A PROJECT REPORT ON

“SALES PROMOTION OF TATA DOCOMO Bhubaneswar”

SUBMITTED TO INSTITUTE OF MANAGEMENT BHUBANESWAR (IMB) IN PARTIAL FULLFILLMENT OF THEPOST GRADUATE DIPLOMA IN MANAGEMENT (PGDM) 2009-11

BY NAME: SOUMYARANJAN DAS P0901061 PGP - 1

UNDER THE GUIDANCE OF

Name of Internal Guide Name of External GuideProf. IPSITA NAYAK Mr. KUMAR DHARMESH Sales head(Post pay)Tata Tele services Mr. RAJESH NAYAK Area Territory Manager (Post Pay)

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INSTITUTE OF MANAGEMENT BHUBANESWAR

GYAN VIHAR, RASULGARH, BHUBANESWAR–751010, ORISSA

Website-imb.ac.in

DECLARATION

I do hereby declare that this project report entitled “SALES

PROMOTION OF TATA DOCOMO IN BHUBANESWAR” with special

reference to overall marketing concept of TELECOM products of

DOCOMO (TATA), is the result of my own efforts in the plant

training which I have undergone as a part of the curriculum in

“POST GRADUATE DIPLOMA IN MANEGEMENT (PGDM)”, in

INSTITUTE OF MANAGEMENT BHUBANESWAR (IMB),

Bhubaneswar. I had undergone my summer training under the

guidance of Mr. KUMAR DHARMESH, SALES HEAD (POSTPAY),

BBSR. And the report embodies the finding based on my study and

has not been submitted earlier for the award of any degree or

diploma to any Institute or University.

Soumyaranja Das Roll no. - P0901061

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ACKNOWLEDGEMENT

First of all I would like to pay my gratitude to my institution,

INSTITUTE OF MANAGEMENT BHUBANESWAR (IMB), who gave

the permission for Summer Internship Training and to do the

project work for which I am really Grateful to DOCOMO (TATA )

for allowing me to do such a project in its Marketing Department.

And I am also thankful to Mr. KUMAR DHARMESH, SALES HEAD

(POSTPAY), DOCOMO, who guided me throughout the project in

order to complete the project successfully. I had an interesting

experience of working with him as he tried his best in extending

every possible & suitable information relating to the

organization to complete the project. His support, guidance and

valuable tips helped a lot in making this project much simpler

and easier.

I express my sincere obligation and thanks to all the Faculties of

IMB for their valuable advice in guiding me at every stage in

bringing out this report.

I am also thankful to my family for their kind co-operation which

made my take easy.

.

SOUMYARANJAN DAS Roll no. - P0901061

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C E R T I F I C A T E

This is to certify SOUMYARANJAN DAS, a student of INSTI TUTE OF

MANAGEMENT BHUBANESWAR (IMB), BHUBANESWAR bearing ROLL

NO.- P0901061 has successfully completed the Summer internship

training and project work entitled “SALES PROMOTION OF DOCOMO IN

BHUBANESWAR” for the partial fulfillment for the award of POST

GRADUATE DIPLOMA IN MANAGEMENT (PGDM) programme. This

project work has been a work of innovation under my guidance

. Mr. KUMAR DHARMESH

SALES HEAD (POSTPAY) BBSR

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INTERNAL GUIDE CERTIFICATE

This to certify that the Live Project entitled “SALES PROMOTION OF DOCOMO IN BHUBANESWAR” OF TATA has been carried out by Mr. SOUMYARANJAN DAS under my supervision and guidance.

The Training embodies the results of his own contribution. This has not been submitted elsewhere for the award or any degree.

Prof. IPSITA NAYAK

Faculty in communication IMB, BBSR

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EXECUTIVE SUMMARY

Marketing, in itself is a wholesome job which requires proper logic and strategies to be applied at correct time and correct place. Moreover, marketing of a product whose quantity of production is not previously known with a heavy fluctuation in prices as well, depending on the market, is not a very easy job. Agency products are not at all manufactured at a predetermined quantity. Therefore, its marketing becomes not a traditional method of marketing.

This project has been thus undertaken to analyze and get a detailed idea of how the products of DOCOMO (TATA) are compete with its competitor product in the market.

DOCOMO (TATA) is the leading TELECOM Company in India. It is a fully integrated, producing both PREPAY & POST PAY for local and STD for sale in Indian markets. Ranked amongst the top ten private sector companies in India telecom sector, TATA manufactures and sells a broad range of domestic product, including product in telecom sector As the largest telecom service produce in the country, DOCOMO (TATA) has always believed in structured planning for achieving organizational growth. This has also contributed significantly to national interests, given the TELECOM’ sectors strong backward and forward linkage.

TATA DOCOMO Bhubaneswar, one of the pioneering units of DOCOMO is a hall-mark of excellence in the TELECOM scenario of Orissa today. All TATA products including products of DOCOMO are marketed through its CMO. To ensure quality and prompt dispatch of the products, CMO keeps in touch with producing units.

Marketing Department of TATA DOCOMO comprises of:

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PRE PAY CONNECTION POST PAY

TBG is also one of the important parts of the marketing dept. which has undergone many changes in the present system.

Products of TATA DOCOMO can be divided into 2 categories:- PRE PAY POST PAY

Marketing of the above is not just selling services but catering to the demand of the customers by adopting various changing strategies but always keeping “CUSTOMERS FIRST”. And the above services are not manufactured with a predetermined target. The mode of marketing and pricing are thus, different for different categories of secondary products. The main aim of marketing department of an organization is achievement of “Organization’s or Customer’s interest”.Thus, the marketing department of TATA DOCOMO has ballooned the profitability index of TATA and blended with the modernization aspect as well carried forward the following:

Word pad Excel sheet

Word pad refers to those data base through which the data of customer and retailers of different locations simultaneously selected customers for supplying the item/s. Excel sheet format, only the target monthly activation are kept recorded.The marketing dept. of TATA DOCOMO has managed to well prove the

Quality policy of TATA DOCOMO- “Build and sustain organization which is

customer oriented”……

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CONTENTS

introduction of the study

Docomo (Tata)

pricing strategy of tata docomo

Sales promotion

Objectives of the study

Research methodology

Scope

limitations

Data analysis

findings

suggestions

Questionnaire

Conclusion

bibliography

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INTRODUCTION

Tata DOCOMO is Tata Teleservices Limited's (TTSL) telecom service on the GSM platform-arising out of the Tata Group's strategic alliance with Japanese telecom major NTT DOCOMO in November 2008. Tata Teleservices has received a pan-India license to operate GSM telecom services, under the brand Tata DOCOMO and has also been allotted spectrum in 18 telecom Circles. TTSL and has already rolled out its services in various circles.

The launch of the Tata DOCOMO brand marks a significant milestone in the Indian telecom landscape, as it stands to redefine the very face of telecoms in India. Tokyo-based NTT DOCOMO is one of the world's leading mobile operators-in the Japanese market, the company is clearly the preferred mobile phone service provider in Japan with a 50 per cent market share.

NTT DOCOMO has played a major role in the evolution of mobile telecommunications through its development of cutting-edge technologies and services. Over the years, technologists at DOCOMO have defined industry benchmarks like 3G technologies, as also products and services like the i-modeTM, mobile payment and a plethora of lifestyle-enhancing applications. Today, while most of the rest of the industry is only beginning to talk of LTE technology and its possible applications, DOCOMO has already started conducting LTE trials in physical geographies, not just inside laboratories!DOCOMO is also a global leader in the VAS (Value-Added Services) space, both in terms of services and handset designs, particularly integrating services at the platform stage. The Tata Group-NTT DOCOMO partnership will see offerings such as these being introduced in the Indian market under the Tata DOCOMO brand.Tata DOCOMO has also set up a 'Business and Technology Cooperation Committee, comprising of senior personnel from both companies. The committee is responsible for the identification of key areas where the two

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companies will work together. DOCOMO, the world's leading mobile operator will work closely with the Tata Teleservices Limited management and provide know-how on helping the company develop its GSM business.

Despite being a late entrant, Tata Indicom, TTSL's CDMA brand, has already established its presence and is the fastest-growing pan-India operator. Incorporated in 1996, Tata Teleservices Limited is the pioneer of the CDMA 1x technology platform in India. Today, Tata Teleservices Limited, along with Tata Teleservices (Maharashtra) Ltd, serves over 37 million customers in more than 320,000 towns and villages across the country offering a wide range of telephony services including Mobile Services, Wireless Desktop Phones, Public Booth Telephony and Wire-line Services.

Tata DOCOMO the GSM mobile service operator launched 4 new GPRS Add-on Data Plans for its postpaid customers across all the telecom circles except Mumbai, Maharashtra & Goa, Himachal Pradesh and West Bengal (except Kolkata).Considered to be the industry best and competitive in nature the all new data plans are priced at a nominal cost bundled with high data usage. Tata Docomo offers 4 different add-on Data plans from lowest of Rs. 50 to a maximum of Rs. 299 to suit varied needs of the customers. With the Postpaid GPRS Add-on Data Plan of Rs 50, subscribers can avail 2 GB free usage for 30 Days, Data Plan for Rs 99, allows subscribers to avail 6 GB free usage. While the Data Plan for Rs 199 will offers free usage of 10 GB for 30 days and Plan for Rs 299 provides subscribers free data usage of 15 GB for 30 days. After using the free data usage with in the month, Portal Browsing will be charged at 1p/20KB, on Tata DOCOMO.

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TATA DOCOMO

TATA TELE SERVICE LIMITED

Tata Teleservices Limited spearheads the Tata Group’s presence in the telecom sector. The Tata Group had revenues of around USD 70.8 billion in Financial Year 2008-09, and includes over 90 companies, over 363,039 employees worldwide and more than 3.5 million shareholders.

Incorporated in 1996, Tata Teleservices is the pioneer of the CDMA 1x technology platform in India. It has embarked on a growth path since the acquisition of Hughes Tele.com (India) Ltd [renamed Tata Teleservices (Maharashtra) Limited] by the Tata Group in 2002. It launched mobile operations in January 2005 under the brand name Tata Indicom and today enjoys a pan-India presence through existing operations in all of India’s 22 telecom Circles. The company is also the market leader in the fixed wireless telephony market. The company’s network has been rated as the ‘Least Congested’ in India for five consecutive quarters by the Telecom Regulatory Authority of India through independent surveys.Tata Teleservices Limited now also has a presence in the GSM space, through its joint venture with NTT DOCOMO of Japan, and offers differentiated products and services under the TATA DOCOMO brand name. TATA DOCOMO arises out of the Tata Group’s strategic alliance with Japanese telecom major NTT

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DOCOMO in November 2008. TATA DOCOMO has received a pan-India license to operate GSM telecom services—and has also been allotted spectrum in 18 telecom Circles. The company has rolled out GSM services in 17 of India’s 22 telecom Circles in the quick span of less than a year. The company plans to launch pan-India operations by the end of FY 2010-11.

TATA DOCOMO marks a significant milestone in the Indian telecom landscape, and has already redefined the very face of telecom in India, being the first to pioneer the per-second tariff option—part of its ‘Pay for What You Use’ pricing paradigm. Tokyo-based NTT DOCOMO is one of the world’s leading mobile operators—in the Japanese market, the company is the clear market leader, used by over 50 per cent of the country’s mobile phone users.

Tata Teleservices operates under five different brands— Tata Indicom (CDMA services), Tata DOCOMO (GSM services), Virgin Mobile, Tata Walky (which is the brand for fixed wireless phones), Tata Photon (the company’s brand that provides a variety of options for wireless mobile broadband access) and T24. TTSL recently entered into a strategic partnership agreement with Indian retail giant Future Group to offer mobile telephony services under a new brand name—T24—on the GSM platform. The exciting new brand was unveiled in February and it has commenced the GSM operations under the brand name T24 in Andhra Pradesh and will roll out services in other circles shortly.

Today, Tata Teleservices Ltd, along with Tata Teleservices (Maharashtra) Ltd, serves nearly 70 million customers in more than 450,000 towns and villages across the country, with a bouquet of telephony services encompassing Mobile Services, Wireless Desktop Phones, Public Booth Telephony and Wire line Services.

In December 2008, Tata Teleservices announced a unique reverse equity swap strategic agreement between its telecom tower subsidiary, Wireless TT Info-Services Limited, and Quippo Telecom Infrastructure Limited—with the combined entity kicking off operations with 18,000 towers, thereby becoming the largest independent entity in this space—and with the

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highest tenancy ratios in the industry. Today, the combined entity has a portfolio of nearly 35,000 towers.

TTSL’s bouquet of telephony services includes mobile services, wireless desktop phones, public booth telephony, wireline services and enterprise solutions.

Over the last few months, Tata Teleservices’ industry-best and innovative offerings have gained industry-wide recognition and the Year 2010 saw TTSL add many notable accolades to its name. TTSL was named The Best Emerging Markets Carrier by Telecom Asia, and received 8 awards at the World HRD Conference, including 5th Best Employer in India. The company also received 3 awards at the Telecom Operator Awards 2010 from Tele.net; Best Company,

Tata Docomo bagged the “CEO of the Year”, “Best Quality of Service”, and Business Standard award for ‘Most Innovative Brand of the Year’.

TATA DOCOMO POSTPAY PLANS

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Customize your plan with free toppings as follows:

Topping can be a combination of 1-200 local mins2-150 std mins3-500 local Sms4-100 mb GPRS usage

Diet 299 plan: You can take any 4 free topping combinations.Diet 499 plan: You can take any 7 free topping combination.Diet 799 plan: You can take any 12 free topping combinations.Super diet 1099 plan: 2500 local minutes free

1200 STD minutes free5000 local minutes free

PLAN NAMEF&F (FRIEND & FAMILY)PACK

600 mins of STD+LOCAL free300 local sms free6 choise nos 1-3local nos

2-3 std nos (30 paisa/1 min)

Tata DOCOMO Postpaid Advantages

1. Pay as per actual usage only – Get charged for your airtime usage on a per second basis. If you talk for 12 seconds, you will be charged for 12 seconds and not for one minute and that’s where you save on your bills!!!

2. Refreshingly Different Plans – Customize the plans according to your requirements. i.e. you can choose your option from a range of local, STD & SMS toppings as per your usage pattern. We also have an Elite plan with free calls on local and STD and tons of SMS’s, specially designed for those of you who use the phone a little morel.

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3. STD @ 1 paisa/1 second. Now make all those STD calls you have restricted yourself from making through the scheme FREEDOM OF STD.

4. Simple Bills – Our bills are very easy to understand. We have cut through all the clutter to give you a very simple bill.5.Varied Payment Options – We want you to jump the queue and pay you bills instantly. Our options include payment through internet, via cash cards, standing instructions on your bank account or credit card, cheque drops at selected locations and the usual walk to the Tata DOCOMO store

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OBJECTIVES

1. To increase sales of the product2. Profit maximization3. To face the competition effectively4. To attract new customers5. Building product awareness

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METHODOLOGYIt is necessary to adopt a particular method to complete a project successfully. The steps that have been taken to complete this project are as follows:1.) Research Approach: The Approach adopted to complete this project was that of “CUSTOMER SATISFACTION”. The survey was done in retailer as well as customer in Bhubaneswar .2.) Research Design: Depending upon the objectives of the research the most suitable marketing research design is “Exploratory research”. The purpose is to find out the experience of customers while enjoying the service of TATA DOCOMO .3.) Data Collection: The information used in this project was through primary sources i.e. personally interacting the customers and retailers of TATA DOCOMO .4.) Research instrument: The instrument that was chosen to conduct the market research was that of “structured questionnaire”. This has been done because data obtained in structured studies are easier to tabulated and interpret then data gathered in other ways. A list of questionnaire was prepared which could give relevant information when answered by the respondents.5.) Target Segment: customers and retailers of BJB nagar,LIWIS ROAD,KALPANA,BAPUJI NAAR.6.) Sample area: customers and retailers of Bhubaneswar.7.) Analyzing the collected data and reporting the findings: Finally the data has been collected was thoroughly analyzed and processed to obtain the required information. The data has been summarized in the form of graphs and pie chart.8.) Sample size: 50 customers.

Research methodology and analytical toolsFor doing any kind of research, it is very essential for us to determine in advance as to what is going to be the sample size for us. Because of the simple reason that one can not simply do the research on the whole population due to the constraints like time, money & energy .

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Therefore when the field of inquiry is large, this method difficult to adopt because of the resources involved. It is possible to obtain sufficiently accurate results by studying only a part of total population.

First step in the research process is to single out the problem we want to study. The formulation of a general topic into a specific research problem, thus, constitutes the first step in a specific enquiry. In my topic the main problems is to study the customer experience of the services provided by TATA DOCOMO, are they satisfied with services, what are there expectations of services from customer, is there anything new that the dealer is looking for, what Indian customer are doing about it.

In this project I have decided to use both the primary and secondary data. Because I believe that lot articles and research paper have been done on this topic and these could provide us with a lot of information on various service parameters. These articles will give us a totally different view of the service standards and what all require to be done.

It becomes very much essential for us to develop a working hypothesis because it has to be tested. I also need some kind of primary data through questionnaire filling. I have also decided to use other data collection techniques like observation and personal interviews. I have decided to use structured close ended questionnaire so that the response could be properly coded and analyzed. It would become easier for us to understand the dealer experience and what are the areas of improvement he is looking for.

1-I visited 22 retail stores. Out of them 8 were interested to keep post pay sim in their retail store.2-I interacted with different retailers about various post pay plans of Tata Docomo.3-I conducted a survey of 50 customers from the different areas of Bhubaneswar.4-I collected there views about Tata Docomo.5-I allocated the post pay sim to the retailers6-I collected information about various competitors of Tata Docomo.

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WHAT I HAVE DONE IN 2 MONTHS

1-I have visited 22 retail stores. Out of them 8 were interested. That means they were interested to keep post pay sim in there retail store.2-I have interacted with different retailers about various post pay plans of Tata Docomo.3-I have conducted a survey of 50 customers from the different areas of Bhubaneswar.4-I have collected there views about Tata Docomo.5-I have allocated the post pay sim to the retailers.and was pasted the poster in the retailer stores of new plans introduced by Tata Docomo.6-I have collected information about various competitors of Tata Docomo.

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THESE ARE THE NAME OF VARIOUS RETAILSTORES

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SALES PROMOTION

“Sales promotions are short-term incentives to encourage purchase or sale of a product or service.” Sales promotion consists of a diverse collection of incentive tools, mostly short short-term, designed to stimulate quicker and/or greater purchase of particular products/services by consumers or the trade.

The term promotion is very often used as a synonym for selling. But

selling is a narrow term which includes only transfer of title or personal

selling. Promotion on the other hand is broader in its outlook and

includes a variety of activities used ultimately for increasing sales

volume.

Similarly the terms sales promotion can not be taken to mean what is

commonly does. Sales promotion is only a part of the promotion.

Basically promotion is an "exercise" in information persecution and

influence. Promotion has come to mean the overall co-ordination of

advertising selling, publicity and public relations. Promotion is a helping

function designed to make all other marketing activities more effective

and efficient. But sales promotion as such helps only the selling activity

still, there exit same difference of opinion on the real connection of the

term sales promotion.

Sales promotion is concerned with the creation, application and

dissemination of material and techniques that supplement

advertising and personal selling. Sales promotion makes use of direct

mail, catalogues, trade shows, sales contests, premiums, samples,

windows displays and other aids. Its purpose is to increase the desire of

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salesman, distributors and dealers to sell a certain brand to make

consumers more eager to buy that brand.

Sales promotion by TATA DOOMO

It is newly launched in the market. So it gives more emphasize on sales promotion. it applies various tools and techniques to make effective sales promotion. These are as follows.

GPRS PLANS

Monthly Rental (Rs)

Free usage Validity DaysPost Free usage with validity left

50 2GB 30 1p/20kb99 6GB 30 1p/20kb199 10GB 30 1p/20kb

299 15GB 301p/20kb

Price cut- If we will take CUG connection then all the person who have take at a time there charges of call is totally free.

Near pack- The people who will give the bill of first month they will get fastrack sun glass Reebok watch, parker pen, key ring.

Rebate If retailers are buying large no of sim from company then they can get 2.5% discount.

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Sweepstakes

Tata Docomo Celebrates 1st Anniversary In Orissa with Celebration 1 offer Tata Docomo, GSM brand of Tata Teleservices Ltd,widely known for its innovative offers, celebrates its first anniversary in Orissa,India.Tata Docomo was launched in Orissa last year on July 16.Dubbed as “Celebration 1″campaign this provides opportunity to Docomo customers to win lot many freebies by participating in the contest.

Considered to be the first of its kind offer, prepay customers are being offered a chance to win assured gifts by calling the Tata DOCOMO toll free number 52222 and participate in a lucky draw contest to win host of prizes. Daily 3 customers will be declared lucky winners of getting 2 lakh free minutes. 2 other grand Bumper Prizes viz. 100 grams gold (for 1 winner) and LCDtelevisions (for 10 winners) will be declared post the campaign ending on 15th August 2010.Prizes to be one are

Grand Bumper Prize – 1 lucky winner will get 100 Grams of Gold 10 lucky winners to get LCD television sets 100 lucky winners to get 2 Lakh minutes of FREE TALKTIME

Price OffNow, Buy a Tata Photon Plus postpaid connection with Tariff plan with monthly rental plans of Rs 850 & above and get Bill discount of Rs 200 for 12 months.

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COMPETITIVE ANALYSIS

DOCOMO AIRTEL VODAFONEPLANS 299(F&F) 299(YOUTH) 299MONTHLY BILL 299 299 299MONTHLY L FREE MINS

6OO LOCAL +STD

500 LOCAL MINS

425 MINS LOCAL+STD

LOCAL CALLS(RS/MIN.)ON NET 0.60 0.50 0.50OFF-NET 0.60 0.50 0.50FREE SMS 300 LOCAL NILL 50STD CALL(RS/.MIN)

0.60 1RS. 1RS.

SMSLocal 0.60 1Rs. 1Rs.National 1.20p 1Rs. 1.50International 5.00 5.00 5.00

IN Docomo you will give6 choice nos i.e 1-3 local nos

2-3 STD nos charge (30 paisa/1min)No other network is giving (30 paisa/1min) for STD calls.

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LIMITATION

1.Small sample size.2.Limited geographical area.3.Cost factor4.Some of the retailers were very apprehensive about responding5.In some instances some respondent may not reveal the truth.6. The retailer was unable to give us sufficient time

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DATA ANALYSIS AND INTERPRETATION

PROFESSION

student 22business 17p.s.e 3g.e 2Other 6

Analysis

From the above diagram it shows that out of 50 customers there are 22 students,17 business man,3 private sector employee,2 government employee and 6 others are using Tata Docomo.

GENDER

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Male 46female 4

Analysis

From the above diagram out of 50 customers there are 46 males and 4 female are using Docomo

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AGE GROUP

> 18 018-22 1223-27 2328-32 12< 32 3

Analysis

From the above diagram it shows that the age group using Docomo .bellow 18 there is no one,in between18-22 there are customers, in between 23-27 there are 23customers, in between 28-32 there are 12 customers and above 32 customers

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DIFFERENT SERVICES OF TATA DOCOMO

excellentvery good good poor

very poor

sms service 17 33 0 0 0voice basedservice 3 30 17 0 0

free missedcall alert 3 27 20 0 0

GPRS 2 13 35 0 0

STD and local 16 31 3 0 0

Analysis

This diagram shows that, in SMS out of 50, 17 are excellent, 33 are very good. In VOICE BASED CALLS service, out of 50, 3are excellent, 30 are very good, 17 are good. In free miscall alerts, 3are excellent, 27are very good, 20are good, in GPRS 2are excellent, 13are very good, 35are good. In STD N LOCAL call 16are excellent, 31 are very good, 3 are good.

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price Network r.t.p r.ts.p brandExt imp 22 15 1 0 7v imp 27 31 32 10 37s w imp 0 3 14 22 6n v imp 0 1 3 18 0n.a.imp 0 0 0 0 0

Analysis

This diagram shows that, 22 are extremely important in price, 27are very important, 1is some what important. In network, 15 are ext important, 31 are very important, 3 are some what imp 1 is not very important. In reach to purchase point 1are ext important, 32 are very important 14are some what imp, 3 are not very important. In reach to service point 10are very imp, 22 are some what important. In brand 5 are extremely important, 18 are very important. 25 are somewhat important, 2 are not very important.

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FINDINGS

1. From the survey of 50 customers I found that 46 are males and 4 are females.2. Most of the students are using Tata Docomo.3. Maximum persons in the age between 23-27 are using Tata Docomo.4. Most of the persons are using Airtel because of good network.5-Most of the retailers are not willing to keep post pay sims in there store.6-Most of the retailers are not ready to listen to our plan.7-The network is not good so many customers are not willing to buy Docomo.8-Plans are affordable by the common man.

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SUGGESTION

1-The company should not take security money from the student2-Awarness of the company products3-The company agent should regularly visit the retailer store4-Internet downloading should be faster5-Improve STD call service6-Solve the network problem.7-Service quality should be increased.8-Docomo to Docomo call charges should be free.9-Have a great opportunity to expand its service.

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QUESTIONNAIRE ON ‘SALES PROMOTION OF TATA DOCOMO’

For customer 1-Plese tick the correct Gender (a) male___(b)female___ 2- You belong to age group (a) below 18___(b)18-22___(c)23-27___(d)28-32___(e)above 32___ 3- By profession you are a

(a) student___(b)businessman___(c)private sector employee___(d)govt.servant____(e)other______

4- Your annual income falls under (a) below 50,000___(b)50K -1 lac___(c)1 lac-4 lac___(d)above 4 lac 5-The service provider brand used by you is

(a)-tata docomo ____ (b)airtel___(c)reliance___(d)Vodafone___(e)others_______

6- The present number you have been using since(a)m – 6m___ (b)6 m – 12 m___(c)12 m – 18m___ (d) >18 m___

7-Your point of purchase (a)Company show room___ (b) retail point ___(c) Direct sales exe___ 8- Which type of connection you use?

(a)-Pre paid___ (c)-post paid___ 9- Convenient way to pay

(a)By cash___(b)by cheque___(c)by credit card___ 10- The purpose of you keep mobile is

(a)Personal___ (b)Business___ (c)both___ 11-The features opted are

(a)CLIP Detailed___ (b)Bill___(c)GPRS___ (d)Dialer tone___

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12-How will you rate these factors

Extremely important

very important

some what important

not very important

not at all important

PriceNetworkReach to purchase pointReach to service point

Brand

13-Your view of availability of post pay product at ur nearest outlet.

14-Rank the mobile service provider for the following factor.price network brand

Tata docomoBharti airtelVodafoneIdeaReliance

1-Excellent 2- very good 3-good 4- average

15-Which company’s advertisement and punch lines you like most. (a)tata docomo (do the new) (b)bharti airtel (express yourself) (c)idea(an idea can change your life) (d)bsnl(best he mere liye)

16-Rank the following services of Tata DOCOMO;

excellent very good good poor very poorSms service

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Voice based serviceFree missed call alert serviceGPRS

STD and local call service

17- Would you like to give your suggestions to improve the

satisfaction level

Of customer

If yes then specify________________________________________________

NAME- MOB. ADDRESS-

CONCLUSION

1-Tata Docomo has good brand image in the market.2. It is the first company to introduce the second pulse plan.3-It has a good future if it will solve the network problem.4-It has a good promotion in the market.5-it has a good pre pay customers in the market.

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BIBLIOGRAPHY

1-BOOK-MARKETING MANAGEMENT BY PHILIP KOTLER

2-NEWSPAPER-BUSINESS STANDARD

3-WEBSITE- 1-teleguru.in 2-nttdocomo.com 3-tatadocomo.com 4-wikipedia.com 5-google.com

THANK U

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