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MinorProjectReport
On
Finance Sector Of Bharti Airtel
GURU GOVIND SINGH INDRAPRAST UNIVERSITY
(SESSION 2009-2012)
SUBMITTED TO:- SUBMITTED BY:-
Miss. Sakshi Anand Maneesh Sharma
Lecturer of BBA Department. Enrol no:07712401809
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Guide certificate
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Student certificate
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INDEX
Sr.no TOPICS Pg.no
ACKNOWLEDGEMENT
INDEX
1. Company Profile
BHARTI AIRTEL1-5
2. INTRODUCTION
Location (8) Organizational Structure(9) Distribution Channels(10)
Market Competitors(11) Strategies(12-14) Share(15) Memorandum of Association(16) SWOT (17-18)
6-18
3. Financial Accounts of Airtel
Cash Flow Statement(20) Profit &Loss Accounts of Airtel(21) Balance Sheet of Airtel(22)
19-22
4. Objective 23
5. Research Objective 25-28
6. Research Methodology 29-31
7. Research Analysis &Findings 32-37
8. Limitation 38-39
9. Conclusion 40-41
10. Bibliography 42-43
11. Annexure 44-47
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INTRODUCTION
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INTRODUCTION
We are one of Indias leading providers of telecommunication services with a nationwide
presence in all the 23 licensed jurisdictions (also known as Telecom Circles). We served an
aggregate of 88,270,194 customers as of December 31, 2008; of who 85,650,733 subscribe to
our GSM services and 2,619,461 use our Telemedia Services either for voice and/or broadband
access delivered through DSL. We are the largest wireless service provider in the country, based
on the number of subscribers as of December 31, 2008. We also offer an integrated suite of
telecom solutions to our enterprise customers, in addition to providing long distance connectivity
both nationally and internationally. We have recently forayed into media by launching our DTH
and IPTV Services. All these services are rendered under a unified brand Airtel. The company
also deploys, owns and manages passive infrastructure pertaining to telecom operations under its
subsidiary Bharti Infratel Limited. Bharti Infratel owns 42% of Indus Towers Limited. Bharti
Infratel and Indus Towers are the two top providers of passive infrastructure services in
India.
Successful businesses have extensive knowledge about their customers and competitors.
Getting accurate and specific information about your customers and competitors is a critical firststep in market investigation and development of a marketing plan. Accurate market assessment
and development of an effective plan is critical to the success of both new and existing
businesses. The market impacts and directs all aspects of the company's activities and ultimately
will lead to success or failure of the business.
In developing a market plan, your primary functions are to understand the needs and desires of
your customer select or develop a product or service that will meet customer needs, develop
promotional material that will make the customer aware, and ensure product or service delivery.
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Location
Location Type Address
Registered & Corporate Office Qutab Ambience H-5/12 Mehrauli Road
New Delhi11, Delhi - India
Phone : 41666000, Fax : 41666011/ 12
Email:[email protected]
Registered Office Qutab Ambience H-5/12 Mehrauli Road
New Delhi110030, Delhi - India
Phone: 41666000. Fax: 41666011/ 12
Email:[email protected]
Registered Office Aravali Crescent, 1, Nelson Mandela Road,
Vasant Kunj, Phase 2, New Delhi - 110070
DelhiIndia
Phone : 41666111, Fax : 41666137, 41666146
Email :[email protected]
Registered & Corporate Office Aravali Crescent, 1, Nelson Mandela Road,
Vasant Kunj, Phase 2, New Delhi - 110070
Delhi - India
Phone : 46666100, Fax : 46666137
Email :[email protected]
Registered & Corporate Office Bharti Cresent, 1, Nelson Mandela Road,
Vasant Kunj, Phase New Delhi - 110070
Phone : 46666100, Fax : 46666137, 41666149
Email : compliance.officer@bharti
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mailto:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]8/4/2019 Minor Project Report Auto Saved)
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ORGANIZATIONAL STRUCTURE
Organization means it is a group of people working together co-operatively under authority
towards achieving goals and objectives that mutually benefits the organization. It may also be
said as grouping activities is to be performed. We can also define as establishing relationship for
the purpose of handling people to work effectively by maintaining horizontal and vertical
coordination.
Market is related with creation of standard of living. Organization is a form of co-
operative efforts. It can be said that marketing organization consists of no. of people with many
different position.
Take all the things away from me, take my wealth, take my industries, take my land,
but with help of my efficient organization I will bring these all back within only 5 years.
Andrew Carnegie
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DISTRIBUTION CHANNEL
Company
Distributor
Dealer
Salesmen
Retailer
Customer
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Market Competitors
Major Players:
BSNL - Incumbent service provider and World's 7th largest Telecommunications
Company providing comprehensive range of telecom services in India Services include Wire line, CDMA mobile, GSM Mobile, Internet, Broadband, Carrier
service, MPLS-VPN, VSAT, VoIP services, IN Services etc.
Subscribers :BSNL---------------------------- 42673357 ---------------------15.95%
MTNL - State owned operator covering the cities of Mumbai and Delhi. Provides both fixed
and mobile services.
Bharti Airtel - Integrated operator with presence in all segments.
Leads the mobile segment in the country. Subscribers :Bharti Airtel-------------------88382758--------------------- 33.04%
Reliance Communications - Largest player in India in the CDMA segment
Launched a GSM network.
Subscribers :Reliance Telecom--------------10353841--------------------- 3.87%
Tata Teleservices - Integrated operator (with VSNL) with presence in all segments
Provides CDMA services in 20 circles.
Subscribers :Tata---------------- 63340024 ----------------------23.68%
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http://en.wikipedia.org/wiki/BSNLhttp://en.wikipedia.org/wiki/BSNLhttp://en.wikipedia.org/wiki/BSNLhttp://en.wikipedia.org/wiki/Bharti_Airtelhttp://en.wikipedia.org/wiki/Bharti_Airtelhttp://en.wikipedia.org/wiki/Bharti_Airtelhttp://en.wikipedia.org/wiki/Reliance_Communicationshttp://en.wikipedia.org/wiki/Reliance_Communicationshttp://en.wikipedia.org/wiki/Reliance_Communicationshttp://en.wikipedia.org/wiki/Vodafone_Essarhttp://en.wikipedia.org/wiki/Vodafone_Essarhttp://en.wikipedia.org/wiki/Vodafone_Essarhttp://en.wikipedia.org/wiki/Vodafone_Essarhttp://en.wikipedia.org/wiki/Reliance_Communicationshttp://en.wikipedia.org/wiki/Bharti_Airtelhttp://en.wikipedia.org/wiki/BSNL8/4/2019 Minor Project Report Auto Saved)
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STARTIGIES
Bharti has spent a considerable amount on advertising its mobile phone service, Airtel. Besides
print advertising, the company had put up large no of hoardings and kiosks in and around Delhi.
The objective behind designing a promotion campaign for the Airtel services is to promote the
brand awareness and to build brand preferences.
It is trying to set up a thematic campaign to build stronger brand equity for Airtel. Since the
cellular phone category itself is too restricted, also the fact that a Cellular phone is a high
involvement product, price doesn't qualify as an effective differentiator. The image of the service
provider counts a great deal. Given the Cell phone category, it is the network efficiency and the
quality of service that becomes important. What now the buyer is looking at is to get the
optimum price-performance package. This also serves as an effective differentiator
Brand awareness is spread through the' campaigns and brand preference through brand stature.
Airtel's campaign in the capital began with a series of 'teaser' hoardings across the city,' bearing
just the company's name and without explaining what Airtel was. In the next phase the campaign
associated Airtel with Cellular only thereafter was the Bharti Cellular connectionbrought up.
Vans with Airtel logos roamed the city, handing out brochures about the company and its
services to all consumers. About 50,000 direct callers were sent out. When the name was well
entrenched in the Delhiitess mind, the Airtel campaign began to focus on the utility of
Cellphone. In the first four months alone Airtel's advertisement spend exceeded Rs. 4 crores.
As of today the awareness level is 60% unaided. This implies that if potential or knowledgeable
consumers are asked to name a Cellular phone service provider that is on the top of his/her
mind 60% of them would name Airtel. As for aided it -is 100% (by giving clues and hints etc.).
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Brand strength of a product or the health of a brand is measured by the percentage score of the
brand on the above aided and the unaided tests. The figures show that Airtel is a healthy and a
thriving brand.
Every company has a goal, which might comprise a sales target and a game plan with due regard
to Its competitor. Airtels campaign strategy is designed keeping in mind its marketing strategy.
The tone, tenor and the stance of the visual ads are designed to convey the image of a market
leader in terms of its market share. It tries to portray the image of being a "first mover every
time" and that of a "market leader".
The status of the product in terms of its life cycle has just reached the maturity stage in India. It
is still on the rising part of the product life cycle curve in the maturity stage.
The diagram on the left hand side shows the percentage of the users classified into heavy,
medium and low categories. The right hand side shows the revenue share earned from the three
types of users.
Airtel, keeping in mind the importance of the customer retention, values its heavy users the most
and constantly indulges in service innovation. But, since heavy users comprise only 15 - 20% of
the population the other segment cannot be neglected.
The population which has just realised the importance of cellular phones has to be roped in. It is
for this reason that the service provider offers a plethora of incentives and discounts. Concerts
like the "Freedom concert" are being organised by Airtel in order to promote sales. The media
channel is chosen with economy in mind. The target segment is not very concrete but, there is an
attempt to focus on those who can afford. The print advertisements and hoarding are placed
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in those strategic areas which most likely to catch the attention of those who need a
cellular phone. The product promise (which might cost different
1 higher) is an important variable in determining the target audience.
Besides this, other promotional strategies that Airtel has adopted
are .
(i) People who have booked Airtel services have been treated to exclusive premiers
of blockbuster movies. Airtel has tied up with Lufthansa to offer customer bonus
miles on the German airlines frequent flier's programs.
(ii) There have been educational campaigns, image campaigns, pre-launch
advertisements, launch advertisements, congratulatory advertisements,
promotional advertise-ments, attacking advertisements and tactical
advertisements.
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SHARES
The equity shares of Bharti Airtel are currently listed on National Stock Exchange of
India Limited (NSE) and The Stock Exchange, Mumbai, (BSE). Bharti Airtel offered
185,336,700 equity shares in the initial public offering (IPO) and raised Rs 8,340.15 million
through this process. The shares were over subscribed 2.56 times.
With this IPO, Bharti Airtel established certain important landmarks in the history of the Indian
capital market. Together with being the first 100% book building process that this country has
seen, the listing was completed within a record time of ten working days. of the close of the
issue. Moreover the process of allotment and issue of shares was also completed within one day
of the last day of pay-in.
The book running lead managers for the IPO were JM Morgan Stanley and DSP Merrill Lynch
and the registrars to the issue was Karvy Consultants Limited.
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Memorandum of Association
Merger/Demerger Orders
Order under section 391(2) and 394 of the Companies Act, 1956 regardingamalgamation of Viscount Holdings Limited, Jubliant Holdings Limited, Jumbo
Holdings Limited with Bharti Tele-ventures Limited forming part of the Memorandum
of Association of the Company.
Order under section 391(2) and 394 of the Companies Act, 1956 regardingamalgamation of Bharti Cellular Limited, Bharti Infotel Limited with Bharti Tele-
ventures Limited forming part of the Memorandum of Association of the Company.
Order under section 391and 394 of the Companies Act, 1956 regarding amalgamationof Satcom Broadband Equipment Limited, Bharti Broadband Limited with Bharti AirtelLimited forming part of the Memorandum of Association of the Company.
Order under section 391and 394 of the Companies Act, 1956 regarding scheme ofarrangement between Bharti Airtel Limited and Bharti Infratel Limited forming part of
the Memorandum of Association of the company.
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http://www.airtel.in/wps/wcm/connect/57d4128049c2af03a600b7c30aab7fec/Corporate_Governance_memorandumofassociation_Cellular__Infotel_-_BTVL_Amalgamation_Order.pdf?MOD=AJPEREShttp://www.airtel.in/wps/wcm/connect/57d4128049c2af03a600b7c30aab7fec/Corporate_Governance_memorandumofassociation_Cellular__Infotel_-_BTVL_Amalgamation_Order.pdf?MOD=AJPEREShttp://www.airtel.in/wps/wcm/connect/57d4128049c2af03a600b7c30aab7fec/Corporate_Governance_memorandumofassociation_Cellular__Infotel_-_BTVL_Amalgamation_Order.pdf?MOD=AJPERES8/4/2019 Minor Project Report Auto Saved)
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SWOT ANALYSIS
Strengths
Being one of the largest companies in India the company has achieved a degree of
focus in its core business of its products .
It has a strong brand name, superior quality products and an enviable distribution
network.
It ha s a c le ar an d w el l -defined or ga ni za t i on s t ru ct ur e a nd l imits of f inancial
authority. Increase in advertisement spends affect the companys margins.
The comp any s botto m lin e fall s vict im to the bl oated an d highly paid
workforce, which affects its margins.
Weakness:
Little efforts over the Advertising of products. Distribution channel is not accurately
categorized.Premium priced products, hence cant compete in low price segment. No separate
strategy for rural market.
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Opportunities:
The c o m p a n y s f i na nc i a l pe r f o rm an ce ca n rec e i ve a maj or boost from its
cost reduction efforts.
There is a lot of scope of product and market diversification.
Exports of products will also have huge chances in the coming years.
Airtels business has ample scope for gaining market share from the unorganized sector.
Rural penetration too holds vast potential to bring about growth.
Threats
The slowdown in the economy has restricted topline growth of most FMCG majors
and for Airtel also it will be d ifficul t to maintain historical growth rates in such a
depressed scenario.Companys major raw materials are influenced by government
policies /controls as well asvagaries of the monsoons . Fluctuations in the prices of raw
materials would have significant impact on costs and margins of the company.
Moreover, inordinate hike in Broad Band Internet products would also increases
companys production and distribution cost.
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CASH FLOW STATEMENT OF AIRTEL
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Profit &Loss Accounts Of Airtel
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BALANCE SHEET OF AIRTEL
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RESERCH OBJECTIVE
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Research Objectives:
To study the consumer trends in telecommunication sector.
To study consumer decision-making & preferences.
To study marketing strategies adopted by Airtel.
To study the level of customer satisfaction in Airtel.
To study the market potential.
To study customer purchase decision behaviour.
To understand the needs of different consumer segments.
Comparative study of different mobile companies.
Research Approach
The research approach for the purpose was secondary research to collect the information
on the subject.
Research Instrument
I used direct observation, customer data & survey as research instrument.
Sources of Data:
Research Data
Data is the key activity of marketing research. The design of the data collecting method is
backbone of research design.
Data constitute the foundation of statistical analysis and interpretation. Hence the first step in
statistical work is to obtain data.
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Data can be obtained from two important sources, namely:
Primary Data
Secondary Data
Primary Data:
Primary data are gathered for the specific purpose or for a specific research project,
consist of original information for the fulfillment of project objective.
When the data are required for the particular study can be found neither in the internal record of
the enterprises nor in published sources. In some cases it may become necessary to collect
original data.
Primary data can be collected in four ways:-
Observation
Focus
Survey
Experiment
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Secondary data:
Secondary data are the data, which already exists somewhere. Secondary data provide starting point for
research and after that the advantage of low cost and ready availability. Secondary data can be divided
into two types:
Internal data
External data
When researcher uses the data that has already been collected by other data are
called secondary data. Secondary data can be obtained from journals i.e. internal
sources report, government publication and books, professional bodies etc.
Internal or External Data
Internal data are reports and memos generated within an organization to facilitate its operations.
External data are those specially produce for outside consumption.
Sources from which I have taken the secondary data are as under:
Direct observation
Airtel website
Books for marketing management
Surveys and customer data & report
KNOPs
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Research Analysis & suggestion
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Analysis and suggestion
Are you like to see advertisement?
Analysis
From the above mentioned graph we can analyze that out of 50 Person which I have gone through, all of
them are watching the advertisement and 50 out of them 46 are watching the advertisement and only 4
people are not like to watching advertisement.
Suggestion
I would not like to do any suggestion because most of the people are watching advertisement of Airtel.
0
5
10
15
20
25
30
35
40
45
50
Yes No
No.ofperson
Series1
Yes 46
No 4
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Have you seen the advertisement of Airtel?
Analysis
From the above mentioned graph we can analyze that out of 50 Person which I have gone through, all of
them are watching the advertisement of Airtel and 50 out of them 45 are watching the advertisement of
Airtel and only 5 people are not aware about the Airtel advertisement.
Suggestion
I would not like to do any suggestion because most of the people are watching the Airtel
advertisement.
0
5
10
15
20
25
30
35
40
45
50
Yes No
No.o
fpeople
Series1
Yes 45
No 5
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In advertisements which factor are very attractive? (Rank them)
Analysis
From the above mentioned graph we can analyze that out of 50 Person which I have gone
through, all of them are watching the advertisement of Airtel and 50 out of them 12 are saying that Theam
is important factors, 10 are saying color combination, 3 are saying brand ambassador 24 are saying
Massage.
Suggestion
I would like to suggest to the company that they can Focuses more and more in their
advertisement massage and theam because more people are concern with the massage in compare to
other.
Importent Factores
Theam
Color combination
Brand ambassador
Massage
Other Factoers
Theam 12
Color
combination 10
Brand
ambassador 3
Massage 24
Other Factors 1
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Do you get all information through advertisement of Airtel?
Analysis
From the above mentioned graph we can analyze that out of 50 Person which I have gone
through, all of them are watching the advertisement of Airtel and 50 out of them 24 are saying that they
get all information through Airtel and 26 are say that they are not getting all information through
advertisement of Airtel.
Suggestion
I would like to suggest to the company that they can show the maximum information in
their advertisement.
Yes 24
No 26
23
23.5
24
24.5
25
25.5
26
26.5
Yes No
No.
ofPerson
Series1
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In your opinion through which media company can get maximum reward?
Analysis
From the above mentioned graph we can analyze that out of 50 Person which I have went
through, all of them are watching the advertisement of Airtel and 50 out of them 15 are saying that
company can get maximum reward throw newapaper,8 are saying throw hording,10 are saying throw
Telivision,22 are saying throw Retailer shop.
Suggestion
I would not like to suggestion to company that people can maximum reward throw the retailer
shop so they can give their advertisement in there retailers.
Newspaper 15
Hording 8
Television 10
Retailer shop 22
Other sources 5
0
5
10
15
20
25
News
pape
r
Hording
Telev
ision
Retaile
rsho
p
Othe
rsou
rces
No
ofper
son
Series1
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Limitation
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LIMITATIONS
In this project, I have tried to present facts with figures penetrating to my survey skill it has some
limitation, which are there in this project need identification.
The sample survey is done on a very small number of people thus the results drawn may
be different from the opinion of the universe.
The time of two months is very less for covering all the aspects of the project.
The feedback received from the individuals is according to his perception, limited
exposure and personal knowledge level.
Very less time was there for interacting with corporate clients.
Problem in meeting with the concern person without appointment.
The last but not the least is that the database which I gathered from the websites is not so
reliable because many times I face a difficulty to find the address of the companies and
sometimes the companies change the address and not upgrade in the websites due to
which I waste my time as well as money also.
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Conclusion
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CONCLUSION
From above the details I conclude that 70% Airtel users preferred to remain with
Airtel. Also good no. of users who were willing to switch from their respective
subscribers showed interest in Airtel. Hence, these statistics imply a bright future
for the company. Also the company is now providing more services like the door
to door services which is you dial the Airtel customer care and would like to send
someone flowers the Airtel company delivers those flowers to the person
concerned. Also Airtel is providing free text messaging service and free voice mail
service. Call conferencing is also another feature Airtel provides.
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BIBLIOGRAPHY
BOOKS
KOTLER PHILIPS, MARKETING MANAGEMENT, PUBLISHED BY PRENTICE
HALL OF INDIA PVT.LTD.
AAKER KUMAR DAY, MARKETING RESEARCH MAGAZINES
BUSINESS INDIA
BUSINESS WORLD
WEBSITES:
HTTP://WWW.COAI.COM
HTTP://WWW.TRAI.COM
HTTP://ECONOMICSTIME.COM
HTTP://KHOJ.COM
HTTP:)//EN.WIKIPEDIA.ORG/WIKI/BHARTI AIRTEL#TELICOMIDIA
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Annexure
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QUESTIONNAIRE
I Maneesh Sharma a Second year student of GGSIPU, Delhi presently pursuing BBA (B&I) . I
have prepared the following questionnaire for the completion of my summer project. I promise
that all the answer provided by you wont be made public. This questionnaire is purely for
educational purpose.
BHARTI AIRTEL, DELHI REGION
Name: __________________________________________________________________
Age: ________
Occupation _____________________________________
Address: ________________________________________________________________
Phone No. _________________________________________________________________
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QUESTIONNAIRE
QUS (1)Do you have any mobile connection?
QUS (2) Which age group you belong to?
(a)15-20
(b)20-25
(c)25-35
(d)35- above
QUS (3) What occupation do you have?
(a)Business
(b)Professional
(c)Government Employee
(d)Student
QUS (4) Do you know how many telecommunication companies exist in Lucknow region?
(a)6
(b)5
(c)4
(d)Not confirm
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QUS (5) If you have to purchase mobile phone connection which company you will prefer and
why?
(a)Airtel
(b)Reliance
(c)TATA indicom
(d)Vodafone
QUS (6) How you came to know the scheme/service that you use?
(a) Advertisements (b) Word of Mouth
(c) Internet (d) Promotional activity
QUS (7) You would like to take Prepaid connection or Postpaid connection?
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