Sr No.

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

Particulars
EXECUTIVE SUMMARY TITLE, OBJECTIVE& SCOPE OF THE PROJECT COMPANY PROFILE THEORITICAL BACKGROUND RESEARCH METHEDOLOGY DATA ANALYSIS FINDINGS LIMITIONS OF THE PROJECT CONCLUSION SUGGESTIONS BIBLOGRAPHY ANNEXURE

Page No.
4-5 6-8 9-19 20-22 23-24 25-38 39 40 41 42 43 43-49

EXECUTIVE SUMMERY
In the world where only permanent thing is the change, the market for every product is changing at a nano -second pace. Markets for every product category has become highly competitive added with the increasing awareness of the consumer. This project is directed towards exploring the conversion and acquisition in postpaid connection for airtel in Sagar and surrounding region. Through sizeable literature review and discussions it is known that there is considerable correlation that exists among the study variables. The data sample was conducted on the individual and corporate sector. A structured questionnaire was used to find out the views of individual and corporate customers regarding reasons of selecting a brand, psychological and behavioral aspects, and offers for them etc. During my research I come at the conclusion that sizeable correlation exists among the different variables. The relation between customer and company should be nurtured in appropriate manner so that maximum benefit can be gained through the relationship. Customer dependency on company can be increased. This can be done by having direct communication with customer. However this is quite difficult to communicate with the entire customer but it would help to enhance the brand loyalty among customers. Visit of companys executive and salesman are crucial for the effectiveness and efficiency of knowing the changing perception of customers expectations. Increased visit of companies executive will definitely increase the sale of product but selling can be improved significantly by addressing the agony and problem of individual and corporate customers both. In such scenario the importance of market study by doing survey becomes indispensable. With this importance in consideration. I was assigned the work of market study of Telecom products of Bharti Airtel Ltd.The main objective is analysis based on various grounds This project is also concerned about the finding out the market potentials. Following the major player in the telecom market:1. Bharti Airtel Ltd. 2. Idea 3. Hutch 4. Reliance

The entire work is based on customer survey. There were 100 customers visited by me .The research was done with the use of questionnaire as the instrument. It was an exhaustive questionnaire covering almost every aspect of the product to be surveyed.

INTRODUCTION

The main aim of the project is to know the CONVERSION & ACQUISITION OF POST PAID CONNECTION FOR AIRTEL. My project is focused on company strategy towards generating awareness among customer towards post paid connection for Airtel, and swot analysis and implication of Aida (awareness, interest, desire and action) concept to our project. Through this project, I tried to find out awareness level of customer and desire to convert and acquire in post paid connection in Airtel. In this project, I have concluded how to convert and acquired the customer according to their satisfaction level and how to promote sale of Airtel. Telecom sector is one of the fastest growing sectors in India. Through the telecom sector it is easy to be in touch of your family members, friends, colleagues and other peoples at any moment. Bharti Enterprises is a pioneer in telecom sector and the group is widening its horizons by entering new business area such as insurance and retail. Bharti enterprises have created a vantage position for itself in the global telecommunication sector. A Bharti enterprise occupies numero uno status in mobile telephony in India while its brand: Beetle is the largest manufacturer and importer of world class telecom terminals.
Telecom giant Bharti Airtel is the flagship company of Bharti Enterprises. The Bharti Group has a diverse business portfolio and has created global brands in the telecommunication sector.

OBJECTIVES OF THE STUDY

Primary objectives
1. Generation of leads for postpaid connection.

2. Promoting the facilities provided by Airtel to their postpaid holders.

3. Increase the awareness level of the postpaid connection of Airtel.

4. To convince maximum people about the postpaid connection of Airtel.

5. To carry out the market analysis of Airtel conversion and acquisition of corporate connection in Sagar.

6. What type of value added services provided by Airtel & its competitors like Hutch, Idea, reliance etc. In the competitive business scenario every Telecom companies are trying to retain their old customers and also to grab new customers. So the motto is to determine the marketing strategy of good customer oriented service.

Secondary objective:1. To study the corporate buying behavior for basic Telephony i.e. what are the factors which influence the corporate customers to buy a postpaid telephone connection.

SCOPE OF THE PROJECT

The scope of Project is limited to the Airtel product(viz.GSM corporate post paid connection).The project was carried in the Sagar market particularly those area which comprises standard area(viz.dak bunglow, boaring road, Patliputra, kankarbagh, gandhi maidan, gardanibagh).It comprises interview of the different corporate customer. Then the data collected primarily is analyzed and interpreted. the work also comprises conceptual background with description of competition, its nature and types. The work also describes about finding out the market potentials. The project compares the different players in telecom market.

(1) It helps to improve the service of the company.

(2) It helps company to make new policy for the postpaid connection.

(3) It helps to create awareness among people about the new postpaid plane.

(4) It helps to evaluate the performance of the company.

(5) Comparisons help company to exist in the competitive market.

COMPANY PROFILE

Bharti Enterprises Bharti Enterprises is one of Indias

leading business groups with interests in telecom, agri business and insurance. Established in 1976, Bharti has been a pioneering force in the telecom sector with many firsts and innovations to its credit. It has an aggregate of 39 million customers as of end of March07, consisting of 37.14 million mobile customers. Bharti Airtel has been rated among 10 best performing companies in the world in the Business Week IT 100 list. Bharti Airtel is one of India's leading private sector providers of telecommunications services based on an aggregate of 42,685,530 customers as on May 31, 2007, consisting of 40,743,725 GSM mobile and 1,941,805 broadband & telephone customers. Company shares are listed on The Stock Exchange, Mumbai (BSE) and The National Stock Exchange of India Limited (NSE) Fixed wireless services using GSM technology across 23 telecom circles. The B&T business provides broadband & telephone services in 94 cities. The Enterprise services provide end-toend telecom solutions to corporate customers and national & international long distance services to carriers. All these services are provided under the Airtel brand. Airtels high -speed optic fibre network currently spans over 40,000 kms covering all the major cities in the country. Bharti Airtel is structured into three strategic business units - Mobile services, Broadband & Telephone (B&T) services and Enterprise services. The mobile business provides mobile & The company has two international landing stations in Chennai that connects two submarine cable systems - i2i to Singapore and SEA-ME-WE-4 to Europe. Bharti Enterprises has successfully focused its strategy on telecom while straddling diverse fields of business. From the creation of 'Airtel', one of India's finest brands, to becoming the largest manufacturer and exporter of world class telecom terminals under its 'Beetle' brand, Bharti has created a significant position for itself in the global telecommunications sector. Bharti Airtel Limited is today acknowledged as one of India's finest companies, and its flagship brand 'Airtel', has over 23 million customers across the length and breadth of India.

While a joint venture with TeleTech Inc., USA marked Bhartis successful foray into the Customer Management Services business, Bharti Enterprises dynamic diversification has continued with the company venturing into telecom software development. Bharti has

successfully launched an international venture withal Rothschild Group owned ELRO Holdings India Ltd., to export fresh Agro products exclusively to markets in Europe and USA. Bharti also has a joint venture - Bharti AXA Life Insurance Company Ltd. - with AXA, world leader in financial protection and wealth management. Bharti has recently forayed into retail business under a company called Bharti Retail Pvt. Ltd. It also has an MOU with WalMart for the cash & carry business successfully launched an international venture withal Rothschild.

Bharti Airtel Limited (Formerly known as Bharti Tele-Ventures Limited)

The company is a part of

Bharti

Enterprises,

and is India's leading provider of

telecommunications services. The businesses at Bharti Airtel have been structured into three individual strategic business units (SBUs) - mobile services, broadband & telephone services (B&T) & enterprise services. The mobile services group provides GSM mobile services across India in 23 telecom circles, while the B&T business group provides broadband & telephone services in 90 cities. The Enterprise services group has two sub-units - carriers (long distance services) and services to corporate. All these services are provided under the Airtel brand. We are the "total telecom provider" for India's large enterprises. We harness the power of alliances to combine with ownership of media and technologies to create business-enabling end-to-end solutions. We work closely with our Enterprise customers to uniquely address all their strategic connectivity needs, by using a mix of applications & technologies. Our entire organization is tailored to bring focus to our customers' needs through a unique multi-dimensional structure. We have a Regional organization to ensure customer proximity. Our "Vertical" organization - also available regionally - ensures depth of customer understanding and focus for extensive coverage We have a Solutions group - to construct superior solutions. Our Projects team ensures top class execution of a solution, and we provide high quality post-implementation support through our Customer Services team. Our end-toend solutions are supported by global quality standards shaped by Six Sigma methodologies and world-class customer care. At Airtel Enterprise Services, our philosophy is "value creation" for our customers. Therefore, we create solutions that are flexible, scalable and robust. We are technology neutral and customer focused. We have a blue-chip client list. And the largest enterprises in India are our customers .

Vision
By 2010 Airtel will be the most admired brand in India Loved by more customers Targeted by top talent Benchmarked by more business

Our Networks & Alliances Internet infrastructure: Our Internet backbone involves state of the art high-end
routers and switches as may deployed on the best networks across the world to offer our customers reliable service of unmatched quality. Three years back we had established satellite based gateway for internet access. This was the first gateway by a private operator. Now we have established our fibre gateway on Network i2i, first private submarine cable owned by us and SingTel.

Fixed line infrastructure:

Our high quality fiber-based, fixed line networks in Delhi, Haryana, Tamil Nadu, Karnataka, Madhya Pradesh and Chhattisgarh, intensively covers the most prominent commercial and business districts in the country. At Airtel Enterprise Services, we provide the power of last mile fixed line network to bring end-to-end voice and data solutions.

Long distance infrastructure:

Our 25,000 km advanced fibre-optic cable long distance network covers India's top 200 cities. And it powers the services of India's leading private telecom service providers - cellular, fixed line and internet through Airtel Long Distance Services.

Submarine cable:
We have partnered with SingTel to create the world's largest submarine cable systemNetwork i2i with 8.4 Tbps capacity. This 3200 km undersea cable structure stretches from Chennai to Singapore and thereon to Tier-1 carriers on SingTel's capacity on 175,000 km of cables. The huge capacity on network i2i is distributed locally in India through our 25,000 km of advanced fiber-optic domestic long distance backbone, providing unprecedented capacity, speed & reliability. SE-ME-WE-4: Se-Me-We-4 (South East Asia, Middle East and Western Europe 4) is the new undersea cable connecting the Pacific to the Atlantic, and has been built with 4th generation

Terabit DWDM technology. On its 20,000 km journey from Singapore to France, it lands in each of the 13 countries along the way. In India, the cable lands at our landing station in Chennai. The new addition will complement our existing undersea cable the Chennai-Singapore i2i and our nationwide network in bringing you higly reliable, robust and seamless connectivity to Europe and the US East Coast. The other big benefit of SeMeWe4 is that besides benefiting the IT & ITES, it will be a boon for the BFSI (banking, financial services and insurance) segment, offering you connectivity solutions from 2 Mpbs (E1) to 155 Mbps (STM1) on SeMeWe 4. Full circuits in India will are available too.

Wireless network: finest cellular service, Airtel Mobile Services, has the world's 2nd largest cellular footprint,
covering 16 circles, all the major metros and mini metros. Employing GSM and GPRS technologies, we bring bandwidth to customers on the move.

Alliances:
Our alliances with the world's best companies helps in establish a leadership position in the Indian telecom industry. We have partnered with blue chip companies like IBM, Nokia, Alcatel, Siemens, Oracle and Nortel Networks to provide us with the best technologies to help our customers run their business smoothly.

Comparative Growth
Revenues are rocketing and margins are fat, but wireless still dominates.

3,500.00 3,000.00 2,500.00 2,000.00

TOTAL Revenue

1,500.00
Mobile Revenue

1,000.00
Net Profit

500.00 0.00 1st Qtr 2nd Qtr 3rd Qtr 4th Qtr

Thus far, the growth of new subscribers has been impressive for Airtel. In the 12 months to December 2009, Airtels mobile (GSM + CDMA) subscribers grew from 16.3 million to 32 million or by 95.8 %, in keeping with the general trend in the market. Chairman Mittal announced that the company would be spending nearly $8 billion (Rs 35,200 crore ) over the next three years, mainly to enhance, upgrade and spread Airtels mobile network -which currently stands at 40,000 cellular towers, to be capable of handling 125 million customers by 2010.

MAIN COMPETITORS & THEIR MARKET SHARE

RELIANCE INFOCOM BHARAT SANCHAR NIGAM LTD. HUTCHISON ESSAR IDEA CELLULAR Ltd. TATA TELESERVICES

16.5%

9.3%

8.6% 17.6%

IDEA RELIANCE BSNL BHARTI HUTCH TATA

17.3 23%

Source: Business & Economy august 2010

ORGANIZATIONAL STRUCTURE
The Organizational structure consistent with corporate objectives takes care of free & uninterrupted flow of ideas, views & expression which promotes participation in decision making & thereby ensuring autonomy to each individual to contribute to its values towards the organization Bharti tele venture practices open door policy where every individual can share the success & participate in activities of concern. The diversity of talents provides Airtel with definite strength of contribution of large multi-disciplinary teams for handling project. Adequate weight age is given to performance to establish a tradition of professional growth & personal reward of excellence. As an outcome of a restructuring exercise conducted within the company, a new integrated organizational structure has emerged with realigned roles, responsibilities and reporting relationship of Bharti key teen players with effect march 01,2007 this unified management structure of One Airtel will enable in improvement and delivery of groups strategic vision.

AIRTEL (POSTPAID) PRODUCT AND SERVICES

These three products come under Airtel fixed wireless post paid connection.

Telular SX6P 300G

ZTE FWP626

Telian FGD 8900

AIRTEL MEGA
Bharti Airtel has launched the fixed wireless phone (FWP) service, with a tariff of Rs 1.20 for a three-minute call to all local and intra-circle mobiles. The service, called "Airtel Mega", operates on the GSM network. According to Bharti, Airtel Mega fulfills the customer's need for an innovative home phone service with the advantages of instant availability, feature-rich instruments, and mobility within the premises. The company says the service comes with the additional benefit of a unique after-sales service model.

THEORITICAL BACKGROUD TELECOM SCENARIO IN INDIA

Our late Prime Minister Rajiv Gandhi had taken initiative role to bring a revolution in telecom sector but the mobile service was started in the regime of late narsimha rao. The first mobile call was made by Mr. Sukhram to Mr.jyoti basu in 1994. In 1990s the tale-density was very low and call rate was too high. The scene was radically changed when private players were allowed to enter in this field. Our constitutional body had passed a bill constitute a regulatory authority to monitor all the business activity of these players i.e. TRIAL. The TRIAL had forced BSNL to reduce the ADC charge & license fee for private players to make affordable call rate to common man. Indias tale density in July 2005 was merely under 10 percent but the Govt. has a plan to cross 25 percent by 2010. During July 2005, 2.72mn subscribers were added as against 2.57mn subscribers in June 2005. A total of 7.61mn subscribers had been added in the first four months of FY06. In the fixed segment, a total of 0.27mn were added during July 2005, taking the subscribe base of the fixed line services to 47.11 mn. In the mobile segment, total addition during the the month summed up to 2.44mn with GSM addition of 1.95 and CDMA addition of0.52mn. Telecom sector is one of the fasted growing sectors in India.

PRESENT SCENERIO: 50 million fixed phones. (Tele-density-4.5). Out of 32 million phones added during last year, about 31 million are mobile phones. More than 4 million subscribers added per month (growing at-35% p.a). No. of total customers in BTC- 74 Lacs. No. of total customer in India- 75 million.

Vibrant and competitive telecom market BSNL Government owned. Has 37.4 17.7 74.7% 19.6s% ramped up GSM services. National presence (except Mumbai and Delhi) Presence Subscribers Jul Share (%) 06 (mn) Fixed Mobile Fixed Mobile Government owned. 3.8 Operates in Delhi and Mumbai. Integrated operator, with 1.4 presence in all sectors. Largest mobile services provider. Integrated operator. Plans 3.0 expansion of GSM network apart from being the largest private CDMA operators. Pure play GSM operator in 11 circles. 2.0 7.7% 2.3%

Company

MTNL

Bharti

19.6

2.7%

21.7%

Reliance

17.3

6.0%

19.2%

Hutch

15.4

17.0%

IDEA

Pure play GSM operator in 6 circles Integrated operator (along

7.4

8.2%

Tata Teleservices

with VSNL) with presence in all segments. Provides CDMA services in 20 circles Operates in 2 circles.

4.0

4.9

8.0%

5.4%

Aircel

Announced Plans to expand GSM footprint in North and North east

2.6

2.9%

Spice Others Total

Pure play GSM player in 2 circles 0.4 50

1.9 1.4 90

2.1%

DOCUMENTATION REQUIRED FOR COMPANY

For the company paid connection Order from the company on their letter-head duly signed by the authorized signatory. Payment responsibility declaration before due date. For the first time registration in the circle we need photograph of the authorized signatory with photo ID card. We need MOA/Trade license/partnership deed/any registration from Govt. etc photocopy for first interaction. PAN of the company. Address proof of the company. Subscriber enrolment forms to be filled duly signed by authorized signatory. Authorized letter of authorized signatory by the company. Financial statement current year.

RESEARCH DESIGN & METHODOLOGY

THE INTRODUCTION Market research is the investigation of the structure and development of a market for the purpose of formulating efficient policies for purchasing, production and sales. It is a systematic gathering, recording and analysis of data collected by various techniques. Market research is a systematic gathering, recording and analysis of data collected by various techniques to access the response to various parameters related to a given project and accordingly prepare a report based on which the company can take correct design. These designs are highly crucial in determining the marketing strategy to be adopted.

DEVELOPMENT OF RESEARCH PLAN

Aim of this research is to do market analysis and finding out the market share of conversion & acquisition Airtel GSM corporate post paid connection with a special focus on corporate customer survey. So the research designs with the market survey. The following method is adopted for carrying out this research.

DATA COLLECTION
The research is carried out with the help of two types of data.

1. Primary source:

The method of data collection is done by the way of customer survey this is a process whereby first handed information is collected. This method is needed for meeting the specific objective of research study. The researcher has collected primary data in the form of filled multiplechoice questionnaire by customer. The respondents were from all the areas identified by the researcher.

2. SECONDARY SOURCES
Secondary data are those which have already been collected by someone else and which have already been passed through statistical process.

The secondary data was collected in the form of company profile and product profile from the website some of the books were referred for theoretical concepts.

SAMPLE DISCRIPTION

SAMPLE DESIGN:
A sample design is a definite plan for obtaining a sample from a given population. It refers to the technique or the procedure the researcher would adopt in selecting items for the sample.

SAMPLING UNIT:
The target population to be surveyed is customer. It is so because to get information about the GSM corporate post paid connection used by them. All was possible through customer survey only.

SAMPLE SELECTION PROCEDURE:

Since it is the survey of customer, to obtain a representative sample a convenience sample of the population should be drawn. So the sampling technique chosen for the research is convenience samples technique. It is also an area sampling. Area sampling Convenience sampling

RESEARCH INSTRUMENTS:
The research instrument used for this project was a questionnaire. The Research instrument chosen for conducting the survey was a structured questionnaire and was prepared as shown in the annexure-1gh. The questionnaire needed to be structured in a way that it would take the least amount of time in taking responses from the industrial companies and sales executives as it is very difficult to get their time. The questionnaire included open ended as well as close ended question. Few open ended question were included to obtain the perception of sampling units. To ascertain proper responses from the sampling unit, a pilot survey was conducted and then changes were made accordingly in the questionnaire.

Data Analysis and Interpretation

Data analysis:

Here, data analysis is done for data got using questionnaire 1) Which network you are subscribed to?

NETWORK SUBSCRIBE
10% 22% AIRTEL 36% 13% IDEA VODAFONE RELIANCE 19% ANY OTHER

Interpretation
Out of 100 customer surveyed, 22%were using Airtel,13% were using Idea,19% were using Vodafone,36% were using Reliance, and 10% using other.

2) Do you want to switch to any other brand?

SWITCH TO OTHER BRANDS

43% YES NO

57%

Interpretation:

This figure shows that out of 100 respondent 57% want to switch other brand and 43%donot want to switch.

3. How much do you spend monthly on phone?

MONTHLY EXPENDITIRE
8% 20% 34% BELOW 500 500-1000 1000-2000 ABOVE 38%

Interpretation:
Out of 100, there are 34% respondent expend on phone below 500, 38% respondent expend on phone 500-1000, 20% respondent expend on phone 1000-2000, and 8% respondent expend on phone above 2000.

4. Are you satisfied with your current service provider?

satisfaction regarding service provider

47%

63%

yes no

Interpretation:
The graph shows that most of the customer 63% are satisfied with service provider, and 47% are not satisfied with service provider.

5. Do advertisement affect your buying behavior?

effect of advertisement

38%

62%

yes no

Interpretation:

Out of 100, 62%respondent says that advertisement affect on buying behavior And 38% says that advertisement does not affect on buying behavior.

6. If yes which advertisement media influence you most?

most effective media

11% 16% T.V 8% radio 65% magazine and newspaper hoardings

Interpretation:
TV are the most influencing media to attract the customer, followed by radio, magazines &newspaper ,and hoardings.

7. According to your choice rank the top three brands of your city.(give rank 1 to best)

rank 1

28% 42% airtel idea 12% 18% vodafone reliance

Interpretation:
Airtel is one of best brand, in above all the brand.

8. Does a scheme provided by different companies affect your buying behavior?

effects of schemes on buying behaviour

26%

yes no 74%

Interpretation:
Customers are more satisfied with scheme plans offered by different company. Out of 100, 74%says that yes and 26% says no.

9. Have you ever used any of airtel postpaid connection scheme?

postpaid connection scheme

7%

yes no 93%

Interpretation:

There are few customer 7% used postpaid connection, and 93 customer did not use.

10. If no do you feel that switching to airtel would give you more facilities?

better facilities if switched to airtel

36%

yes 64% no

Interpretation:
Majority of the respondents feels that switching to airtel will be more beneficial.

11. If yes have you faced any drawback in the service provided by airtel.

problem with airtel postpaid

29%

yes 71% no

Interpretation: Majority of the postpaid customers have problems with postpaid services hence company should take a note of that.

12. Which plan you are using of Airtel corporate postpaid connection?

type of plan

29% 43%

(A) Azadi 150 (B) Azadi 350

14% 14%

(C) New India roam 399 plan (D) CUG plan (only for corporate connection)

Interpretation: Majority of the respondents like azadi 150 plan most CUG plan are used also by many customers almost 29%, most of which are used by corporate customers.

13. If given a choice which brands you will switch over to?

switching of brand
24%

32%

airtel vodafone 23% 21% idea reliance

Interpretation:
Majority of the respondents wants to switch over to reliance. Airtel is the 2nd largest choice of respondents when it comes to switching of brands.

14. According to your Knowledge, please rank the GSM service among existing company.

airtel Coverage Network Call rate Voice clarity Easy billing 25 35 13 17 10

idea 19 25 20 27 09

Vodafone 22 12 28 18 20

reliance 20 16 40 14 10

100%

10% 17% 13%

9% 20% 27% 18% 20% 28%

10% 14% easy billing 40% voice clarity call rate network

80%

60% 35% 40%

25% 20%

12% 22%

16%

coverage

25%

19%

20%

0% airtel idea vodafone reliance

Interpretation:
(1) Airtel is one of the best in coverage area. (2) Airtel is one the best in network. (3) Reliance is one of the best in call rate. (4) Idea is one of the best in voice clarity. (5) Vodafone is one of the best in easy billing.

FINDINGS
After studying and critically analyzing the consumer behavior and their satisfaction level with the current brand or their desire to switch over to another it was found that : Most of the customers are presently using prepaid cards. Post paid cards are used majority by the business and service persons. BSNL and RELIANCE is most preferably used in Sagar. People find the schemes of Airtel to be costly, compared to the other brands . Customers give more preference to tariff plan and least least preference to customer care and related features. Most of the respondents are influenced by the advertisement. Hoardings also play in placing the brand in the customer mind. Television and radio play a greater role, than the magazines and the newspaper Most the customers are carried away primarily tariff. Airtel is the 2nd largest choice of respondents when it comes to switching of brands.

LIMITIONS OF THE PROJECT

The research area was very limited. It was very time consuming and costly activity to cover all the market. Many customer think it is useless and wastage of time. Lack of awareness about telecom industry among few customers. Due to lack of time corporate customer doesnt want entertain to me? Unwillingness of respondents to answer the entire question.

CONCLUSIONS

1 ) Most of the respondent prefer Airtel.

2) The second highest number of the respondent prefer Reliance.

3) The third highest number of the respondent prefers Idea.

4) Most of the respondent like cheaper call rates.

5) Most of respondent like good connectivity of coverage.

6) Advertising influences the customer in the buying behavior.

7) TV is the most effective way to attract the customer.

8) Schemes offered by various GSM service providers play an important role in Influencing the customer behavior.

9) The loyalty rate of Airtel is very high.

SUGGESTIONS
From the above study we have obtained a few areas where some Improvements are required. Followings are a few suggestions regarding Those areas which if followed properly will increase the goodwill of the Company further as well as it competes the competitors also. These are The quality of the service must be improved so that the brands get more placed in the customers mind. Customer satisfaction must be transformed to customer delight, for efficient customer care service. Airtel with CUG schemes attract the corporate customer. To provide services at reasonable rates so that they are affordable to everyone. It should provide more speed to access the internet. It should not be take more documentation while giving the connection. Airtel provide more FAT (Free Airtel Time) in CUG plan. Majority of the postpaid customers have problems with postpaid services hence company should take a note of that. Postpaid customers mostly are not satisfied with the service provider by airtel.

Bibliography
Philip Kotlers, Marketing Management book, Sixth Edition, Tata Mc. Grow- Hill. Research Methodology- C.R. Kothari

Fact Sheets:
1. 2. 3. Through advertisement in Newspaper The Times of India. Through the broachers of Airtel. Through the fact sheets which is given by our Team Leader of Airtel.

Websites: 1. 2. 3. www.airtel.in www.bharti.com www.google.co.in

QUESTIONNAIRE
1) Which network you are subscribed to?

Airtel

Idea

Vodafone

Relience

Any other

2) Do you want to switch to any other brand?

Yes

No

3) How much do you spend monthly on phone

Below 500

500-1000

1000-1500

Above

4)Are you satisfied with your current service provider?

Yes

No

5. Do advertisement effect your buying behavior?

Yes

No

6. If yes which advertisement media influence you most?

TV

magazine &newspaper

Radio

Hoardings

7) According to your choice rank the top three brands of your city.(give rank 1 to best)

Airtel

Idea

Vodafone

Reliance

8. Does schemes provided by different companies affect your buying behavior?

Yes

No

9. Have you ever used any of airtel postpaid connection scheme?

Yes

No

10.If no do you feel that switching to airtel would give you more facilities?

Yes

No

11. If yes have you faced any drawback in the service provided by airtel.

Yes

No

12. Which plan you are using of Airtel corporate postpaid connection? (A) Azadi 150 (B) Azadi 350 (C) New India roam 399 plan (D) CUG plan (only for corporate connection) 13. If given a choice which brand you will switch over to?

Airtel

Idea

Vodafone

Reliance

14. According to your Knowledge, please rank the GSM service among existing company. airtel Coverage Network Call rate Voice clarity idea Vodafone reliance

Easy billing