Interim Report

In

“TATA INDICOM” Suno dil ki awaaz

BY Name -:Md Iliyas Ansari Enrollment no-: 8nbdb015

UNDER GUIDENCE OF Faculty Guide : Mr Vinay kumar Das Company Guide : Mr Shyam Pandey

A report submitted in partial fulfillment of The requirements of MBA 2008-10

ICFAI National College. Dhanbad.

01

TABLE OF CONTENTS

CHAPTER NO

TITLE

page no

1.

ACKNOWLEDGEMENT

03

2.

INTRODUCTION

04

3.

COMPANY PROFILE

05

4.

OBJECTIVES

09

5.

TARGETS, STRATEGIES & ACHIEVEMENTS

11

MID COURSE CORRECTION

15

6.

7.

LIMITATIONS

8.

CONCLUSIONS

16

17

02

ACKNOWLEDGEMENT

It gives me immense pleasure to have this opportunity to thanks to all those people who helped me to do my interim report successfully. First of all I would like to thanks our Honorable Center Head Dr. Rumna Bhattacharya who provides me an opportunity to do this in such a healthy environment and with other infrastructure facilities which initiated and helped me a lot to work and go ahead with my interim report. At the outset I acknowledge the opportunity provided to me by Tata Tele service limited. to do my summer internship program. I am very thankful to my faculty guide Mr. Vinay kumar das Faculty Member, ICFAI National College, Dhanbad for his valuable inputs, guidance, support and cooperation all along the internship program. This project would have been a distance dream without his help I am extremely grateful to Mr. Shyam Pandey (Director of shree shyam telecom) my company guide, for his kind co-operation, valuable advice and support all along for the successful completion of this report.

. Thanking you,

Md Iliyas Ansari ICFAI National College Dhanbad

03

Company Introduction Tata Teleservices Limited (TTSL)

Type

Public (BSE: TTSL)

Founded

2000

Headquart Navi Mumbai, India ers Key people

Chairman: Mr. Ratan N Tata, Managing Director: Anil Kumar Sardana

Industry

Telecommunications

Products

CDMA service, post paid service, Prepaid service Data card Internet Service

Employees 3,30,000 [Tata Group] Website

Tata Indicom

TataTeleservices Limited (TTSL) is a part of the Tata Group of companies, an Indian conglomerate. It operates under the brand name Tata Indicom in various telecom circles of India. The company forms part of the Tata Group's presence in the Telecommunication Industry in India, along with Tata Teleservices (Maharashtra) Limited (TTML) and TATA COMMUNICATIONS LTD.

COMPANY PROFILE

04

Management Team Board of Directors Mr. Ratan N. Tata Designation : Chairman Company : Tata Teleservices Ltd Mr. Anil Kumar Sardana Designation : Managing Director Company : Tata Teleservices Limited Mr. S. K. Gupta Designation : Group Telecom Advisor Mr. N. S. Ramachandran Designation : Director, Company : Tata Teleservices Ltd.

TATA TELESERVICE LIMITED Tata Teleservices spearheads the Group’s presence in the telecom sector. Incorporated in 1996, Tata Teleservices was the first to launch CDMA mobile services in India with the Andhra Pradesh circle. Having pioneered the CDMA 3G1x technology platform in India, Tata Teleservices has established 3G ready telecom infrastructure. It partnered with Motorola, Ericsson, Lucent and ECI Telecom for the deployment of its telecom network. The company acquired Hughes Telecom (India) Limited [now renamed Tata Teleservices (Maharashtra) Limited] in December 2002. With a total Investment of Rs 19,924 Corer, Tata Teleservices has created a Pan India presence spread across 20 circles that includes Andhra Pradesh, Chennai, Gujarat, J & K, Karnataka, Delhi, Maharashtra, Mumbai, North East, Tamil Nadu, Orissa, Bihar, Rajasthan, Punjab, Haryana, Himachal Pradesh, Uttar Pradesh (E), Uttar Pradesh (W), Kerala, Kolkata, Madhya Pradesh and West Bengal. The company has also received the license from the Department of Telecommunications to launch GSM services as well. With this launch set for early 2009, TTSL is on the threshold of emerging as a true-play dual technology telecom operator. In November 2008, Tata Teleservices entered into an agreement with Japanese telecom major NTT DOCOMO, as part of which the Japanese company acquired a 26% stake in TTSL for USD 2.7 billion. The transaction marks a key step in the strategic evolution of Tata Teleservices, as it moves towards a pan-India dual network presence. On a broader level, the transaction is also expected to mark the beginning of a relationship of broader co-operation between Tata companies and the Nippon Telegraph and Telephone Corporation (NTT). Tata Teleservices’ bouquet of telephony services includes mobile services, wireless desktop phones, public booth telephony and wireline services. Other services include value-added 05

services such as voice portal, roaming, post-paid Internet services, 3-way conferencing, group calling, Wi-Fi Internet, USB Modem, data cards, calling card services and enterprise services. Pay Telephony Business Unit (PTBU) is a strategic business unit of Tata Teleservices Limited and is the only branded player in the payphone industry in the country. It provides its services under the brand name of Tata. We have redefined the Payphone business in the telecom industry. Our booths use Smart Card technology, which is developed by Schlumberger, the leaders in Smart Card Payphone technology. The Smart Cards have a smart chip with a pre-programmed calling value; this card is sold to the operator who in turn sells the calling minutes to the end-consumer. This makes us the first private operator in the country to introduce Smart Cards in Payphone Booths. Continuing with the pioneering spirit we have also been the first in India to introduce the Payphone Management System, calling cards for customers, smart cart (mobile booth) and patented booth designs - 'Capsule' and 'Full cabin'.

Milestones

TTSL has won the Global HR Excellence Award 2009 under the “Institution Building Category” by World HRD Congress in its Annual Award Ceremony held on 6th Feb’ 09. 63 Indian and Multinational Organizations participated in various Categories of the HR Excellence Awards. Delegates from over 60 countries participated in the event organized by World HRD Congress, which is a renowned conglomerate which drives HR excellence through Employer branding, HR research, and Best HR and People development practices. Various Institution Building Initiatives of TTSL like Trainee Scheme, Mentoring, Gyan Tarang, Tata Indicom Theme Leadership Initiative (TITLI), Promising Practices, Darpan – Employee Engagement Model etc were appreciated by Senior Industry Leaders who were part of the jury.

MARKET STAKE VALUE Tata Teleservices is part of the INR Rs. 2,51,543 Crore (US$ 62.5 billion) Tata Group, that has over 87 companies, over 330,000 employees and more than 2.8 million shareholders. With a committed investment of INR 36,000 Crore (USD $7.5 billion) in Telecom (FY 2006), the Group has a presence across the telecom value chain.

06

PRODUCT PORTFOLIO Tata teleservices limited Communications is the Tata Group’s largest investment and the Group’s objective is to provide end-to-end telecommunications solutions for business and residential customers across the nation, and internationally. The Group’s communications activities are currently spread primarily over four companies—Tata Teleservices Limited (TTSL) and its associate Tata Teleservices (Maharashtra) Limited (TTML), Tata Communication (erstwhile VSNL) and Tata Sky. Together, these companies cover the full range of communications services, including: Telephony Services: Fixed and Mobile TMedia and Entertainment Services: Satellite TV Data Services: Leased Lines, Managed Data Networks, IP/MPLS VPN, dial-up Internet, Wi-Fi and Broadband Value-Added Services: Mobile and Broadband Content/Applications, CallingCards,Net telephony and Managed Services Infrastructure Services: Submarine Cable Bandwidth, Terrestrial Fiber Network and Satellite Earth Stations and VSAT Connectivity.

PRODUCT OF MY COMPANY (SHREE SHYAM TELECOM)

➢ Post paid connection (CMO) ➢ Data card/ Plug 2 surf modem, ➢ Postpaid Walky, ➢ Postpaid Walky Talky ➢ Coin collection box, (ccb) ➢ Local call monitor, (lcm) ➢ Parsec detail

07

OBJECTIVE OF EXECUTIVE TRAINING 3 months objectives Summer Internship Program forms an important aspect of MBA. It is a bridge the gap between the academics and corporate world. It is the experience of professional environment; it helps us to work in real environment and real –life situation. It’s a great learning experience in prospective environment. Doing SIP is a platform to take Executive training and develop our knowledge and skills for enhancing the carrer. It helps us to learn managerial skills and how to manage things. Executive Training involves team work, managing interpersonal relationships, to be familiar to Work under pressure, work culture, deadline and commitment of the organization. It helps us to know what are the qualities required for an executive. Learning of SIP:-

➢

To have the knowledge about the product of telecom sector . 08

➢ To get familiar with corporate world. ➢ Learned to develop necessary managerial skills and positive attitude.

➢

To achieve the whole target which is given by company?

Monthly Objectives Selling of product:➢ To sell 20 connections in a month ➢ To meet 300 prospects ➢ To submit the DSR report ➢ To achieve my monthly target

Weekly Objectives ➢

To achieve the weekly target.

➢ Tele calling and taking appointment. ➢ Meeting with prospective customers. ➢ Giving the proper knowledge about product. ➢ To meet more and more prospects and submit the DSR report.

Other Learning objectives ➢ ➢ ➢ ➢

To find the different selling techniques used. To know about different organizations’ direct marketing policies in practical life. To create a niche for myself and to gather a deeply knowledge about direct marketing. To analyze the distributer selling techniques frequently used among the customers 09

➢ Here I learnt how to apply the theoretical learning’s in the practical life in the convincing the prospects. ➢

Here I came to know different tips of personal selling like ✔ To find and evaluate prospective customers ✔ To approach and present myself before them ✔ To know open and close a sell ✔ To handle customers objection.

010

➢

TARGETS, STRATEGIES AND ACHIEVEMENTS 1st WEEK  TARGET

In the 1st week of our executive training in Shree shyam

telecom (Tata Indicom) We got the Knowledge about the company and its various field of operations. Here we came to know about telecom sector and their products.

 STRATEGY

At first to meet those people who are well known to me and Convey them the Objective of my co.

for this I gather all the Possible information about the company.

 ACHIVEMENT

Made a database of 50 customers and told them about the Company profile and its position in

the market.

2nd WEEK 

TARGET

Product knowledge and

orientation classes and survey the market

 STRATEGY

To meet prospective prospects and convey 011

them our product



ACHIVEMENT

Convince more prospects and

they want to

take it

3rd WEEK 

TARGET

5 Connections in a week.



STRATEGY



ACHIVEMENTS

In 3rd week I adopted direct marketing Strategy, I met 100 prospects in this week

1 Connection given, and two prospective customers are in pipe line

4th WEEK 

TARGET

5 connections in a week. 012

 STRATEGY

I plan to meet 100 people who were unknown to me. I tried to make cold call.



ACHIVEMENT



TARGET

5 Connections in a week.



STRATEGY

Approaching customers by the database collected in last week,



ACHIVEMENT

1 Connections given, and one prospect is

Four prospects in pipe line

5th WEEK

in pipe line

6th WEEK 

TARGET



STRATEGY

5 Connections in a week.

Made cold calls with prospective 013

customers and targeted offices and factories,



ACHIVEMENT



TARGET

5 Connections in a week.



STRATEGY

Meeting with 20 prospects per day and making soft calls with existing prospects



ACHIVEMENT



TARGET



STRATEGY

2 Connections given, and two pipe line

7th WEEK

Sold 2 connections in this week

8th WEEK 5 Connections in a week.

Targeted new offices, Petrol pump, Private Schools, and as well as existing prospects 014



ACHIVEMENT

To generate more business and to

achieve

my goal.

MID COURSE CORRECTION •

At the end of the third week I changed my plan to make my SIP more productive & innovative.

•

I have segmented peoples basically business men and shop keepers who were living at interior area of Govindpur, After that I have seen that there is no such expected result coming out from the operation, and then I decided to shift (CHANGE CUSTOMER SEGMENTATION) some other customers, so, I targeted different offices of Dhanbad ;like public & private sector , targeted factory who were situated at Govindpur & Nirsa.

•

I started collecting references from those prospects who are not interested to take my product.

•

This is the 8th week of my SIP and still I could not fulfill my target up to the mark. As it is mid-term of this SIP so I have to increase the no. of people to meet, now I will work more than before and I will meet at least 100 new people every week

•

Later on I made a little bit modification in my strategies. I started door to door call, visit many houses for make my sales. 015

LIMITATIONS



District limitation -

I have to sale the product only in Dhanbad district.



Existing competitors -

There were various existing

Competitors like Bsnl, Airtel,Reliance india mobile, Idea, Vodafone, Aircel, all are providing better services their customers. 

High Rental charge –

The rental charge of Tata indicom is

very

high as compared to other telecom companies.



Less No of vouchers

Unavailability of recharge vouchers, Less implementation of Marketing Tools

016

CONCLUSION

•

During the executive training we learn to relate all the theoretical & concept of management practically in corporate life which we had learnt in our class room session.

•

For a management student It helps in first time interaction with the company in the management program. Customers are of singular perception & it is very difficult to read one’s psyche that what types of product they exactly want to prefer.

•

Here I came to know the perception of people in this location what they prefer and why?

•

Here I learned to handle organizational pressure, though it is a negative element but it keeps us on the right track.

•

In shree shyam telecom, I learned how to work under force in different position, and realized that I should have to effort more than I did before, for achieving my target in the near-term days & for this I have to do work tough.

017