Internship Project Report

On

MARKETING AND SALES

For
JIO STORE
By

Anushri Vijay Karwa

(BBA)
(2021-2022)

Submitted to

In partial fulfillment of the requirement for the award of Degree of

(BBA)

Submitted Through

MIT-WPU SOM(UG), Pune.

1
 CERTIFICATE

This is to certify that Miss. Anushri vijay karwa MIT-WPU SOM(UG) has
successfully completed the project work titled MARKITING AND SALES in partial
fulfillment of requirement for the award of BBA prescribed by the MIT World Peace
University, Pune, from 23th Aug 2021 to22th Oct 2021

This project is the record of authentic work carried out during the academic year
2021-2022

Project Guide Prof. Gautam Bapat

Name and Signature Head of School- SOM UG
MS.SHWETA DESHPANDE
AISSISTANT PROFESSOR
SCHOOL OF MANAGEMENT (UG)

2
 DECLARATION
I, MISS. ANUSHRI VIJAY KARWA hereby declare that this project is the
record of authentic work carried out by me during the academic year 2021-2022
This project has not been submitted to any other University or Institute towards
the award of any degree.

Signature of the student

ANUSHRI VIJAY KARWA

3
 ACKNOWLEDGEMENT
All praise to the almighty with whose auspicious blessings I have been able to
accomplish my research project report successfully. Equal credit goes to my parents
and teachers who made me what I am today by their hard labor, devotion, support &
prayer.
My special thanks to for generic cooperation coordination and valuable support. I pay
my gratitude towards my other faculty members. I must not forget to render my deep
feelings of gratitude and thanks to all the respondents whom I visited during the
survey for valuable information, co-operation, advice and suggestion to make this
endeavor a great success.
I am grateful to my guide MRS.SHWETA DESHPANDE for her efforts during my
thesis work. My sincere thanks to all other who were associated with the project
directly or indirectly for providing me the excellent guidance during the project.

Signature of the student

(ANUSHRI VIJA KARWA)

4
 TABLE OF CONTENTS

Chapter
No. Particulars Page No.

1 Industry analysis

1.1 Industry of telecom industry

1.2 Segmentation of telecom industry

1.3 Telecom subscriber base expands substantially

1.4 Surging telecom revenue

1.5 Wireless segmentation dominates the market

1.6 National telecom policy

1.7 FDI in telecom industry

1.8 Mobile number portability

1.9 Porter’s five forces model

1.10 Government policies

2 Company profile

2.1 Introduction to reliance jio Infocom

2.2 Vision

2.3 Mission

2.4 Operations

2.5 Technology

2.6 products

2.7 Marketing

2.8 Pricing

2.9 Management team

2.10 SWOT Analysis

2.11 CSR

2.12 Competitors

3 Task accomplished during internship

5
 3.1 Internship dates

3.2 Description of task handled

3.3 department

3.4 Reporting head

3.5 My role

3.6 About internship

3.7 Roles and responsibilities

3.8 Targets

3.9 Learnings

4 Analysis undertaken

4.1 Significance of the study

4.2 Findings

4.3 suggestions

EXECUTIVE SUMMARY

This report is about the Summer Internship Program with

Reliance Jio Infocom, Phaltan.
The project assigned to me by the company was to understand
the customer’s satisfaction level towards services providing by
Reliance Jio,Phaltan. In this comprehensive report discussion of
the major aspect of the consumer’s satisfaction towards
servicing providing at Phaltan. In this report, you will find the
consumer’s different aspects and factors, which they are using
the services providing by Reliance Jio Infocom. This report also
attempts to shed light on some of the reasons why more and
6
more consumers are using the service. To understand better
about the consumer’s satisfaction levels, a survey was conducted
on
Different background of the people those who are using the
services providing by Reliance Jio.The survey included a
questionnaire which asked the students on some specific
questions, whose answers were then recorded. This survey
forms the analysis part of my research. It gives
An insight on the customer’s satisfaction level towards services
providing by Reliance Jio,Phaltan. The study helps to
understand the current scenario of the company in all aspects at
the time ofusing the services. This report also covers the
significance role of channel partner, who are helping to get the
consumers as well as helps in increasing the sales revenue of the
company.
In the duration of the project, the analyses had it made it clear
that the consumer’s satisfaction level towards service providing
by Reliance Jio is very import in every aspect. There were
some problems also in the job of store management. In the end,
the findings, conclusions and recommendations on the basis of
the research are given. And while being close to the conclusion
of the project, the inferences drawn from the analyses provided a
good picture about the student satisfaction towards service
providing by Reliance Jio Infocom.

Chapter 1 – Industry analysis

1.1 Industry of telecom industry

India is currently the world’s second-largest telecommunications
market and has registered strong growth in the past decade and
half. The Indian mobile economy is growing rapidly and will
contribute substantially to India’s 7Gross Domestic Product
(GDP), according to report prepared by GSM Association
(GSMA) in collaboration with the Boston Consulting Group
(BCG).The liberal and reformist policies of the Government of
India have been instrumental along with strong consumer
demand in the rapid growth in the Indian telecom sector. The
government has enabled easy market access to telecom
equipment and a fair and proactive regulatory framework that
has ensured availability of telecom services to consumer at
affordable prices. The deregulation of Foreign Direct Investment
(FDI) norms has made the sector one of the fastest growing and
atop five employment opportunity generator in the country. The
Indian telecom sector is expected to generate four million direct
and indirect jobs over the next five years according to estimates
by Randstad India. The employment opportunities are expected
to be created due to combination of government’s efforts to
increase penetration in rural areas and the rapid increase
in smartphone sales and rising internet usage. International Data
Corporation (IDC) predicts India to overtake US as the second-
largest smartphone market globally by 2017 and to maintain
high growth rate over the next few years as people switch to
smartphones and gradually upgrade to 4G.

1.2 Segmentation of telecom industry

THE TELECOM MARKET SPLIT INTO THREE SEGMENTS

MOBILE (WIRELESS) - Comprises establishments operating

and maintaining, switching and transmission facilities to provide
direct communications via airwaves.
Fixed-line
FIXIED LINE - Consists of companies that operate and
maintain switching and transmission facilities to provide direct
communications through landlines, microwave or a combination
of landlines and satellite link-ups.

8
 INTERNET SERVICES - Includes Internet Service Providers
(ISPs) that offer broadband internet connections through
consumer and corporate channels.

1.3 Telecom subscriber base expands

substantially
India is currently the second-largest telecommunication market
and has the third highest number of internet users in the world
India’s telephone subscriber base expanded at a
CAGR of 19.5 per cent to 1022.61 million overFY0716*Tele
density (defined as the number of telephone connections for
every hundred individuals) increased from 17.9 in FY07 to80.98
in FY16*In September 2015, total telephone subscription stood
at 1022.61 million, while tele density was at 80.98 percent.

1.4 Surging telecom revenues

Indian telecom sector’s revenue grew 10.7 per cent to USD71.2
billion in FY14 as compared toUSD64.3 billion in FY13.
Wireless and wire line revenue increased at a CAGR of 8.91 per
cent to USD38.8 billion over FY0614. Revenues from the
telecom equipment is expected to be USD19 billion in FY15,
which is further expected to touch USD30 billion inFY20.

1.5 Wireless segment dominates the

market
India’s telephone subscriber base reached 1022.61 million in
September 2016. The wireless segment
9 (97.46 per cent of total
telephone subscriptions) dominates the market, while the wire
line segment accounts for the rest. Urban regions
account for 58.58 per cent of telecom subscriptions, while rural
areas constitute the remaining.

GREEN TELECOM - The green telecom concept is aimed at

reducing carbon footprint of the telecom industry through lower
energy consumption.
Tata has invested aroundUSD16.38 million to convert its 10,000
base stations from indoor to outdoor to reduce energy
consumption and carbon footprint across its 20 telecom circles
in India so far.

EXPANSION TO RURAL MARKET - There are over

62,443uncovered villages in India; these would be provided
with village telephone facility with subsidy support from the
government’s
Universal Service Obligation Fund (thereby increasing rural
teledensity)
In September 2016, the rural subscriber base accounted for41.42
per cent of the total subscriber base, thereby fueling the sector’s
growth.

EMERGENCE OF BWA TECHNOLOGIES - The most

significant recent developments in wireless communication
include BWA technologies such as Wi MAX and LTE

In 2016, Airtel launched its 4Gservices in 296 cities across the

India.

In 2016, BSNL started its first 4G Wireless Broadband Internet

Service-Wi MAX.

Reliance Jio, has launched 4G services across pan-India as on

December 2015.

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 1.6 National telecom policy 2018

1.7 Foreign investment following in

 Cumulative FDI inflows into the telecom sector over April
2000September 2015amounted to USD17.71 billion.

 During this period, FDI into the sector accounted for 7 per
cent share of total FDI in flows into the country till
September 2015.

1.8 Mobile number portability in India

 Mobile Number Portability (MNP) in India was introduced

in November 2010.
 MNP allows subscribers to change their mobile service
provider while retaining their old mobile number.
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 The portability service was made available for both
postpaid and prepaid customers as well as on both GSM
and CDMA platforms.
 The implementation of MNP has brought a slew of
benefits for customers in terms of better plans and offers.
 MNP requests increased to 176.39 million at the end of
September, 2015.

1.9 PORTER’S FIVE FORCES

ANALYSIS
1) Competitive Rivalry –
 Customers’ low switching cost and price sensitivity are
increasing competition among players.
 High exit barriers are also intensifying competition.
 There are around 6 to 7 players in each region, leading to
intense competition.

2) Threat of New Entrants –

 Strict government regulations.
 Extremely high infrastructure setup cost.
 Difficulty in achieving economics of scale.

3) Substitute Products –
 Hardly any threat of substitute products as there is no
substitute available in the market.

4) Bargaining Power of Suppliers-

 High bargaining power of suppliers as there are just a
few suppliers in the sector.
 High cost of switching suppliers.

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 5) Bargaining Power of Customers-
 Low switching cost and mobile number portability give
customers high bargaining power.
 Customers are price sensitive.

1.10 Government Initiatives

The government has fast-tracked reforms in the telecom sector
and continues to be proactive in providing room for growth for
telecom companies. Some of the other major initiatives taken by
the government are as follows –
 The Government of India has allocated Rs.10,000 crore
(US$ 1.5 billion) for rolling out optical fiber-based
broadband network across 150,000 cumulative gram
panchayats (GP)and Rs3,000 crore (US$ 450 million) for
laying optical fiber cable (OFC) and procuring equipment
for the Network For Spectrum (NFS) project in 2017-18.
 The Ministry of Communications & Information
Technology has launched Twitter Sewa, an online
communications platform for registration and resolution
of user complaints in the telecommunications and postal
sectors.
 The TRAI has released a consultation paper, which aims
to offer consumers free Internet services within the net
neutrality framework, and has proposed three models free
data delivery to customers without violating the
regulations.
 The Government of India has liberalized the payment
terms for spectrum auctions by allowing two options of
payments to telecom companies for acquiring the right to
use spectrum, which include upfront payment and
payment in instalments.
 The Department of Telecommunications (DoT) has
amended the Unified License for telecom operations,
which will allow sharing of 13
active telecom infrastructure
like antenna, feeder cable, and transmission systems
 between operators, thereby lowering the costs of
operations and leading to faster rollout of networks.
 The TRAI has recommended a Public-Private Partnership
(PPP) model for Bharat Net, the central government’s
ambitious project to set up a broadband network in rural
India, and has envisaged central and state governments
to become the main clients in this project.
 The Ministry of Skill Development and Entrepreneurship
(MSDE) signed a Memorandum of Understanding (MoU)
with DoT to develop and implement National Action Plan
for Skill Development in Telecom Sector, with an
objective of fulfilling skilled labour requirement and
providing employment and entrepreneurship opportunities
in the sector.
 The TRAI has directed the telecom companies or mobile
operators to compensate the consumers in the event of
dropped calls.

CHAPTER 2 – COMPANY ANALYSIS

2.1 INTRODUCTION
Reliance Jio infocom limited is LTE mobile network operator in
India. It is a wholly owned subsidiary company of Reliance
Industries. The headquarter of Reliance Jio is in Navi Mumbai,
Maharashtra. Jio provides wireless 4G LTE service network
(without 2G/3G- based services) and this is only ‘VoLTE’
(Voice over LTE) operation in country.
The services were first beta-launched to Jio’s partners and
employees on 27th December 2015, on the eve of 83rd birth
anniversary of late Dhirubhai Ambani, the founder of Reliance
industries. In addition, the services were commercially launched
on 5th 14
 September 2016.After a month of being commercially launched
Jio announced that, it acquired 16 million subscribers. This is
the fastest ramp-up by any mobile network anywhere in the
world. Jio crossed50 million connections after 83 days of being
launched. On 22nd February 2016, it crossed around100 million
connections.

2.2 Visions
Reliance Jio's vision for India: Broadband will no longer be a
luxury.

2.3 Mission
To realize digital India vision, ensure Indians have highest
quality and quantity data access at majority affordable prices.

2.4 Operations
Jio owns spectrum over 22 cities and total of 2,300 MHz
Pan India. It is valid until 2035.

2.5 Technology
Jio provides wireless 4G LTE service network (without 2G/3G-
based services) and this is only ‘VoLTE’ (Voice over LTE)
operation in country.

2.6 Products of JIO

JIO has developed and established15its various products they are
as follow –
  LYF smartphone
 Jio net wifi
 My jio apps like – jio music( savaan) , jio chat ,jio tv , jio
money , jio drive , jio cinema , etc .

2.7 Marketing
Reliance Jio expected to get 80million subscribers by
March 2018, with one of the half churning out of the top
three operators according to Jan, 11th report by CLSA.

2.8 Pricing
Jio 4G data services are not intended to lure only the high-end
customers but also focus on the low to min range segments.
These sections of the market
are being targeted by offering all the services at reasonable
price.

2.9 Management team of JIO

1. Shailendra Nath Sharma –
Former CEO of DEN Networks Ltd.
(MBA from Kurukshetra university)

2. Sanjay U. Mashruwala –
Managing Director and Director
(M.E. from the university of Texas)

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 3. Mathew Oommen -
President of Network, Global Strategy, and Services
Development
(Master's Degree Oklahoma State University)

4. Sunil Dutt –
President of Devices Business
(Punjab University)

5. Ashirwad Tillu –
Senior Vice President
(MTec. IIT Bombay)

2.10 SWOT ANALYSIS

Strengths –
 Low tariff : Company has launched its 4G service with
highly competitive or rathervery low tariff. Company has
strong financial capacity to withstand initial losses.
 Very wide network : Company has created wide national
network with a huge investment of around $20 billon. The
company has used latest technology and hence capable to
give quality service.
 Brand Name: Brand Value of company is very high.

Weaknesses –
 Late entry into telecommunication sector: - The telecom sector
had grown exponentially in its initial phases, which started
around two decades earlier. Presently market has seen only
modest growth and it has become highly competitive due
to entry big players such as Vodafone, Idea etc.
 Operation of Mobile Number Portability
17
Still not smooth:
Nowadays mobile number has become identity of a person
 and hence it is difficult for anyone to change his mobile
number. MNP takes many days for its implementation and
it is hard to manage this transition period. MNP is crucial
for Jio as a large number of customer is expected through
migration from existing service providers.
 Highly dependent upon data consumption: As per the current
trend, around 60to 70 percent of revenue comes from voice
calling and hence there is
huge potential loss for making voice calling free. This loss
can be offset only whenconsumption of data increases
manifold.

Opportunities -

 Large scale availability of smart phones: In last 2 decades

the number
of people using Smartphone has increased manifolds. If
company is able to provide quality service at
competitive rate it can quickly grab large number of
customers.
 Increasing rate of data consumption: In its earlier phase
majority entire revenue of the mobile service
provider was from voice calling. However since last
two years the proportion of revenue from data users is
increasing exponentially which has resulted in all
majority 30-40% of the total revenue. Lower data tariff
may further increase data consumption and thus
contribute more to the revenue of company.
 International market: There is huge opportunity in many
developing countries.

Threats –
 Saturated market: The initial phase of rapid increase in
subscriber is now over. A new entrant like Jio needs a
large customer base to cross breakeven point.
18
  Highly competitive market: After the entry of big players
like Vodafone, Idea etc. the market has become highly
competitive.
 Changing Government Policy: The changing government
policy like cancelling of 2G licenses ,imposition of tax
with retrospective effect(on Vodafone), refund for call
drop etc., has created uncertainty in the market causing
adverse impact on the investment sentiment.
 Rapid up gradation in Technology: From 2G to 3G and 3G
to 4G change shave occurred in very short span of
time. Even next generation 5G is approaching shortly.
Each up gradation requires huge investment and it is
not possible to remain in market without it.

2.11 Reliance foundation

Reliance has always made sustainable development the
cornerstone of its business strategy to achieve sustainable and
profitable growth, creating in its wake thriving eco-systems
around all its businesses. To provide impetus to various
philanthropic initiatives of RIL, Reliance Foundation (RF) was
set up in 2010 as an expression of its vision towards sustainable
growth in India. India is a nation of a billion dreams, a billion
aspirations and above all great opportunities. To turn these
dreams into reality, especially for the vulnerable sections of the
society, Reliance Foundation has taken the path of inclusive
development to address their basic needs. Reliance Foundation
has cumulatively touched the lives of4 million people in over
5000 villages and various urban locations. Reliance foundation
is working in different sectors of society as per the CSR activity,
which area follows: 19
 Community Infrastructure & Environment - A large number of
initiatives are focused on developing community
infrastructure and protecting the environment.
Reliance has developed infrastructure for water
conservation and constructed community halls, schools,
and health centers in various locations. Some of Reliance's
initiatives to promote environment protection include
investing in renewable energy sources,
promoting green plantations and spreading environmental
awareness.
 Education & Skill Enhancement: Reliance supports local
schools with logistical and financial support, capacity
building of teachers and infrastructure development.
Reliance also organizes skill development and income-
generating programs for local communities. Assistance is
also given to such communities by helping them to start
Self Help Groups and empowering them with marketing
knowhow. Some of their schemes named as reliance
community development programs, project Jagruti,
relianceDhirubhai Ambani protsaham scheme etc.
 Community Healthcare: Reliance provides affordable
curative and preventive healthcare services to the
community through various healthcare programs. It has
constructed health centers, operates mobile medical clinics
and emergency ambulance services, and conducts various
camps on health awareness. Reliance is also focusing on
specific areas like addressing maternal mortality and
providing support to patients suffering from
chronicailments such as AIDS and TB.

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 2.11 Competitors

Airtel : Airtel has a Rs.1495 plan that gives users 30GB of data
for 3 months, effectively giving users 10GB of data at 500
rupees per month. A Jio Prime user in the same time frame will
get 90GB of data for Rs.909. The only advantage that the Airtel
offer has is the fact that Jio has a 1GB per day fair usage cap
after which the speed gets reduced to 128kb/s while an Airtel
customer can choose to use as much of their free data in one
day. Airtel has also introduced two unlimited voice calling
packs at Rs.145 and Rs.345. The former offers unlimited Airtel
to Airtel voice calls along with 300MB of 4G data while the
latter offers unlimited local/STD calls to all operators and 1GB
of 4G data. Both plans have a validity of 28 days.

Vodafone : Vodafone has a Rs.297 plan which gives a user 4GB

of 3G data with a validity of 28 days. Similar to Airtel,
Vodafone also offers two free voice calling plans. The first,
at Rs.149 offers unlimited Vodafone to Vodafone voice calls
along with 300MB of 4G data. The second, at Rs.349, offers
unlimited local/STD calls to any operator along with a gigabyte
of free 4G data. Both plans have a validity of 28 days.

Idea : For Rs.297, Idea customers can get 3GB of data with
a validity of 28 days. Idea also has two voice calling plans. The
cheaper plan gives 300MBof 4G data along with unlimited Idea
to Idea calls at Rs.149while the more expensive plan offers 1GB
of 4G data alongside unlimited local/STD calls to any operator
at Rs348.

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 CHAPTER 3 – Task accomplished
during Internship.

3.1 Internship dates - 23rd August to

22nd October.

3.2. – Brief introduction of Task

handled in Internship.
I started my internship as a sales and marketing person. My
primary job was available in the store and handling the store
operations, for examples selling the new sum cards, providing
the information about the products and plans, handling the
quarries and report to the area sales manager about the stock.
Every week I should report to the head office about the selling
and available stock of products. During my internship, I was
travelled around the town. I should collect the information
about the stocks availability and deliver the required stock
of products. During the summer internship period, I got a
chance to attend the seminar about sales promotion
and customer satisfaction in Satara. I used to send daily sales
report to our area sales manager. I used to coordinate with top
and middle level management.

3.3 Department
I worked in sales and marketing department which has an area
sales and marketing managers and two other interns along with
me.
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 3.4 Reporting Head
City Head – Gourav malu

3.5 My Role
Marketing and sales intern.

3.6 About internship

When I joined the organization there were three stores in the
city. I supposed to work within the city stores. During the period
of internship I was travelled within the city. And make the
contact with the store managers and get relevant data. I was the
responsible for one store. I was monitor to the sales operations
and report to the city head and head office.

3.7 Roles and Responsibilities

1. Main responsibility was sale the product and handling
the quarries.

2. Collection of the sales data from the stores of my tertiary.

3. Need to send weekly report to the head office.

3.8 Targets
A certain no. of products required to sell in a week and maintain
the store stock, was instructed by the seniors. We are
successfully meet the targets and accomplish
23 the tasks.
 3.9 Learnings
1. Handling the quarries was the challenging the task because it
requires the patients. I learnt to be calm and resolve the
problems.
2. The sales was another difficult work because majority of the
work was paperless, it was taken some time to handle the
application and I learned.

4. I learn the style of communication with superior and the

subordinate.

CHAPTER 4 - Bussiness Research

4.1 signifance of study.

This study is conducted to analyses the effectiveness of
Customer satisfaction with reference to Cluster Sampling. A
study like this can attempt to guide the future plan for
organization which will lead to the growth of the company and
the increase of market share.

4.2 Findings
 As per the above research done majority of the Reliance
Jio customers are male.
 Research done majority of the Reliance Jio customers are
21-30 years old.
 Above research done majority of the Reliance Jio
customers are students. 24
 As per the above research done majority of the Reliance
Jio customers are using the service for the purpose of the
study.
 Majority of the Reliance Jio customers are aware about
the services through the Internet.
 As per the above research done majority of the Reliance
Jio customers are using the sim card.
 Majority of the Reliance Jio customers are satisfied as per
satisfaction level of the network availability.
 As per the above research done majority of the Reliance
Jio customers are neutral as per satisfaction level of the
calling quality.
 Reliance Jio customers are satisfied as per satisfaction
level of the data connection.
 Research done majority of the Reliance Jio customers
are very satisfied as per satisfaction level of the price.
 As per the above research done majority of the Reliance
Jio customers are neutral as per satisfaction level of the
customer service.
 As per the above research done majority of the Reliance
Jio customers are unaware about the future products of
Reliance Jio.

4.3 Suggestions
 To launch special schemes for the students.
 To maintain price level customer friendly.
 To build customer friendly services.
 To work on customer care services.
 To provide the services in remote areas.
 To provide services as per the customer expectation.

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