranked 2nd In the Survey of Indias Most Respected Companies by Business world 2007, Adjudged As Company of the Year At the CNBC India Business Leader Awards 2007. Economic Times Company of the Year 2007 Award for Corporate Excellence Gallup Great Workplace Award for 2008 -Airtel is one of the only 20 companies worldwide and the only company from India to receive the prestigious award. After the proposed network expansion, an additional 30,000 towers will result in the company achieving 70% population coverage.

ORGANIZATION STRUCTURE

VISION
Airtel will be the most admired brand in India:. Loved by more customers. Targeted by top talent Benchmarked by more business.

INNOVATIONS
We are changing the way India communicates by offering innovations that not only add value to people's lives but also deliver an unmatched customer experience. We were the first to Provide electronic recharge for mobile phones Initiate music retailing in the world with Easy Music and the first to offer a Lifetime Prepaid service. Provide innovations such as Bollywood movie premiers, music services such as ring back tones & many more.

PRODUCT P R E P A I D Z O N E

Some of the many advantages that you enjoy with Airtel Pre-Paid... Total Cost Control Enjoy the liberty of total cost control with your Airtel Pre-paid! Re-charge as much as you feel the need to! Now that's what we call complete freedom! No Rentals Buy an Airtel prepaid card without having to pay any rentals!

No deposits Your Airtel prepaid card comes without you having to pay hefty deposits!

STD/ISD facility till the last rupee Now experience complete freedom like never before with Airtel! Our STD/ISD facility allows you to make long distance calls in India and Overseas from your cellular phone!

Instant Balance Inquiry Check your talk-time instantly by calling our toll-free number!

60 second pulse Airtel provides you with a 60-second pulse rate! Freedom for you to experience like never before! Instant Recharge Avail of instant recharge on your Airtel prepaid card with just a few simple steps!

24-hour recharge facility With our round-the-clock recharge facility, recharge you Airtel prepaid card anytime, anywhere!

Caller Line Identification Call Line Identification gives you the power to know the phone number of the calling party even before you answer the call, thus giving you the choice to either reject or take the call. It provides the added advantage of saving the incoming number directly in the Handset Phone Book. So that the next time you want to call the same person, you don't need to retype his number, simply use your phone book.

Call Divert: Call Hold and Call Wait Avail of special services like call waiting, call hold and call divert all

with your Airtel prepaid card!

Short Messaging Service (SMS) With Airtels Short Messaging Service (SMS), send messages and jokes to your friends and colleagues, anytime anywhere! SMS based Information Services With Airtel's SMS based information services, you can get upto-the-minute cricket scores, order flowers as well as send couriers or check your daily horoscope! Voice Mail service Voice Mail lets you receive messages even when your handset is switched off or when you are outside the coverage area. You can listen to your messages whenever you feel like, from anywhere in the world. Voice Mail can store up to 15 messages of 1 minute duration.

AIRTELS PREPAID CARD PLANS

1) Friends-1 . 2) Friends-2. 3) Campus. 4) Lifetime.

5) Normal.

OBJECTIVES OF THE STUDY

1. To understand the awareness of Airtel MNP among retailers in the market. 2. To create interest amongst the retailers. 3. To analyze the retailers perception towards Airtel. 4. To know the satisfaction level of Retailers and customers towards Airtel products and services. 5. To create more numbers of Airtel subscribers.

SCOPE OF THE STUDY

By this study satisfaction as well as attitude towards the Airtel has been found out, which can be used in strategy formulation in Parbhani. 1. Lacking & factor for dissatisfaction has been studied from Retailer point of view which can be taken care & improved. 2. Getting an opportunity to convince & interact with the Retailers. 3. Creating awareness & finding out potential Retailers for Airtel.

RESEARCH METHODOLOGY:

Research problem: To study consumer trends, behavior, preferences and level of Satisfaction in Airtel communication Ltd. The study was conducted in Pune PCMC with sample size of 125 and sample units were retailers and Consumer of mobile connection. Research Design The following methodology was adopted for the study purpose:

Type of research: Descriptive and qualitative research design were used while conducting the project. Sampling Design was taken by the researcher as the Research design. The major purpose of the study is to describe the state of affairs as it exists at present. The study was based on the facts or information already available, & analysis of this available information make a critical evaluation of the material.

Research Method/Technique:
In the project report the researcher used following techniques while conducting his Study Analysis of documents Survey Method: A market survey was done on life insurance companies. Interview (Personal): Both open and closed ended (unstructured) questions were while taking some information from the users of the cellular at PUNE PCMC. asked

Questionnaire (Structured): A structured designed comprehensive questionnaire was framed and pretested for data collection from the customer of mobile.

Research Data
Data is the key activity of marketing research. The design of the data collecting method is backbone of research design. Data constitute the foundation of statistical analysis and

interpretation. Hence the first step in statistical work is to obtain data. Data can be obtained from two important sources, namely: 1. Primary Data 2. Secondary Data Primary Data: Primary data are gathered for the specific purpose or for a specific research project, consist of original information for the fulfillment of project objective. When the data are required for the particular study can be found neither in the internal record of the enterprises nor in published sources. In some cases it may become necessary to collect original data. Primary data can be collected in two ways:1. Observation 2. Survey

Secondary Data: Secondary data are the data, which already exists somewhere. Secondary data provide starting point for research and after that the advantage of low cost and ready availability. Secondary data can be divided into two types: 1. Internal data 2. External data When researcher uses the data that has already been collected by other data are called secondary data. Secondary data can be obtained from journals i.e. internal sources report, government publication and books, professional bodies etc. Internal data are reports and memos generated within an organization to facilitate its operations and annual report. External data are those specially produce for outside consumption.

Sources from which the researcher has taken the secondary data are as under:
1. Airtel website.
2. Surveys and customer data & report. 3. Airtels Broachers.

SAMPLE DESIGN
Area of Sample:

The areas covered up in this survey was PUNE PCMC

Selection of units under study Sampling Units from PUNE PCMC were retailers and Consumer of mobile connection

Source list (Sampling Frame)

RETAILERS: 25 CUSTOMERS: 100 Sample size: 125

QUESTIONNAIRE FOR CUSTOMER

1) Which Company sim card you are using? Airtel Idea Vodafone BSNL

Airtel 42

Idea 18

Vodafone 31

BSNL 9

Sim connection
BSNL 9% Airtel 42% Vodafone 31%

Idea 18%

Interpretation:In my study I found that most of the customers having Airtel connection than Vodafone connection, shown in above diagram.

2) Are you aware about MNP ? Yes No

Yes 84

No 16

Awareness of schemes
No 16%

Yes 84%

Interpretation:In my study I found that most of the customers aware(84%)about the MNP, As shown in above pie chart.

3) If yes, how did you know about MNP? Friends Advertisements Retailers Other Sources

Friends 44

Advertisement 34

Retailers 19

Other 3

Other 3%

Chart Title

Retailers 19%

Friends 44%

Advertisement 34%

Interpretation:In my study I found that most of the customers know the MNP from their friends(44%),advertisement(34%),retailers(19%)&other(3%) as shown in above chart.

4) Are you satisfied with your current company? Yes No

Yes 72

No 28

Level of satisfaction
No 28%

Yes 72%

Interpretation:In my study i found most of the customers are satisfied (84%) than unsatisfied (16%) as shown in above fig.

5) If yes, which factor satisfies you? Call Rates Coverage Service Schemes

Call rates 16

Coverage 44

Service 9

Schemes 3

Satisfaction factor
Call rates 22% Service 13% Coverage 61%

Schemes 4%

Interpretation:In my study i found most of the customer satisfied with the Coverage (61%), Call rates (22%), service (13%) & Schemes (4%) as sown in above chart.

6) If no, then to which brand will you switch over? Idea Vodafone BSNL Other

Airtel 10

Vodafone 8

BSNL 03

Idea 7

Sales

Idea 25%

Airtel 36%

BSNL 11%

Vodafone 28%

Interpretation:In my study I found that most of the customer will shift to Airtel(36%)&Vodafone(28%),Idea(25%)&BSNL(9%) as shown in above chart.

QUESTIONNAIRE FOR RETAILERS

1) Do you aware about MNP of Airtel? a) Yes b) No

Yes 60

No 00

25 20 15 10 5 0 Yes No

Series1

Interpretation:In my study I found that all retailers are well known about MNP (100%)

2) Which company you done maximum MNP? a) Airtel b) Idea c) Vodafone

Airtel 16

Idea 10

Vodafone 25

Sales

Airtel 31% Vodafone 49%

Idea 20%

Interpretation:Above chart shows that maximum retailer are done MNP of Vodafone Company.

3) Why do you maximum MNP this company?

A) Network B) Service C) Relationship d) Other

Network

Service

Relationship with company

Other 2

18

Sales
Other 10%

Relationship with company 15% Service 5%

Network 70%

Interpretation:Above chart shows the reason of maximum MNP done of Vodafone Network (70%), Service (5%), and Relationship with company (15%) & other (10%).

4) Does RD visit to your shop? a) Yes b) NO

Yes 45

No 15

Sales

No 25%

Yes 75%

Interpretation:In research I found that R.D give visit to RETAILERS in week Yes (75%) & No(25%).

5) If yes, then how many times he visits in a week? a) 1 1 times 00 b) 2 c) 3 d) more than 3 2 times 13 3 times 10 more than 3 22

Chart Title
60 50 40 30 20 10 0 1 times 2 times Series 1 Series 2 3 times Series 3 more than 3

Interpretation:Research shows that most of the R.D are give visit as shown in above pie chart.

6) Rank Brand in terms of Distributor Service.(No. 1 service) A) Airtel Airtel 24 B) Idea C) Vodafone Idea 9 Vodafone 27

Rank Brand in terms of Distributor Service

Vodafone 45%

Airtel 40%

Idea 15%

In my study I found that most of the retailer says the distribution service is good Vodafone (45%), Airtel (40%) & Idea (15%).

FINDINGS

1) Retailers are not actively participating in telling the schemes to customers they just giving what they demand they are not telling the schemes to all customers. 2) Most of customers are using Vodafone card. 3) Distribution service is not good. 4) Retailers are not satisfied with repayment strategy of company. 5) Market has very strong competition. 6) Most of retailers are done MNP of Airtel only for Relationship with company.

SUGGESTIONS

1) Call rates should be less for life time and normal cards to increase the customer of these plans. 2) Repayment should be given on time on activation of sim card to retailers to work more efficiently.

3) Schemes should be increased for sms, call rates and bonus talk time so that new customers will attract. 4) Territory manager should meet retailers more frequently to make strong bonding with the retailers

5) When balance is zero credit should be given on demand to customer of rs 10 and when they recharge it will be deducted from their account because many times at midnight balance get zero and at that time they dont have option for recharge it happens with the prepaid card holder. 6) Solve network problem in some villages. 7) The rejection from other company is very big problem in MNP. 8) The process timing of MNP is very long.

CONCLUSION

The conclusion of my study is that Airtels Brand Name, call rates & schemes have a major impact its users. People like its schemes very much .Airtel had created a very good image in the mind of the new users of cellular service. Distribution channel is not good. Retailers are aware about the MNP,all product and schemes but not motivated up to the mark. satisfaction level of customer is very high. Most of the customer using Vodafone & Airtel .

Bibliography

www.scribd.com www.airtel.in Surveys and customer data & report.

Date

QUESTIONNAIRE FOR CUSTOMER

Name of customer:__________________________________________________ Contact Number:____________________________________________________

1) Which Company sim card you are using? Airtel Idea Vodafone BSNL

2) Are you aware about MNP ? Yes No

3) If yes, how did you know about MNP? Friends Advertisements Retailers Other Sources

4) Are you satisfied with your current company? Yes No

5) If yes, which factor satisfies you? Call Rates Coverage Service Schemes

6) If no, then to which brand will you switch over? Idea Vodafone BSNL Other

Date

QUESTIONNAIRE FOR RETAILER

Name of Retailer: ______________________________________________ Add. of Retailer: __________________________________________________

1) Do you aware about MNP of Airtel? b) Yes b) No

7) Which company you done maximum MNP? a) Airtel b) Idea c) Vodafone

2) Why do maximum MNP this company? a) Call Rates b)Coverage c)Service d)Schemes

3) Does RD visit to your shop? a) Yes b) No

4) If yes, then how many times he visits in a week? b) 1 b) 2 c) 3 d) more than 3

6) Rank Brand in terms of Distributor Service. (Airtel, Idea, Vodafone)

GLOSSARY

Advertising

Paid non-personnel communication with a target market, advertising media include television, radio, news paper, magazines, and direct mail.

Allocating

breaking accumulated supplies into smaller units that are easier fir later intermediaries and customers to handle.

Area sample

a type of cluster sample in which geographic units are used to define the cluster of the population.

Brand

A name, term, phrase, design, symbol or any combination of these chosen by an individual or organization to distinguish a product competing products.

Brand extension

Assigning an existing brand name to a new product in the same product line.

Brand loyalty

the level of commitment that customer feel toward a given brand, as represented by their continuing purchase of that brand.

Brand name

the portion of a brand that can be expressed verbally, including letters, words, or members.

Buying power

the consumers ability to purchase product.

Competition

The rivalry among sellers trying to increase sales, or market share while addressing the same set.

Database

A computerized system that stores and retrieves a variety of data.

Distribution

The process of moving products from the producer to the consumer, which may involve several steps ad the participation of multiple companies

Distributor

A general term usually applied in organizational markets to intermediaries that perform the equivalent function of both wholesalers and retailers.

Environmental Analysis The interpretation o data generated in environmental scanning

Feedback

Communication from the audience back to the sources

Franchise

A business entity licensed to use the trademarks, operations and other attributes of a business.

Frequency marketing

programs that reward customers for repeat purchase of specific goods and services.

Hypothesis

The marketers untested assumption about the probable solution to the marketing problem.

Independent retailers

Retailers that are not part of large retail organization, but are owned by one person, two or more partners or a family.

Intensive Distribution

A channel strategy that seeks to make products available in as many appropriate places as possible.

Logo

A Unique symbol that represents a specific firm or a brand name written in a distinctive type style.

Market

the customer and potential customer who want or need a product and who are willing and able to exchange something for it

Market shares

An organizations portion of the total sales in a given market, expressed as a percentage.

Marketing

the process o developing and exchanging ideas, goods and services that satisfy customers, using the principles o pricing, promotion ,and distribution.

Marketing channel

A system designed to move gods and services from producers to customers, which consist of people and organization supported by various facilities, equipment, and information resources.

Marketing Database

A computerizes system to store and retrieve data as needed by marketers.

Marketing mix

the four key elements of marketing strategy; product, promotion, distribution, and price.

Population

The universe of people, place, or things to be investigated in a specific research study.

Primary data

Data that is gathered directly from the subjects or through onsite research for specific marketing research program.

Product

A good, services or idea for which customers will exchange money or something else of value; a product is bundle of features and benefits designed t meet needs of target customer. A verity f techniques, including advertising, sales, promotion, public relation, and personal willing, that are used to communicate with the program

Promotion

Retailers

Intermediaries that sell to final customer; they purchase goods from wholesaler or in some cases, directly from producers.

Sample

A portion of population that represents the whole in a research study.

Source

The person r organization that originates and encode a message.

Survey

A method of gathering data directly from consumers via a questionnaire.

Target Market

The market youve selected is the focus of your marketing program; it covers the potential costumers you think are most likely to need or want your product.

Wholesalers

Intermediaries that perform a variety of marketing channel functions to move goods and services through the channel to retailers and organizational customers.