ali report

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JAGANNATH INTERNATIONAL

MANAGEMENT SCHOOL

KALKAJI

REPORT

On

MARKET ANALYSIS AND SALES PROCESS

A REPORT SUBMITTED IN PARTIAL FULLFILLMENT OF THEREQUIREMENTS OF PGDM PROGRAM OF

JIMS, DELHI

SUBMITTED BY:MOHAMMAD ALI

Roll No. 20/PGDM-2011(IB)/33

P.G.D.M (2011-2013)

INTERNAL MENTOR EXTERNALMENTORDR. NEELAM TANDON

MR.SANDEEPSHARMA (ASSOCIATE PROFFESOR)(BRANCH MANAGER)

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ACKNOWLEDGEMENT

I would like to express my profound gratitude towards the Matrix Cellular(International) Services for providing me with the opportunity to pursue mysummer internship at its Jaipur Branch. The training has been one ofenlightenment and immense learning.

The project report carries with it a modest sense of achievement and the hardwork of45 days has borne fruit.

I sincerely feel the credit of the project work could not be narrowed to only oneindividual. This work is an integrated effort of all those concerned with it, it would

have been quite difficult without their direct and indirect co-operation.

I wish to express my appreciation and gratitude to all concerned people. Firstand the foremost my intellectual debt is to Corporate Guide - Mr. SandeepSharma (Branch Manager, Jaipur) and Internal guide DR. Neelam Tandon(Associate Proffesor JIMS) who has contributed significantly towards thecompletion of the project.

They have provided the guidelines on which this project was made. I am alsothankful to all the people who have given their precious time and provided mewith requisite data without which this project would have completed. I also thank

them for giving their valuable suggestions during the entire period of project.

The wonderful time spent at the Matrix Cellular Services would act as a beaconof light for my career in the future and will I will always cherished it.However, I accept the sole responsibility for any errors of omission andcommission.

Mohammad AliRoll No. -20Enrollment No: 20/PGDM-2011(IB)/33

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TABLE OF CONTENTS

Chapter No. Topic Page No.

CH.01 EXECUTIVE SUMMARY 04

CH.02 INTRODUCTION TO INDUSTRY 06

2.1 INTRODUCTION TO ORGANISATION 28

CH.03 OBJECTIVE OF THE STUDY 34

CH.04 RESEARCH METHODLOGY 36

4.1 DATA COLLECTION METHOD 37

4.2 LIMITATION OF STUDY 38

CH.05 DATA ANALYSIS AND INTERPRETATION 39

CH.06 FINDINGS AND INFRENCES 54

CH.07 SWOT ANALYSIS OF COMPANY 57

CH.08 CONCLUSION 59

CH.09 RECOMMENDATION AND SUUGESTION 61

CH.10 BIBLOGRAPHY 63

CH.11 ANNEXURE 65

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CHAPTER.1

EXECUTIVE SUMMARY

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EXECUTIVE SUMMARY

As the world and business is growing, the ways to market your product is also

growing. Today in almost each and every industry, people in the topmanagement hire marketing managers to device new ways of marketing theproduct and selling the product.

In recent years, one of the most famous ways that have outcome istelemarketing which is also known as telesales in various countries;Telemarketing is a method of direct marketing in which a sales person solicit toprospective customers to buy products and services, either over the phone orthrough a subsequent face to face or Web conferencing appointment scheduledduring the call.

Telemarketing can also include recorded sales pitches programmed to be playedover the phone via automatic dialling. Telemarketing has come under fire inrecent years, being viewed as annoyance by many.

Customer segmentation is the practice of dividing a customer base into groups ofindividuals that are similar in specific ways relevant to marketing, such asgender, age, interest, spending habits and so on. Using segmentation allowscompanies to target groups effectively, and allocate marketing resource to besteffect. According to an article by Jill griffin for Cisco System, traditionalsegmentation focuses on identifying customer groups based on demographicsattributes such as attitude and psychological profiles. Value based segmentation,

on the other hand looks at groups of customers in terms of revenue theygenerate and the costs of establishing and maintaining relationships with them.

If we know customer well enough beforehand and we know the traits andcharacteristics he exhibits , we can drive the need that he has, which is alsocalled profiling.Usually the main goal of customer profiling is to categorize thetraits and characteristics of current customers, to identify characteristics of goodand bad customers. Incorporating customer profile into strategic thinking canhelp revitalize a struggling business or lead an already successful enterprise intonew and profitable territory.

If we can somehow profile the potential customer based on their specific traits,we can use the information we have for better marketing purposes.Started in 1995, Matrix Cellular Services is a Delhi based company providingservices include international SIM cards, 3G Data cards for use in abroad.One of the ways Matrix cellular services do its marketing is telemarketing, bycalling the potential customers and making them aware of the services thatMatrix cellular services provide.

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CHAPTER.2

INTRODUCTION TO

TELECOMMUNICATION

INDUSTRY

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INTRODUCTION TO TELECOMMUNICATION

Telecommunication is the transmission of information, over

significant distances, for the purpose of communication. In earlier

times, telecommunications involved the use ofvisual signals, such as

beacons, smoke, semaphore telegraphs, signal flags, and optical

heliographs, or audio messages via coded drumbeats, lung-blown

horns, or sent by loud whistles, for example. In the modern age of

electricity and electronics, telecommunications now also includes the

use of electrical devices such as telegraphs, telephones, andteletypes, the use of radio and microwave communications, as well

as fiber optics and their associated electronics, plus the use of the

orbiting satellites and the Internet.

The first breakthrough into modern electrical telecommunications

came with the push to fully develop the telegraph starting in the

1830s. The use of these electrical means of communications

exploded into use on all of the continents of the world during the 19th

century, and these also connected the continents via cables on the

floors of the ocean. The use of the first three popular systems of

electrical telecommunications, the telegraph, telephone and teletype,

all required the use ofconducting metal wires.

A revolution in wireless telecommunications began in the first decade

of the 20th century, with Guglielmo Marconi winning the Nobel Prize

in Physics in 1909 for his pioneering developments in wireless radio

communications. Other highly notable pioneering inventors and

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developers in the field of electrical and electronic telecommunications

include Charles Wheatstone and Samuel Morse (telegraph),

Alexander Graham Bell (telephone), Nikola Tesla, Edwin Armstrong,

and Lee de Forest (radio), as well as John Logie Baird and Philo

Farnsworth (television).

Telecommunications play an important role in the world economy and

the worldwide telecommunication industry's revenue was estimated

to be $3.85 trillion in 2008.[1] The service revenue of the global

telecommunications industry was estimated to be $1.7 trillion in 2008,and is expected to touch $2.7 trillion by 2013.[1]

History

Early telecommunications

A replica of one ofChappe'ssemaphore towers in Nalbach

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demonstrated this system on September 2, 1837. Morse's most

important technical contribution to this telegraph was the rather

simple and highly efficient Morse Code, which was an important

advance over complicated Wheatstone's telegraph system. The

communications efficiency of the Morse Code anticipated that of the

Huffman code in digital communications by over 100 years, but

Morse had developed his code purely empirically, unlike Huffman,

who gave a detailed theoretical explanation of how his method

worked.

The first permanent transatlantic telegraph cable was successfully

completed on 27 July 1866, allowing transatlantic electrical

communication for the first time.[6] An earlier transatlantic cable had

operated for a few months in 1859, and among other things, it carried

messages of greeting back and forth between President James

Buchanan of the United States and Queen Victoria of the United

Kingdom.

However, that transatlantic cable failed soon, and the project to lay a

replacement line was delayed for five years by the American Civil

War. Also, these transatlantic cables would have been completely

incapable of carrying telephone calls even had the telephone already

been invented. The first transatlantic telephone cable (which

incorporated hundreds of electronic amplifiers) was not operational

until 1956.[7]

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The conventional telephone now in use worldwide was first patented

byAlexander Graham Bell in March 1876.[8] That first patent by Bell

was the master patentof the telephone, from which all other patents

for electric telephone devices and features flowed. Credit for the

invention of the electric telephone has been frequently disputed, and

new controversies over the issue have arisen from time-to-time. As

with other great inventions such as radio, television, the light bulb,

and the digital computer, there were several inventors who did

pioneering experimental work on voice transmission over a wire, and

then they improved on each other's ideas. However, the keyinnovators were Alexander Graham Bell and Gardiner Greene

Hubbard, who created the first telephone company, the Bell

Telephone Company of the United States, which later evolved into

American Telephone & Telegraph (AT&T).

The first commercial telephone services were set up in 1878 and

1879 on both sides of the Atlantic in the cities of New Haven,

Connecticut, and London, England.[9][10]

Radio and television

In 1832, James Lindsay gave a classroom demonstration ofwireless

telegraphy via conductive water to his students. By 1854, he was

able to demonstrate a transmission across the Firth of Tay fromDundee, Scotland, to Woodhaven, a distance of about two miles

(3 km), again using water as the transmission medium. [11] In

December 1901, Guglielmo Marconi established wireless

communication between St. John's, Newfoundland and Poldhu,

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Cornwall (England), earning him the Nobel Prize in Physics for 1909,

one which he shared with Karl Braun.[12] However small-scale radio

communication had already been demonstrated in 1893 by Nikola

Tesla in a presentation before the National Electric Light Association.[13]

On March 25, 1925, John Logie Baird of England was able to

demonstrate the transmission of moving pictures at the Selfridge's

department store in London, England. Baird's system relied upon the

fast-rotating Nipkow disk, and thus it became known as themechanical television. It formed the basis of experimental broadcasts

done by the British Broadcasting Corporation beginning September

30, 1929.[14] However, for most of the 20th century, television systems

were designed around the cathode ray tube, invented by Karl Braun.

The first version of such an electronic television to show promise was

produced by Philo Farnsworth of the United States, and it was

demonstrated to his family in Idaho on September 7, 1927.[15]

Computer networks and the Internet

On 11 September 1940, George Stibitz was able to transmit

problems using teletype to his Complex Number Calculator in New

York and receive the computed results back at Dartmouth College in

New Hampshire.[16] This configuration of a centralized computer ormainframe computerwith remote "dumb terminals" remained popular

throughout the 1950s and into the 60's. However, it was not until the

1960s that researchers started to investigate packet switching a

technology that allows chunks of data to be sent between different

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computers without first passing through a centralized mainframe. A

four-node network emerged on December 5, 1969. This network

soon became the ARPANET, which by 1981 would consist of 213

nodes.[17]

ARPANET's development centred around the Request for Comment

process and on 7 April 1969, RFC 1 was published. This process is

important because ARPANET would eventually merge with other

networks to form the Internet, and many of the communication

protocols that the Internet relies upon today were specified throughthe Request for Comment process. In September 1981, RFC 791

introduced the Internet Protocol version 4 (IPv4) and RFC 793

introduced the Transmission Control Protocol (TCP) thus creating

the TCP/IP protocol that much of the Internet relies upon today.

However, not all important developments were made through the

Request for Comment process. Two popular link protocols for local

area networks (LANs) also appeared in the 1970s. A patent for the

token ring protocol was filed by Olof Soderblom on October 29, 1974,

and a paper on the Ethernet protocol was published by Robert

Metcalfe and David Boggs in the July 1976 issue ofCommunications

of the ACM.[18][19] The Ethernet protocol had been inspired by the

ALOHA net protocol which had been developed by electrical

engineering researchers at the University of Hawaii.

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TELECOMMUNICATION MARKET IN INDIA

The Indian telecommunications Network with 250m telephone

connections is the fifth largest in the world and is the second largest

among the emerging economies of Asia. Today it is the fastest

growing market in the world and represents unique opportunities for

UK companies in the stagnant global scenario. Tele-density, which

was languishing at 2% in 1999, has shown an impressive jump to

9.5% in 2006 and 10.5% in 2007 and is set to increase to 20% in the

next five years beating the Govt. target by three years. Accordingly,India requires incremental investments of USD 20-25 bln for the next

five years.

Private operators have made mobile telephony the fastest growing

(over 164% p.a.) in India. With more than 33 million users (both

CDMA and GSM), wireless is the principal growth engine of the

Indian telecom industry. Given the current growth trends, cellular

connections in India will surpass fixed line by late 2004/early 2005.

Intense competition between the four main private groups - Bharti,

Vodafone, Tata and Reliance and with the State sector incumbents-

BSNL and MTNL has brought about a significant drop in tariffs. There

has been almost 74% in cell phone charges, 70% in ILD calls and

25% drop in NLD charges, resulting in a boom time for the

consumers.

The Government has played a key enabling role by deregulating and

liberalising the industry, ushering in competition and paving the way

for growth. While there were regulatory irregularities earlier, resulting

in litigation, these have all been addressed now. Customs duties on

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hardware and mobile handsets have been reduced from 14 percent

to 5 percent.

The Indian government has merged the IT and Telecom Ministries to

speed up reforms and decision on the Communication Convergence

Bill to enable the common regulation of the Internet, broadcasting

and telecoms will be taken after the new Government assumes

responsibilities in may this year. An independent regulatory body

(TRAI) and dispute settlement body (TDSAT) is fully functional.

INDIAN CELLULAR MARKET

The Bharti Group, which operates in 23 circles, continues to be thecountry's largest cellular operator, with 50 lakh subscribers. BSNL,

which operates in 22 circles, has a subscriber base of 37 lakh

subscribers. Thus BSNL stands second largest cellular operator in

terms of subscriber base at the end of the fiscal ending March 31,

2009, displacing Vodafone from the second position.

Vodafone, which operates in only eighteen circles, is the third largest

operator with a subscriber base of 32 lakh. Unlike fellow public sector

undertaking, MTNL, which operates in Mumbai and Jaipur, BSNL has

been a very aggressive player in the market. "Cellular operators who

expected BSNL to go the MTNL way, were taken by surprise and did

not take effective steps to counter it, till it was too late in the day,"

said a telecom analyst.

Belying fears of a slowdown in cellular subscriber acquisitions, the

cell club has reported a 7.92% growth, the highest growth in any

month so far, during March 2005. Year-on-year, the cellular

subscriber base in the country has almost doubled in March 2005,

and is expanding at the rate of 25% per year thereafter.

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The cellular subscriber club expanded by 21.31 lakh last month. This

is much higher than 5.9 lakh subscribers added in February 2009 and

2.13 lakh in January 2009. Idea, which operates in Seven circles, is

the fourth largest operator with a subscriber base of 17.80 lakh,

higher than BPL's 11.31 lakh subscribers across four circles. The

subscriber numbers per operator drop sharply with the sixth largest

operator, Spice Communications, having a subscriber base of 9.40

lakh, followed by Reliance Telecom's 8.9 lakh subscribers. MTNL is

the ninth largest operator, with a base of 8.32 lakh subscribers.

While the subscriber base-jumped by 3.38% to 44.39 lakh in themetros, subscriber base of category A circles of Maharashtra,

Gujarat, Andhra Pradesh, Karnataka and Tamil Nadu jumped by

10.18 % to reach 43.64 lakh. Category B circles of Kerala, Punjab,

Haryana, Uttar Pradesh (West), Uttar Pradesh (East), Rajasthan,

Madhya Pradesh and West Bengal recorded a jump of 10.69%, with

a total base of 33.74 lakh subscribers. Circle C has reported 12.74 %

growth with subscriber numbers jumping to 5.08 lakh.

Among the metros, while Mumbai added 1,63,180 subscribers,

higher than the 1,58,646 added by Jaipur, the Capital's cellular

subscriber base of over 80 lakh is still higher than Mumbai's 66.89

lakh. While the cellular industry has been on roll for the first three

quarters of the previous financial year with an average of 16.75 lakh

monthly additions in the third quarter, the first two months of 2007

had seen the growth slowing down.

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INTERNATIONAL ROAMING

In wirelesstelecommunications, roaming is a general term referring

to the extension of connectivity service in a location that is different

from the home location where the service was registered. Roaming

ensures that the wireless device is kept connected to the network,

without losing the connection. The term "roaming" originates from the

GSM (Global System for Mobile Communications) sphere; the term

"roaming" can also be applied to the CDMA technology. [1] Traditional

GSM Roaming is defined (cf. GSM Association PermanentReference Document AA.39) as the ability for a cellular customer to

automatically make and receive voice calls, send and receive data, or

access other services, including home data services, when travelling

outside the geographical coverage area of the home network, by

means of using a visited network. This can be done by using a

communication terminal or else just by using the subscriber identity in

the visited network. Roaming is technically supported by mobility

management, authentication, authorization and billing procedures.

Roaming in general

Roaming is divided into "SIM-based roaming" and

"Username/password-based roaming", whereby the technical term

"roaming" also encompasses roaming between networks of different

network standards, e.g. WLAN (Wireless Local Area Network) or

GSM. Device equipment and functionality, such as SIM card

capability, antenna and network interfaces, and power management,

determine the access possibilities.

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Using the example of WLAN/GSM roaming, the following scenarios

can be differentiated (cf. GSM Association Permanent Reference

Document AA.39):

SIM-based (roaming): GSM subscriber roams onto a Public

WLAN operated by:

o their GSM Operator, or

o another Operator who has a roaming agreement with

their GSM Operator.

Username/password based roaming: GSM subscriber roams

onto a Public WLAN operated by:o their GSM Operator, or

o another Operator who has a roaming agreement with

their GSM Operator.

Although these user/network scenarios focus on roaming from GSM

Network Operator's network(s), clearly roaming can be bi-directional,

i.e. from Public WLAN Operators to GSM Networks. Traditional

roaming in networks of the same standard, e.g. from a WLAN to a

WLAN or a GSM network to a GSM network, has already been

described above and is likewise defined by the foreignness of the

network based on the type of subscriber entry in the home subscriber

register.

In terms of user service scenarios, the user can have access to the

same set of services, irrespective of access type. However,

differentiation also exists. Service scenarios may include access to a

range of different services, including:

Access to corporate Intranet services;

Access to operatorwalled garden services; and

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Access to public Internet.

In the case of session continuity, seamless access to these services

across different access types is provided.

Home and visited networks

The differentiation between home network and visited network is

technically given by the type of subscriber entry in a specific network.

If a subscriber has no entry in the home subscriber register of the

network (e.g. Home Location Register (HLR) in GSM networks or

local customer database in WLANs), the required subscriber datamust first be requested by the visited network e.g. from the

subscriber's home network in order that the subscriber can be

authenticated and any authorization for using the network services

can be checked. The "visiting" subscriber acquires an entry in a user

database of the visited network (e.g. Visited Location Register (VLR))

and the authorized network services are enabled. For the roaming

procedure in practice, the possibility of assigning the subscriber data

is always indispensable in order that authentication, authorization

and billing of the subscriber can be performed in the corresponding

network. Thus, the term roaming is not linked to a specific network

standard, but rather to the type of subscriber entry in the home

subscriber register of the mobile radio network. If a subscriber can

use his personal service profile, which he uses in the home network,

in the visited network as well, this is also referred to as Global

Service Roaming Capability. this is tested by all the mobile phones

are working in roaming condition

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Roaming agreements

The legal roaming business aspects negotiated between the roaming

partners for billing of the services obtained are usually stipulated in

so called roaming agreements. The GSM Association broadly

outlines the content of such roaming agreements in standardized

form for its members. For the legal aspects of authentication,

authorization and billing of the visiting subscriber, the roaming

agreements typically can comprise minimal safety standards, as e.g.

location update procedures or financial security or warranty

procedures.

The roaming process

The details of the roaming process differ among types of cellular

networks, but in general, the process resembles the following:

1. When the mobile device is turned on or is transferred via a

handover to the network, this new "visited" network sees the

device, notices that it is not registered with its own system, and

attempts to identify its home network. If there is no roaming

agreement between the two networks, maintenance of service

is impossible, and service is denied by the visited network.

2. The visited network contacts the home network and requests

service information (including whether or not the mobile should

be allowed to roam) about the roaming device using the IMSI

number.

3. If successful, the visited network begins to maintain a

temporary subscriber record for the device. Likewise, the home

network updates its information to indicate that the mobile is on

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the host network so that any information sent to that device can

be correctly routed.

If a call is made to a roaming mobile, the public telephone network

routes the call to the phone's registered service provider, who then

must route it to the visited network. That network must then provide

an internal temporary phone number to the mobile. Once this number

is defined, the home network forwards the incoming call to the

temporary phone number, which terminates at the host network and

is forwarded to the mobile.

In order that a subscriber is able to "latch" on to a visited network, a

roaming agreement needs to be in place between the visited network

and the home network. This agreement is established after a series

of testing processes called IREG (International Roaming Expert

Group) and TADIG (Transferred Account Data Interchange Group).

While the IREG testing is to test the proper functioning of the

established communication links, the TADIG testing is to check the

billability of the calls.

The usage by a subscriber in a visited network is captured in a file

called the TAP (Transferred Account Procedure) for GSM / CIBER

(Cellular Inter carrier Billing Exchange Record) for CDMA, AMPS

etc... file is transferred to the home network. A TAP/CIBER file

contains details of the calls made by the subscriber viz. location,

calling party, called party, time of call and duration, etc. The

TAP/CIBER files are rated as per the tariffs charged by the visited

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operator. The home operator then bills these calls to its subscribers

and may charge a mark-up/tax applicable locally. As recently many

carriers launched own retail rate plans and bundles for Roaming,

TAP records are generally used for wholesale Inter-Operators

settlements only.

Tariffs

Roaming fees are traditionally charged on a per-minute basis and

they are typically determined by the service provider's pricing plan.

Several carriers in both the United States and India have eliminatedthese fees in their nationwide pricing plans. All of the major carriers

now offer pricing plans that allow consumers to purchase nationwide

roaming-free minutes. However, carriers define "nationwide" in

different ways. For example, some carriers define "nationwide" as

anywhere in the U.S., whereas others define it as anywhere within

the carrier's network.

An operator intending to provide roaming services to visitors

publishes the tariffs that would be charged in his network at least

sixty days prior to its implementation under normal situations. The

visited operator tariffs may include tax, discounts etc. and would be

based on duration in case of voice calls. For data calls, the charging

may be based on the data volume sent and received. Some

operators also charge a separate fee for call setup i.e. for the

establishment of a call. This charge is called a flagfall charge.

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Roaming in Europe

Main article: Regulation on roaming charges in the European Union

In the European Union, the Regulation on roaming charges has beenin force since 30 June 2007, forcing service providers to lower their

roaming fees across the 27-member bloc. It later also included EEA

member states. The regulation sets a price cap of 0.39 (0.49 in

2007, 0.46 in 2008, 0.43 in 2009) per minute for outgoing calls,

and 0.15 (0.24 in 2007, 0.22 in 2008, 0.19 in 2009) per minute

for incoming calls - excluding tax.[2] If the Commission is satisfied that

competition will continue to keep prices at this level, or lower, the

regulation will expire in mid 2012. Since mid 2009 there is also an

0.11 (excluding tax) maximum price for SMS text message included

into this regulation.

Additional notions and types of roaming

Regional roaming:

This type of roaming refers to the ability of moving from one region to

another region inside national coverage of the mobile operator.

Initially, operators may have provide commercial offers restricted to a

region (sometimes to a town). Due to the success of GSM and the

decrease in cost, regional roaming is rarely offered to clients except

in nations with wide geographic areas like the USA, Russia, India,etc., in which there are a number of regional operators.

National roaming:

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This type of roaming refers to the ability to move from one mobile

operator to another in the same country. For example, a subscriber of

T-Mobile USA who is allowed to roam on AT&T Mobility's service

would have national roaming rights. For commercial and license

reasons, this type of roaming is not allowed unless under very

specific circumstances and under regulatory scrutiny. This has often

taken place when a new company is assigned a mobile telephony

license, to create a more competitive market by allowing the new

entrant to offer coverage comparable to that of established operators

(by requiring the existing operators to allow roaming while the newentrant has time to build up its own network). In a country like India,

where the number of regional operators is high and the country is

divided into circles, this type of roaming is common.

Following the merger ofOrange UK and T-Mobile UK on 1 July 2010,

national roaming has been possible between these two networks

since 5 October 2010 at no additional cost pending the technical

merging of the two networks.

International roaming:

This type of roaming refers to the ability to move to a foreign service

provider's network. It is, consequently, of particular interest to

international tourists and business travellers.

Broadly speaking, international roaming is easiest using the GSM

standard, as it is used by over 80% of the world's mobile operators.

However, even then, there may be problems, since countries have

allocated different frequency bands for GSM communications (there

are two groups of countries: most GSM countries use 900/1800 MHz,

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but the United States and some other countries in the Americas have

allocated 850/1900 MHz): for a phone to work in a country with a

different frequency allocation, it must support one or both of that

country's frequencies, and thus be tri orquad band.

Inter-standards roaming:

This type of roaming refers to the ability to move seamlessly between

mobile networks of different technologies.

Since mobile communication technologies have evolved

independently across continents, there is significant challenge in

achieving seamless roaming across these technologies. Typically,these technologies were implemented in accordance with

technological standards laid down by different industry bodies and

hence the name.

A number of the standards making industry bodies have come

together to define and achieve interoperability between the

technologies as a means to achieve inter-standards roaming. This is

currently an ongoing effort.

Mobile Signature Roaming:

Mobile signature Roaming allows an access point to get a Mobile

Signature from any end-user, even if the AP and the end-user have

not contracted a commercial relationship with the same MSSP.

Otherwise, an AP would have to build commercial terms with as

many MSSPs as possible, and this might be a cost burden. This

means that a Mobile Signature transaction issued by an Application

Provider should be able to reach the appropriate MSSP, and this

should be transparent for the AP(reference).

Inter MSC Roaming[7]

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Network elements belonging to the same Operator but located in

different areas (a typical situation where assignment of local licenses

is a common practice)pair depends on the switch and its location.

Hence, software changes and a greater processing capability are

required, but furthermore this situation could introduce the fairly new

concept of roaming on a per MSC basis instead of per Operator

basis. But this is actually a burden, so it is avoided.

Permanent Roaming:

This type of roaming refers to customers who purchase service with a

mobile phone operator intending to permanently roaming, or be off-network. This becomes possible because of the increasing popularity

and availability of "free roaming" service plan, where there is no cost

difference between on and off network usage. The benefits of getting

service from a mobile phone operator that isn't local to you can

include cheaper rates, or features and phones that aren't available on

your local mobile phone operator, or to get to a particular mobile

phone operator's network to get free calls to other customers of that

mobile phone operator through a free unlimited mobile to mobile

feature. To accidentally become a permanent roaming customer

does not usually happen. Most mobile phone operators will require

the customer's living or billing address be inside their coverage area

or less often inside the government issued radio frequency license of

the mobile phone operator, this is usually determined by a computer

estimate because it is impossible to guarantee coverage. I f a

potential customer's address is not within the requirements of that

mobile phone operator, they will be denied service. In order to

permanently roam customers may use a false address and online

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billing, or a relative or friends address which is in the required area,

and a 3rd party billing option.

Most mobile phone operator discourage or prohibit permanent

roaming since they must pay per minute rates to the network

operator their customer is roaming onto to,[3] while they can not pass

that extra cost onto customers ("free roaming").

Trombone roaming:

Roaming calls within a local tariff area, when at least one of the

phones belong outside that area. Usually implemented with trombone

routing

[4]

also known as tromboning

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CHAPTER.2.1

INTRODUCTION TO THE

ORGANIZATION

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MATRIX CELLULAR SERVICES

Matrix Cellular Services is a telecommunication solutions provider,

catering to Indians travelling abroad for leisure or business, students

and corporate.[2] Headquartered in New Delhi, India, the businesses

at Matrix Cellular has been structured into four individual strategic

business units (SBUs) - International SIM cards, International 3G

Data cards, Indian Mobile Services etc.

OverviewFounded in 1995, Matrix introduced the concept of local connectivity

in India, by offering destination-specific mobile connections to

international travellers. With a pan-India network of over 1000

professionals in areas of sales, marketing, customer service,

operations and logistics, Matrix has partnerships with over 30

country-specific international service providers. The company is also

a recipient of numerous Excellence Appreciations in Sales and

Marketing from many of its clientele. In May 2009 they released the

Deutsche Bank Matrix credit card.

Services

The international SIM card business extends to providing local post-

paid services for 30 countries, most-frequented by the Indian

traveller. The company provides International 3G Data cards services

to corporate customers who travel abroad.

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Coverage area

International SIM cards

Matrix offers destination-specific mobile connectivity in 30 countries,

namely, Argentina, Australia, Austria, Belgium, Brazil, Canada,

China, France, Germany, Greece, Hong Kong, Holland, Israel, Italy,

Japan, Malaysia, Mauritius, Mexico, New Zealand, Singapore, South

Africa, South Korea, Spain, Switzerland, Sri Lanka, Taiwan, Thailand,

U.A.E., U.S.A. & U.K.

International 3G Data cards

Matrix offers 3G data connectivity in the following countries:

Germany, Singapore, China, South Africa, Switzerland, Sri Lanka,

Dubai, U.S.A. & U.K.

Offices

Matrix has a pan-India reach, across 18 Indian cities and a few

international offices

Corporate Office: New Delhi (Mehrauli) Chennai Branch: No:4/606,

Sehshasaai Building, 2nd Floor, 1st Main Road, Nehru Nagar, Rajiv

Gandhi Salai, Kottivakkam, Chennai - 600041. Contact Person:

B.Hari prasath Mob No: +91 9884816624

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http://en.wikipedia.org/wiki/Argentinahttp://en.wikipedia.org/wiki/Australiahttp://en.wikipedia.org/wiki/Austriahttp://en.wikipedia.org/wiki/Belgiumhttp://en.wikipedia.org/wiki/Brazilhttp://en.wikipedia.org/wiki/Canadahttp://en.wikipedia.org/wiki/Chinahttp://en.wikipedia.org/wiki/Francehttp://en.wikipedia.org/wiki/Germanyhttp://en.wikipedia.org/wiki/Greecehttp://en.wikipedia.org/wiki/Hong_Konghttp://en.wikipedia.org/wiki/Hollandhttp://en.wikipedia.org/wiki/Israelhttp://en.wikipedia.org/wiki/Italyhttp://en.wikipedia.org/wiki/Japanhttp://en.wikipedia.org/wiki/Malaysiahttp://en.wikipedia.org/wiki/Mauritiushttp://en.wikipedia.org/wiki/Mexicohttp://en.wikipedia.org/wiki/New_Zealandhttp://en.wikipedia.org/wiki/Singaporehttp://en.wikipedia.org/wiki/South_Africahttp://en.wikipedia.org/wiki/South_Africahttp://en.wikipedia.org/wiki/South_Koreahttp://en.wikipedia.org/wiki/Spainhttp://en.wikipedia.org/wiki/Switzerlandhttp://en.wikipedia.org/wiki/Sri_Lankahttp://en.wikipedia.org/wiki/Taiwanhttp://en.wikipedia.org/wiki/Thailandhttp://en.wikipedia.org/wiki/U.A.E.http://en.wikipedia.org/wiki/U.S.A.http://en.wikipedia.org/wiki/U.K.http://en.wikipedia.org/wiki/3Ghttp://en.wikipedia.org/wiki/Germanyhttp://en.wikipedia.org/wiki/Singaporehttp://en.wikipedia.org/wiki/Chinahttp://en.wikipedia.org/wiki/South_Africahttp://en.wikipedia.org/wiki/Switzerlandhttp://en.wikipedia.org/wiki/Sri_Lankahttp://en.wikipedia.org/wiki/Dubaihttp://en.wikipedia.org/wiki/U.S.A.http://en.wikipedia.org/wiki/U.K.http://en.wikipedia.org/wiki/New_Delhihttp://en.wikipedia.org/wiki/Argentinahttp://en.wikipedia.org/wiki/Australiahttp://en.wikipedia.org/wiki/Austriahttp://en.wikipedia.org/wiki/Belgiumhttp://en.wikipedia.org/wiki/Brazilhttp://en.wikipedia.org/wiki/Canadahttp://en.wikipedia.org/wiki/Chinahttp://en.wikipedia.org/wiki/Francehttp://en.wikipedia.org/wiki/Germanyhttp://en.wikipedia.org/wiki/Greecehttp://en.wikipedia.org/wiki/Hong_Konghttp://en.wikipedia.org/wiki/Hollandhttp://en.wikipedia.org/wiki/Israelhttp://en.wikipedia.org/wiki/Italyhttp://en.wikipedia.org/wiki/Japanhttp://en.wikipedia.org/wiki/Malaysiahttp://en.wikipedia.org/wiki/Mauritiushttp://en.wikipedia.org/wiki/Mexicohttp://en.wikipedia.org/wiki/New_Zealandhttp://en.wikipedia.org/wiki/Singaporehttp://en.wikipedia.org/wiki/South_Africahttp://en.wikipedia.org/wiki/South_Africahttp://en.wikipedia.org/wiki/South_Koreahttp://en.wikipedia.org/wiki/Spainhttp://en.wikipedia.org/wiki/Switzerlandhttp://en.wikipedia.org/wiki/Sri_Lankahttp://en.wikipedia.org/wiki/Taiwanhttp://en.wikipedia.org/wiki/Thailandhttp://en.wikipedia.org/wiki/U.A.E.http://en.wikipedia.org/wiki/U.S.A.http://en.wikipedia.org/wiki/U.K.http://en.wikipedia.org/wiki/3Ghttp://en.wikipedia.org/wiki/Germanyhttp://en.wikipedia.org/wiki/Singaporehttp://en.wikipedia.org/wiki/Chinahttp://en.wikipedia.org/wiki/South_Africahttp://en.wikipedia.org/wiki/Switzerlandhttp://en.wikipedia.org/wiki/Sri_Lankahttp://en.wikipedia.org/wiki/Dubaihttp://en.wikipedia.org/wiki/U.S.A.http://en.wikipedia.org/wiki/U.K.http://en.wikipedia.org/wiki/New_Delhi


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Matrix is the leading provider of complete Mobile and Data

Solutions

As Globe Trotting becomes a way of life, it becomes equally

important to seek communication options which provide good

connectivity and convenience for you across the world. Matrix aims at

being the best in service, quality innovation and choice. With a vision

to connect every international traveler with convenient and cost

effective solutions, we have established itself as the undisputed

market leader.

With Matrix, you can always stay in touch with your loved ones

whenever and wherever you are in the world. Our ever increasing

portfolio of countries focuses on fulfilling customers specific

communication needs, when travelling abroad.

We cater to a wide audience including leisure & business travelers

and students studying abroad. We provide services all around the

world and have our presence across India. Our services include

International SIM and Data solutions.

With Matrix constantly searching for new ways to ensure your lives

remain hassle free, we are certain that we will help you strengthening

those beliefs.

Awards & Accolades

In the last 15 years, Matrix has carved a niche for itself as a telecom

consultant to International travelers. Matrix has always believed in

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innovating new products and services to suit the market needs and

enhancing the travel experience of every Indian going abroad. The

most important factor that contributed Matrix an award winning

company is its focus on smart and easy solutions for its customers.

Matrix has been acknowledged with many prestigious awards, such

as:

HR Excellence Awards by Amity Business School (2011)

Innovative Product International Mobile Connections and Data

Products by Economic Times Telecom Awards (2011)

Emerging Company of the year by Voice & Data (2010)Leadership Award for Emerging Midsized Company by Amity

Business School (2010)

These awards re-affirm our dedicated efforts to set new industry

standards and continued efforts to grow up the ladder.

Emerging Company of the Year Award 2010

In the last three years Matrix has grown from 317 employees to

1,192, and during this period of growth we have become increasingly

synonymous with international travel. Our vision to become the

leading provider of innovative telecom solutions worldwide is one

step closer.

We are pleased to announce that our rapid growth and hard work

have been rewarded as we recently won Voice&Datas Emerging

Company of the Year Award.

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Voice&Data described the award as another feather in the cap for

Matrix Cellular (International) Services that has been going from

strength to strength for the past few years.

Our CEO Arun Batra said that 2009 was a decisive year for Matrix

with the travel industry being hit significantly by recession. We chose

to take the challenge head on and today we have emerged not only

better, stronger but also more confident. This is just the beginning

and we see great things happening in the course of Matrix.

The year 2011 will be a truly memorable one for Matrix.

In the last 15 years, Matrix has carved a niche for itself as a telecom

consultant to International travelers. Matrix has always believed in

innovating new products and services to suit the market needs and

enhancing the travel experience of every Indian going abroad. The

most important factor that contributed Matrix an award winning

company is its focus on smart and easy solutions for its customers.

Matrix has been acknowledged with many prestigious awards, such

as:

HR Excellence Awards by Amity Business School (2011)

Innovative Product International Mobile Connections and Data

Products by Economic Times Telecom Awards (2011)

Emerging Company of the year by Voice & Data (2010)

Leadership Award for Emerging Midsized Company by Amity

Business School (2010)

These awards re-affirm our dedicated efforts to set new industry

standards and continued efforts to grow up the ladder.

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CHAPTER.3

OBJECTIVE OF THE

STUDY

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OBJECTIVES OF THE STUDY

Market analysis and sales process undertaken by matrix cellular and

conducting a market analysis to reach the potential customers this

includes:

Survey was done to find out that are people aware about the

product and the company.

To find out the target customer for the organization.

To find out that which media source if better suitable to the

company to promote the product in Indian market.

To find out that what is customers perception about the

products.

To find out that are the company reachable to the perspective

customer.

To find out that what goals can be met after all these

promotional activities in Indian market.

To find out competitiveness of the products in Indian Market.

To find out whether the promotional techniques being used are

at par with the competitors.

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CHAPTER.4RESEARCH

METHODOLOGY

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RESEARCH METHODOLOGY

Topic of the Survey :

Market analysis and Study of Sales Process of Matrix Cellular

Type of Survey :

Survey was questionnaire based.

Respondents were given a sheet of questions to answer.

According to the answers given by the respondents the

research was done.

Sample size :

Questionnaire was filled by 100 respondents.

Research Universe :

Survey was done in Jaipur city.

Respondents were from different age groups eg. Students,

Business Persons, Professionals (Doctors, Engineers, IT

Employees), Families, Tourist.

Data Collection Method :

There are two Sources for the collection of data :

o Primary Source for the data was the questionnaire which

was filled by the respondents that was the main part of

the survey.

o Secondary source for the data was from Website and

Newspapers which gives the idea about the companies

history, product range and other profile.

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Limitation of the Study

The training was only for few days so couldnt cover the entire

market.

People were hesitating answering the questions.

Survey was done only in some part of Jaipur city so might not

apply to the entire population of Indian Market.

Sample size was 100 so might not be accurate with respect to

the entire population of Jaipur city and other.

Survey was done outside Travel agents shop, CorporateBuildings, University, Airport.

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CHAPTER.5

DATA ANALYSIS AND

INTERPRETATION

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DATA ANALYSIS AND INTERPRETATION

Q.1 What is your age ?

a) 20 - 25 years

b) 30- 35 years

c) 50 and above

A g e G r

2 0

6 0

2 0

2 0 -2 5 Y e a

3 0 -3 5 Y e a5 0 a n d A b

Interpretation :

Survey was conducted for the age group above 20 yrs, as this age

group only uses the cell phone mostly.

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Q.2 What is your occupation

a) Business

b) Doctor

c) Engineer

d) Service

e) Student

O c c u p a t i

1 0

2 0

2 02 0

3 0 B u s i n e

D o c t o r

E n g i n e

Se r v i c e

S t u d e n

Interpretation :

Research was conducted with the people with different professions/

occupations. 30% people were Students, 10% were

businesspersons, 20% were in private service, 20% doctors and the

rest 20% were engineers.

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Q.4 What is the purpose of travel

a) Business Tour

b) Holidays/ Vacations

c) Studies

d) To attend wedding

P u r p o s e o f

3 0

3 0

3 0

1 0

B u s i n e s s T o u

H o l i d a y s / V a c

S t u d i e s

T o a t te n d w e

Interpretation :

Research shows 30% respondents said they travel for their studies,

30% said they visit on business tour, 30% said they travel on

holidays and vacations and the rest 10% said they go abroad to

attend wedding.

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Q.5 What is the duration of the travel

a) Less than a week

b) 10-25 days

c) 1-2 Months

d) 1-2 yrs

D u r a tio n o f T

4 0

2 0 %

2 0 %

2 0 %

L e s s t ha n a

1 0 -2 5 d a y s

1 -2 M o n t h s

1 - 2 Y r s

Interpretation :

According to the survey 40% people said they travel less than a

week, 20% said they travel 10-25 days, 20 said the duration of theirvisit is 1-2 months and the rest 20% said it is 1-2 yrs.

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Q.6 How many countries are you traveling?

a) One

b) Two

c) More than two

H o w m a n y c o u n t r i e s a

7 0

2 0

1 0

O n e

T w o

M o r e t h a

Interpretation :

Research shows most of the people (70%) only one country when

they go abroad, 20% said two and the rest 10% said they travel more

than two countries when on visit.

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Q.7 What are the countries you are visiting ?

a) UK

b) USA

c) Western Europe

d) UAE

e) Others

W h a t a r e t h e c o u n t r ie s y o

2 5

3 01 0

2 5

1 0

U K

U S A

W e s t e rn E

U A E

O t h e r s

Interpretation :

According to survey 30% people said they are visiting USA, 25% said

they are visiting UK, 25% said UAE, 10% said Western Europe and

rest 10% said Others.

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Q.8 Which mobile technology are you using?

a) GSM

b) CDMA

W h i c h M o b i l e t e c h n o l o

8 0

2 0

G S

C D

Interpretation :

Research shows that 80% people out of survey are using GSM

technology and the rest 20% are using CDMA.

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Q.9 Do you prefer carrying a mobile phone on your trip?

a) Yes

b) No

D o y o u p r e f e r c a r r y i n g a m o b i

9 0

1 0

Y e

N o

Interpretation :

According to research most of the people (90%) said they do preferusing or carrying mobile phone on their trip where the rest 10% said

they dont prefer that.

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Q. 10 Do you take your phone on International Roaming?

a) Yes

b) No

D o y o u t a k e y o u r p h o n e o n

3 0

7 0

Y e

N o

Interpretation :

Survey shows that most the people (70%) dont take their phones to

international roaming but the rest 30% do.

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Q.11 Have you used country specific card?

a) Yes

b) No

H a v e y o u u s e d c o u

5 05 0

Y e

N o

Interpretation :

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Survey shows that 50% people use country specific card when

traveling and 50% dont.

Q.12 Would you like to carry a country specific sim card?

a) Yes

b) No

W o u l d y o u l i k e t o c a r r y a c o

7 0

3 0

Y e

N o

Interpretation :

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According to research 70% respondents said they would like to carry

a country specific sim card if available and the rest 30% said no to

this option.

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If yes, How many

a) One

b) Two

c) More than Two

I f y e s , H o

7 0

2 0

1 0

O n e

T w o

M o r e t h a

Interpretation :

70% people said they would like to carry one country specific sim

card, 20% said they would like to go for two and the rest 10% said

more than two.

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CHAPTER.6

FINDINGS AND

INFRENCES

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FACTS AND FINDINGS

Research was conducted with the people with different

professions/occupations. 30% people were Students, 10%

were businesspersons, 20% were in private service, 20%

doctors and the rest 20% were engineers.

Research shows 30% respondents said they travel for their

studies, 30% said they visit on business tour, 30% said they

travel on holidays and vacations and the rest 10% said they goabroad to attend wedding.

According to the survey 40% people said they travel less than a

week, 20% said they travel 10-25 days, 20 said the duration of

their visit is 1-2 months and the rest 20% said it is 1-2 yrs.

Research shows (70%) of sample visit only one country when

they go abroad, 20% said two and the rest 10% said they travel

more than two countries when they are on visit.

According to survey 30% of sample said that they are visiting

USA, 25% said they are visiting UK, 25% said UAE, 10% said

Western Europe and rest 10% said Others.

Research shows that 80% people out of survey are using GSM

technology and the rest 20% are using CDMA.

According to research (90%) of sample said they do prefer

using or carrying mobile phone on their trip where the rest 10%

said they dont prefer that.

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Survey shows that (70%) of sample dont take their phones to

international roaming but the rest 30% take their phones on

international roaming.

Survey shows that 50% people use country specific card when

traveling and 50% dont.

According to research 70% respondents said they would like to

carry a country specific sim card if available and the rest 30%

said no to this option.

70% people said they would like to carry one country specific

sim card, 20% said they would like to go for two and the rest10% said more than two.

Survey concludes that 80% people out of surveyed would like

to use internet on their visit as it is their requirement and the

rest 20% said they dont require the same.

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CHAPTER.7

SWOT ANALYSIS

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SWOT ANALYSIS

Strengths:

Company had a network of retailers and distributors.

Company has well know brand in Indian Market.

Company have very good reputation within customers.

Company already have a customer base in Indian Market.

Weaknesses:

Matrix is not in reach of small cities and towns. Company has not put the entire efforts to promote the new

product.

Opportunities:

$2.67 billion worth Indian telecom Industry to grow.

Easily accessible market through existing retailers and

distributors.

Scope for increase in DSA and channel partners

Threats :

Increasing competitions with Market leaders like Airtel and

Vodafone, romone, clay,reliance who are already in

International Market.

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CHAPTER.8

CONCLUSION

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CONCLUSION

Research Concludes that: -

1. Most of the people who use cellular phones are between the

age of 20 to 50.

2. People who are visiting abroad are either Doctors, Engineers,

Business Persons, Students, Tourists etc.

3. According to the survey only few sample are their who visit

more than one country other wise most of them visit only one

country at a time.4. Basically people going abroad from India visit USA, UK and

UAE.

5. Most of the people want to be connected or in touch with their

people in Homeland so they are interest in taking or carrying

their cellular phones on the trip.

6. Most of the people dont carry cell phones to their trip for

various reasons i.e. no local provider having international

facility, expensive tariff etc.

7. Almost half of the people who visit other countries use country

specific cards to get in touch with the people at home country.

8. Most of the people out of surveyed said they would like to carry

a country specif sim card to use in other country.

9. Customer wants the same facilities with the international

roaming. They also want to have internet facility working in their

cell phone when away from home.

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CHAPTER.9

RECOMMENDATIONS AND

SUGGESTIONS

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Chapter 10

BIBLIOGRAPHY

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BIBLIOGRAPHY

Websites:

www.wikipedia.org

www.telecomengine.com

http://eyuva.com/wp-content/uploads/2011/03/telecom-india.png

www.ibma telecom .in/telecom - industry -profile.html

www.matrix.in

Books :

Marketing Management : Philip Kotler

Marketing Management : C.R. Kothari

Others :

Questionnaire filled by the respondents.

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http://www.google.com/http://www.cadburyindia.com/http://eyuva.com/wp-content/uploads/2011/03/cadbury-oreo-india.pnghttp://www.ibmabiscuits.in/biscuit-industry-profile.htmlhttp://www.ibmabiscuits.in/biscuit-industry-profile.htmlhttp://www.ibmabiscuits.in/biscuit-industry-profile.htmlhttp://www.google.com/http://www.cadburyindia.com/http://eyuva.com/wp-content/uploads/2011/03/cadbury-oreo-india.pnghttp://www.ibmabiscuits.in/biscuit-industry-profile.html


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CHAPTER.11

ANNEXURE

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QUESTIONNAIRE

Name __________________________

Contact No. _____________________

Q.1 Age Group

a) 20-20 yrs [ ]

b) 30-35 yrs [ ]

c) 50 and above [ ]

Q.2 What is your occupation?

a) Business [ ]

b) Doctor [ ]

c) Engineer [ ]

d) Service [ ]

e) Student [ ]

Q.3 How often do you travel?a) Every Month [ ]

b) Once in Two three Months [ ]

c) Twice a year [ ]

d) Once in a year or two [ ]

Q.4 What is the purpose of Travel?

a) Business Tour [ ]

b) Holidays/ Vacations [ ]

c) Studies [ ]

d) To attend wedding [ ]

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Q.5 What is the duration of travel?

a) Less than a week [ ]

b) 10-25 days [ ]

c) 1-2 Months [ ]

d) 1-2 yrs [ ]

Q.6 How many countries are you traveling

a) Once [ ]

b) Two [ ]

c) More than two [ ]

Q.7 What are the countries you are visiting?

a) UK [ ]

b) USA [ ]

c) Western Europe [ ]

d) UAE [ ]

e) Others [ ]

Q.8 Which mobile technology are you using?

a) GSM [ ]

b) CDMA [ ]

Q.9 Do you prefer carrying a mobile phone on your trip?

a) Yes

b) No

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Q.10 Do you take your phone on international roaming?

a) Yes [ ]

b) No [ ]

Q.11 Have you used country specific card?

a) Yes [ ]

b) No [ ]

Q.12 Would you like to carry a country specific sim card?

a) Yes [ ]

b) No [ ]

Q.13 If yes, how many?

a) One [ ]

b) Two [ ]

c) More than two [ ]

Q.14 Is there requirement for the internet on your visit?

a) Yes [ ]

b) No [ ]

Q.15 Any Suggestions

_______________________________________________________

ali report

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