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MBA-09 SUMMER TRAINING REPORT 1

A

SUMMER TRAINING REPORT

ON

“MARKETING MIX OF NOKIA MOBILE WITH SPECIAL

REFERENCE OF TALCHER ” 

Submitted In Partial Fulfilment of the Requirements of the MBA

Guided By Submitted by

Satyabrata Sahu  Dolananda PradhanFaculty (Marketing) Roll No : 10MBA645 

Regd No. : 23/597/09

DDCE, SAMBALPUR UNIVERSITY

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DECLARATION

I Mr. Dolananda Pradhan of MBA do hereby declare that the summer training

report on “MARKETING MIX OF NOKIA MOBILE WITH SPECIAL

REFERENCE OF TALCHER”. This report has not submitted earlier for

publication in any journal magazine on anywhere else and it is completely

genuine. The fact and findings presented in this project report are true to the

best of my knowledge and belief, which being submitted to the NICE, Talcher

for part fulfillment of M.B.A. degree of DDCE, SAMBALPUR UNIVERSITY.

Dolananda Pradhan 

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ACKNOWLEDEMENT

I acknowledge my heart felt sense of gratitude and indebtness to my faculty guide

Satyabrata Sahu who has helped in providing valuable information and co-operation

me in making my easier with his profound advice which has immense value to me.

I express my heartily thanks to Nokia external guide Mr. Subhasis Mandal & Mr.

Ravish Dector And people concept external guide Mr. Ajit Behra, Mr. Prasant Kumar

Pati & Mr. Bani Bhushan Barik without help this project could not have reached at this

stage.

I also extend my heartily thanks to our esteemed Director Mr. Manoj Swain, NICE,

Talcher for his encouragement in the completion in the completion of project report.

I express my heart full appreciation to my parent’s friend’s seniors and faculties and

thanks to all those who enthusiastically responded to my questionnaire without co-

operation and encouragement in preparing this project report would not have

possible.

Dolananda Pradhan

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TO WHOM IT MAY CONCERN

This is certify that Dolananda Pradhan, a student of MBA under DDCE,

Sambalpur University, has prepared Summer Training work under my guidance

about ―Marketing Mix Of Nokia Mobile With Special Reference Of

Talcher”. He has been very hardworking and sincere in completing his report. 

I wish him all success in his life.

Subhasis MandalMarketing Manager.

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MBA-09 SUMMER TRAINING REPORT 5

PREFACE 

I hereby declare that the work embodied in this project entitled “MARKETING

MIX OF NOKIA MOBILE WITH SPECIAL REFERENCE OF TALCHER”. 

Is carriedout by me under the supervision of Satyabrata Sahu my guide and

Mr. Subhasis Mandal & Mr. Ravish Dector And people concept external guide

.This project is done by anyone before. 

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CONTENTS

1. CHAPTER-I

  INTRODUCTION

  HISTORY OF TELECOM

2. CHAPTER-II

  OBJECTIVE OF STUDY

  SCOPE OF STUDY

  METHODOLOGY

  LIMITATION

3. CHAPTER-III

  AN OVERVIEW OF NOKIA

  HISTORICAL BACKGROUND

  AWARD & RECIEVED

  PRODUCT PROFILE

4. CHAPTER-IV

  THEORITICAL CONCEPTS

o  PRODUCT

o  PRICE

o  PLACE

o  PROMOTION

5. CHAPTER-V

  DATA & INTERPRETATION

  FINDING

  CONCLUSION

  QUESTION BY NOKIA AND SUGGESTIONS

6. CHAPTER-VI

  BIBLIOGRAPHY

  QUESTIONARY

  APPENDIX

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CHAPTER-I

  INTRODUCTION

  HISTORY OF TELECOM

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INTRODUCTION

Today in the era of liberalization, Globalization and economic emancipation there is the mushrooming

growth of companies worldwide giving much emphasis on the product innovation. Nowaday's product

is booming like any other things produced by a large no of companies that has not been came to the

limelight. Today entrepreneurs are coming to tap new business. However so far as cell market is

concerned NOKIA has its on demand. It triggers companies to extend their market rather than to

confine within the dome Stic region. This is the reason why MNCs are entering into other domestic

markets. Cutthroat competition among firms create problem for the weak ones to survive. To deal with

such situation critical situation companies are required to measure their status in the market.

Previously the seller was the ruler as oligopoly market was continuing. In the modern context, with the

increase in the number of sellers, customers are the sole regular of the market. To widen the coverage

of market it is essential the image of the product in the minds of the customers.

In the present day, stiff competition is experienced in every field of marketing. This competition is

 becoming more aggressive in the modern field of business. It is not an easy task to become the market

leader. However the better an organization understand the attitude, percept jon , needs and wants of the

customer; the higher is the chance of becoming a leaders.

HISTORY OF TELECOM

The history of telecommunication  began with the use of   smoke signals and drums in Africa,  the

Americas and parts of Asia.  In the 1790s, the first fixed semaphore systems emerged in Europe; 

however it was not until the 1830s that electrical telecommunication systems started to appear. This

article details the history of telecommunication and the individuals who helped make

telecommunication systems what they are today. The history of telecommunication is an important

 part of the larger  history of communication. 

Early telecommunications included smoke signals and drums. Drums were used by natives in Africa, 

 New Guinea and  South America, and smoke signals in  North America and China. Contrary to whatone might think, these systems were often used to do more than merely announce the presence of a

camp.[1][2] 

In 1792, a French engineer, Claude Chappe  built the first visual telegraphy (or semaphore)  system

 between Lille and Paris. This was followed by a line from Strasbourg to Paris.  In 1794, a Swedish

engineer,  Abraham Edelcrantz  built a quite different system from Stockholm to Drottningholm.  As

opposed to Chappe's system which involved pulleys rotating beams of wood, Edelcrantz's system

relied only upon shutters and was therefore faster .[3] However semaphore as a communication system

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suffered from the need for skilled operators and expensive towers often at intervals of only ten to thirty

kilometres (six to nineteen miles). As a result, the last commercial line was abandoned in 1880.[4]

 

Telegraph and telephone

 Main articles:  Electrical telegraph,  Transatlantic telegraph cable,  Invention of the telephone,  and

 History of the telephone

Stock  telegraph ticker machine by Thomas Edison

A very early experiment in electrical telegraphy was an 'electrochemical' telegraph created by the

German  physician, anatomist and inventor Samuel Thomas von Sömmering in 1809, based on an

earlier, less robust design of 1804 by Catalan  polymath and scientist Francisco Salvá i Campillo.[5] 

Both their designs employed multiple wires (up to 35) in order to visually represent almost all Latin

letters and numerals. Thus, messages could be conveyed electrically up to a few kilometers (in von

Sömmering's design), with each of the telegraph receiver's wires immersed in a separate glass tube of

acid. An electrical current was sequentially applied by the sender through the various wires

representing each digit of a message; at the recipient's end the currents electrolysed the acid in the

tubes in sequence, releasing streams of hydrogen bubbles next to each associated letter or numeral.

The telegraph receiver's operator would visually observe the bubbles and could then record the

transmitted message, albeit at a very low baud rate.[5] The principal disadvantage to the system was its

 prohibitive cost, due to having to manufacture and string-up the multiple wire circuits it employed, as

opposed to the single wire (with ground return) used by later telegraphs.

The first commercial electrical telegraph was constructed in England by Sir   Charles Wheatstone and

Sir William Fothergill Cooke.  It used the deflection of needles to represent messages and started

operating over twenty-one kilometres (thirteen miles) of the Great Western Railway on 9 April 1839.

Both Wheatstone and Cooke viewed their device as "an improvement to the [existing] electromagnetic

telegraph" not as a new device.

On the other side of the Atlantic Ocean,  Samuel Morse independently developed a version of the

electrical telegraph that he unsuccessfully demonstrated on 2 September 1837. Soon after he was

 joined by  Alfred Vail who developed the register  —   a telegraph terminal that integrated a logging

device for recording messages to paper tape. This was demonstrated successfully over three miles (five

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kilometres) on 6 January 1838 and eventually over forty miles (sixty-four kilometres) between

Washington, DC and Baltimore on 24 May 1844. The patented invention proved lucrative and by 1851

telegraph lines in the United States spanned over 20,000 miles (32,000 kilometres).[6]

 

The first successful transatlantic telegraph cable was completed on 27 July 1866, allowing transatlantic

telecommunication for the first time. Earlier transatlantic cables installed in 1857 and 1858 only

operated for a few days or weeks before they failed.[7]

  The international use of the telegraph has

sometimes been dubbed the "Victorian Internet".[8]

 

The conventional telephone was invented by Alexander Graham Bell in 1876, based on his earlier

work with harmonic (multi-signal) telegraphs. The first commercial telephone services were set up in

1878 and 1879 on both sides of the Atlantic in the cities of  New Haven and London.  Bell held the

master patent for the telephone that was needed for such services in both countries. The technology

grew quickly from this point, with inter-city lines being built and telephone exchanges in every major

city of the United States by the mid-1880s.[9][10][11]

  Despite this, transatlantic voice communication

remained impossible for customers until January 7, 1927 when a connection was established using

radio. However no cable connection existed until TAT-1 was inaugurated on September 25, 1956

 providing 36 telephone circuits.[12]

 

In 1880, Bell and co-inventor  Charles Sumner Tainter conducted the world's first wireless telephone

call via modulated lightbeams projected by photophones. The scientific principles of their invention

would not be utilized for several decades, when they were first deployed in military and fiber-optic

communications. 

Radio and television

Main articles:  H istory of radio and  H istory of television

In 1832, James Lindsay gave a classroom demonstration of wireless telegraphy to his students. By

1854, he was able to demonstrate a transmission across the Firth of Tay from Dundee to Woodhaven, a

distance of two miles (3 km), using water as the transmission medium.[13]

 

Addressing the Franklin Institute in 1893,  Nikola Tesla described and demonstrated in detail the

 principles of wireless telegraphy. The apparatus that he used contained all the elements that were

incorporated into radio systems before the development of the vacuum tube. However it was not until

1900 that Reginald Fessenden was able to wirelessly transmit a human voice. In December 1901,

Guglielmo Marconi established wireless communication between Britain and Newfoundland, earning

him the Nobel Prize in physics in 1909 (which he shared with Karl Braun).[14]

 

On March 25, 1925, Scottish inventor   John Logie Baird  publicly demonstrated the transmission of

moving silhouette pictures at the London department store Selfridges.  In October 1925, Baird was

successful in obtaining moving pictures with halftone shades, which were by most accounts the first

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true television pictures.[15] This led to a public demonstration of the improved device on 26 January

1926 again at Selfridges. Baird's first devices relied upon the Nipkow disk and thus became known as

the mechanical television.  It formed the basis of semi-experimental broadcasts done by the British

Broadcasting Corporation beginning September 30, 1929.

However for most of the twentieth century televisions depended upon the cathode ray tube invented by

Karl Braun. The first version of such a television to show promise was produced by Philo Farnsworth

and crude silhouette images were demonstrated to his family on September 7, 1927. Farnsworth's

device would compete with the concurrent work of Kalman Tihanyi and Vladimir Zworykin. 

Zworykin's camera, based on Tihanyi's Radioskop, which later would be known as the Iconoscope,

had the backing of the influential Radio Corporation of America (RCA). In the United States, court

action between Farnsworth and RCA would resolve in Farnsworth's favour .[16]

  John Logie Baird

switched from mechanical television and became a pioneer of colour television using cathode-raytubes.

[15] 

After mid-century the spread of coaxial cable and microwave radio relay allowed television networks

to spread across even large countries.

Computer networks and the Internet

 Main articles: Computer Networking -History and  History of the Internet  

On September 11, 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.[17]

 This configuration of a centralized computer or  mainframe with remote dumb terminals

remained popular throughout the 1950s. However it was not until the 1960s that researchers started to

investigate packet switching  —  a technology that would allow chunks of data to be sent to different

computers without first passing through a centralized mainframe. A four-node network emerged on

December 5, 1969 between the University of California, Los Angeles, the Stanford Research Institute, 

the University of Utah and the University of California, Santa Barbara. This network would become

ARPANET, which by 1981 would consist of 213 nodes.[18]

  In June 1973, the first non-US node was

added to the network belonging to Norway's NORSAR project. This was shortly followed by a node in

London.[19]

 

ARPANET's development centred around the Request for Comment  process and on April 7, 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 protocols the Internet relies upon today were

specified through this process. In September 1981, RFC 791 introduced the Internet Protocol v4 (IPv4)

and RFC 793 introduced the Transmission Control Protocol (TCP)  —   thus creating the TCP/IP

 protocol that much of the Internet relies upon today. A more relaxed transport protocol that, unlikeTCP, did not guarantee the orderly delivery of packets called the User Datagram Protocol (UDP) was

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submitted on 28 August 1980 as RFC 768. An e-mail protocol, SMTP, was introduced in August 1982

 by RFC 821 and http://1.0 a protocol that would make the hyperlinked Internet possible was

introduced on May 1996 by RFC 1945. 

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 Söderblom on October 29, 1974.[20]

  And a paper on the

Ethernet  protocol was published by Robert Metcalfe and David Boggs in the July 1976 issue of

Communications of the ACM .[21] 

Internet access became widespread late in the century, using the old telephone and television networks.

The ability of human being to be things and communication has compelled him to realize the need to

communicate. His tryst to earn more and more knowledge and a better life kept him restless inspite of

 basic requirements. Surely from communication to telecommunication, man has covered a long life.

On may 24, 1844, America artist and inventor Samuel morse sat at a desk in the Supreme Court

Chamber of the V.S capital building. in Washington D.C. and sent his famous telegraph message

"what hath god wrought" to a receiver 37 miles away in Baltimore. Morse had spent 12 years and

every penny he owed to develop the telegraph.

Fortunately for Morse his telegraph was just what the young united state peoples needed. America was

expanding to the west and Morse telegraph followed the train tracks westward. By 1851 there were

hundreds of telegraph offices the country most of them located at rail road stations.

The Telegraph seems in credibly simple by today's standers, but it provided a much needed link

 between the established business world on the eastern V.S and the sprawling frontiers of the west. In

one of those pleasant coincidences of history it was just right thing at the right time.

Alexander graham Bell filed his papers for the telephone with the V.S patent office on feb.14,1876.0n

the same day inventor Elisha Grey field a patent for a similar device but bell arrived at the patent

office a few hours a before of him.

The patent issued to bell, U.S patent No. 174,465, is likely the most valuable patent ever issued. Bell

and his backers immediately turned there attention from deploying the telephone its self to perfecting

and selling there invention.

Because of the patent, Bells Company after legal battles with competitors Western Bell had a

monopoly of a telephone business in the U.S 100 years later; Bells Company (later called AT & T)

was the largest company in the world.

• 1851 First operational land lines were laid by the government near

Calcutta (seat of British power)

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• 1881 Telephone service introduced in India 

• 1883 Merger with the postal system 

• 1923 Formation of Indian Radio Telegraph Company (IRT) 

• 1932 Merger of ETC and IRT into the Indian Radio and Cable

Communication Company (IRCC)

• 1947 Nationalization of all foreign telecommunication companies to

form the Posts, Telephone and Telegraph (PTT), a monopoly run by the

government's Ministry of Communications

• 1985 Department of Telecommunications (DOT) established, an exclusive

 provider of domestic and long-distance service that would be its own regulator

(separate from the postal system)

• 1986 Conversion of DOT into two wholly government-owned companies: the Videsh Sanchar

 Nigam Limited (VSNL) for international telecommunications and Mahanagar Telephone Nigam

Limited (MTNL) for service in metropolitan areas.1997Telecom Regulatory Authority of India

created.

• 1999 Cellular Services are launched in India, New National Telecom

Policy is adopted.

• 2000 DoT becomes a corporation, BSNL 

The history of telephone in India follows some key land marks:-

TELECOM HISTORY INDIA

The telecom industry is one of the fastest growing industries in India. India has nearly 200 million

telephone lines making it the third largest network in the world after China and USA. With a growth

rate of 45%, Indian telecom industry has the highest growth rate in the world.

History of Indian Telecommunications started in 1851 when the first operational land lines were laid

 by the government near Calcutta (seat of British power). Telephone services were introduced in India

in 1881. In 1883 telephone services were merged with the postal system. Indian Radio Telegraph

Company (IRT) was formed in 1923. After independence in 1947, all the foreign telecommunication

companies were nationalized to form the Posts, Telephone and Telegraph (PTT), a monopoly run by

the government's Ministry of Communications. Telecom sector was considered as a strategic service

and the government considered it best to bring under state's control.

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The telecom sector is also afflicted by a number of restraints. These include:

Sluggish pace of reform process.

Lack of infrastructure in semi-rural and rural areas, which makes it difficult to make inroads into this

market segment as service providers have to incur a huge initial fixed cost.

Limited spectrum availability.

But notwithstanding these constraints, telecom sector has undergone a revolution in the past decade

and has played a major part in bridging the rural-urban divide.

Telephone lines introduced in Calcutta.

Creation of post, telephone and telegraph (PTT) monopoly run by the government.

Creation of BSNL&MTNL.

Passage of key deregulation legislation the new telecom policy in 1999.

Telecommunication is an essential part of the world we live in. It propels our modern economies by

making business more efficient and promotes mobility of people who can stay in touch with their love

ones from far away.

But not everyone has access to the power of these networks. In fact, there are millions of people who

have never used a telephone or mobile phones. This course is designed to relay the story of the

evolution of the networking as well as to reveal what is on the next horizon as telecommunication

moves into this new century.

India is the 12 largest telecom market in the world and the 5th largest telecom in Asia. It is estimated

that the telecom sector in India will grow at 15-20% in the coming years. Telecommunication is now

universally recognized as one of the prime movers of the modern economy: hence it is of vital

importance to any country, especially a developed country like India.

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CHAPTER-II

  OBJECTIVE OF STUDY

  SCOPE OF STUDY

  METHODOLOGY

  LIMITATION

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OBECTIVE OF THE STUDY

Before doing any survey it is very much essential to define the objective for which the project work is

to be done. Without any objective, there is no value addition to whatever is done in a project. This

study aims towards evaluation of awareness for mobile phones in the mind of customers, how the

customers and the users perceive about the brand of NOKIA and that of the other companies operating

on the same product line.

The objectives of this project are as follows:

To find out the market segmentation for the brand in TALCHER and its respective market share.

To find out the major competitors of NOKIA in CUTT ACK

To measure the most competitors factors for a consumers while making a preference on a pat1icular

 brand of NOKIA Mobile

To access the competitor's markets share in comparison to NOKIA

To find the relative strength of the brand as compared to competing brands

To measure consumer's perception & feed back about Nokia cell

To judge the advantage of the retail revolution the brand can avail in the situation of changing buyers

 behaviors

To measure the shift in the taste & choice of c6nsumers towards more convenient and economic

 packaging

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SCOPE OF THE STUDY OF NOKIA MOBILE

The scope of the present study reflects the possibility of market segmentation of NOKIA cell brands

and simultaneously tries to maximize the individual for different variety.

  Scope of this is to get a true understanding of the current position of the respective brand

thereby helping the company to redesign its strategies.

  Brand positioning in the defined market segment established the position of the selective brand

of NOKIA in Cuttack.

  It is again to modify the market as to cash in the opportunity of the diverting the consumption

of the competitors.

  The scope is further to include efforts relating to effecting psychological and product

 positioning.

  The study gives an impetus to analytical examine the change put forward by the current

change in the retail sector.

  Scope of the study includes an insight into the growth in disposable income of the middle class

Indian consumers.

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METHODOLOGY

MODE OF DATA COLLECTION:-

Primary data are collected from various sources like dealers, sub- dealers. It is collected from random

sampling through structured questionnaires. Areas of sampling were Cuttack and sample size is 40.

The data is collected through direct interaction and face to face interview. t the same time an

observation has been made to study the psychology, attitude of the respondents towards the product.

The environment is also scanned to build of the appropriate strategy.

A)QUESTIONNAIRE

B)SAMPLING.

QUESTIONNAIRE: when information is to be collected by asking question to the people who may

have derived data, a standardized form is used which is called questionnaire.

It is basically of two types:

a)Open-end questionnaire

 b)Close-end questionnaire

OPEN-END QUESTIONNAIRE:- These types of questions allow the respondents to answer in their

words.

CLOSE-END QUESTIONNAIRE:-  these type of questions includes all possible answer and therespondents can identify the problem.

SAMPLING:- In general a sample represents a group of population. Sampling is a cross section of a

unit, which represents the whole universe. Sampling design is very essential in order to save money

 pnd time. Sampling design is a definite plan determined before any data are actually collected for

obtaining a sample for a given population. For this project simple random sampling technique has been

followed.

Two sets of questionnaires were served in field survey. One to the Customer's and the other to retailer

the sample includes lower, middle and higher group. The retailer sample consists of 30 from different

area of TALCHER with monthly turnover ranging from Rs.15, 000 to Rs.1, 50,000 and above.

SAMPLE RANDOM SAMPLING:

It is also known as chance sample where each and every item and the population has an equal of

inclusion in the sample.

MODE OF SECONDARY DATA COLLECTION

All the secondary data are collected and edited from the literature. The company for a thorough

analysis has supplied these literatures. These include literatures related to the products details of the

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company profile profit & Loss statements audited balance sheet and taxatition policy and product wise

 breakup sales reports f last few years.

DATA ANAL YSIS:- Data analysis and interpretation is perhaps the most important part of this

 project work. It provides with meaningful and necessary information required for this project. A

scientific and systematic method of data analysis enables the presenter to draw conclusions. A simple

and higher stastical analytical approach has been followed for analysing the data collected from

various sources.

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LIMITATION

AS a student of management it is very much essential on my part to gain some practical knowledge

about the current market situation. This survey helped me in sharpening my practical knowledge about

the existing market position of the various brand of NOKIA Cell. However this study has a celiain

limitation which can be attributed to various factors. Some of the limitation is as follows:

  Time constant is insufficient to collect all the data to complete the project. The topic itself is

quite extensive. It needs comparative analysis and study, which is quite impossible within this limited

 period.

  Some confidential information are not allowed to be analyzed which might have more

relevance from the study angle.

  Some customers are not alternative when they will fill up the questionnaires.

  The major limitation is that the retailers as well as some people were hesitant to provide

certain information.

The other limitation in this survey is the time factor. As it is not possible to cover a large number of

 people because of the constraints of time, the method adopted was to have sample study. However, due

care has been taken to cover almost all the parts of the town and to cover customers belonging to

different income group. This method helped me to arrive at reasonable logical conclusions.

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CHAPTER –

 III

COMPANY-PROFILE

  EVERVIEW OF NOKIA

  HISTORICAL BACKGROUND

  AWARDS RECEIVED

  DISTRIBUTION NETWORK

  PRODUCT PROFILE

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AN EYEVIEW OF NOKIA

Nokia Corporation is a Finnish multinational communications corporation, focused on wired and

wireless telecommunications, with 112,262 employees in 120 countries, sales in more than 150

countries and global annual revenue of 51.058 billion euros as of 2007. It is the world's largest

manufacturer of mobile telephones: its global device market share was about 40% in Q4 of 2007.

 Nokia produces mobile phones for every major market segment and protocol, including GSM, CDMA,

and W-CDMA (UMTS). Nokia's subsidiary Nokia Siemens Networks produces telecommunications

network equipments, solutions and services.

 Nokia's corporate headquarters are located in Espoo, a city neighboring Finland's capital Helsinki. Ithas sites for research and development, manufacturing and sales in many continents throughout the

world. Nokia employed 21,453 people in R&D in 2006. Nokia Research Center, founded in 1986, is

 Nokia's industrial research unit of about 800 researchers, engineers and scientists. It has sites in seven

countries: Finland, Denmark, Germany, China, Japan, United Kingdom and United States. Production

facilities are located at Espoo, Qulu and Salo, Finland; Manaus, Brazil; Beijing, Dongguan and

Suzhou, China; Fleet, England; Bochum (closing planned for mid-2008), Germany; Komarom,

Hungary; Chennai, India; Reynosa, Mexico; Cluj-Napoca, Romania and Masan, South Korea. Nokia's

Design Department remains in Salo, Finland.

 Nokia plays a very large role in the economy of Finland: it is by far the largest Finnish company,

accounting for about a third of the market capitalization of the Helsinki Stock Exchange (OMX

Helsinki) as of 2007; a unique situation for an industrialized country. It is an important employer in

Finland and several small companies have grown into large ones as Nokia's subcontractors. Nokia

increased Finland's GDP by more than 1.5% in 1999 alone. In 2004 Nokia's share of the Finland's

GDP was 3.5% and accounted for almost a quarter of Finland's exports in 2003. In 2006, Nokia

generated revenue that for the first time exceeded the state budget of Finland.

Finns have ranked Nokia many times as the best Finnish brand and employer. Nokia is listed as the 5th

most valuable global brand in Business Week's Best Global Brands list of 2007 (1 st non-US

company), the 20th most admirable company worldwide in Fortune's World's Most Admired

Companies list of 2007 (1 st in network communications, 4th non-US company), and is the world's

119th largest company in Fortune Global 500 list of2007, up from 131 of the previous year.

At Nokia we feel that sound environmental and social principles are an important part of sustaining a

successful and responsible business. We work hard to anticipate risk, demonstrate company values,

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enhance the governance practices, increase employee satisfaction, and look after the environment and

communities where we do business. We expect the companies in the supplier network to take a similar

ethical business approach and to demonstrate progress and achievements in these areas as well as in

educating and overseeing the practices of their own suppliers.

The principles that underline the approach are:

 Integrating sustainable practices into the business  - The aim is to ensure that

environmental, ethical, and health and safety issues, as well as labor practices, are not

separate add-on features. They are embedded within all the sthecing processes, including

supplier selection and relationship development. We expect those companies in the supplier

network to take a similar approach.

 Close co-operation  - One of the core development principles is to work closely with

customers and suppliers. It allows end-to-end efficiency and speed –  key success factors for

the entire supply chain. In addition to customers and suppliers, we also engage with other

stakeholders such as non-governmental organisations, governmental organisations and

industry associations to look at supply chain issues from an industry perspective.

 Continuous improvement - We continually strive to improve the way of working as we learn

how to be more effective and efficient. As a result, the requirements, tools, methods and

 processes described in these pages will develop over time.

TRAINING & BUILDING CAPABILITY

Building capabilities within the own organization and the suppliers' is important for sustainable

improvements 

We help suppliers improve their management of corporate responsibility (CR) issues by meeting with

them and providing training, sharing examples of best practice from Nokia’s own operations or from

other case studies. We help suppliers develop their own internal CR organization and embed CR

within their business starting with a commitment from the top. We also work with Tier One suppliers

to help them manage their own supply chains.

It is becoming increasingly apparent that training and capacity building amongst companies in the

supply chain are important for driving sustainable improvements to support monitoring programs.

Therefore, as part of the Global e-Sustainability Initiative (GeSI) Supply Chain Working Group

(SCWG), we actively participate in the Learning & Capability Building sub work group.

See Industry Collaboration for more information about the work with GeSI.

Internal training

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Before the suppliers can be expected to meet the requirements, it is first important that own sthecing

 personnel are familiar with the requirements and commitments so that they can support

implementation and ensure consistent messaging.

Internal training is provided to new sthecing personnel and existing personnel receive training and

information sessions on new requirements.

For information on conducted internal training sessions see Progress and targets

Supplier training 

Supplier training helps:

  New suppliers to understand the expectations (e.g. NSR, Environmental Requirements for

 Nokia products)

 Existing suppliers to understand and implement new requirements (e.g. new material

restrictions, updates to NSR), and

 Existing suppliers to build competences to meet existing requirements (e.g. address non-

conformances from on-site assessments).

The trainings focus on the  Nokia Supplier Requirements,  labor conditions, health and safety in the

work place, design for the environment, and substance management. For the latest information on

supplier training sessions see Progress and targets. 

Supplier cooperation & development programs

In order for any company to systematically drive social and environmental improvements, it is

necessary to have both management support and an effective management system in place. One of the

ways in which we help to build sup pliers’ Social and Environmental Responsibility (SER) capabilities,

is to work with them to develop their own internal Corporate Responsibility (CR) organization and

embed CR within their business starting with a commitment from the top. We do this by meeting on a

regular basis, helping to get management support and sharing examples of best practice from Nokia’s

own operations or from other case studies.

In 2007 we initiated a cross-commodity development program with Foxconn (See A supplier’s view),

a global contract manufacturer and component supplier based in Taiwan. We helped the company set

up a corporate CR structure connected to business units, and to define a corporate CR commitment.

 Nokia has been working with Foxconn for a number of years, meeting regularly to share best practice.

Since 2007 we have expanded this work and for the latest information please refer to Progress and

targets. Although the suppliers are at different levels in their CR jtheney and organized in different

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ways, the objectives have been similar; to ensure they commit to and implement effective CR

 programs, targets, monitoring practices and reporting.

A Supplier's view

"In 2007, Foxconn was advised by the customer to adopt industry best practice and set up an internal

Global Social and Environmental Committee. That advice has helped us plan and manage social and

environmental issues in a systematic, responsive and effective manner similar to the business value

 propositions we deliver to customers with the products and services.

The Committee holds regular meetings to bring in new improvement agendas. For example, new

initiatives in 2007 included energy efficiency, air quality control and power saving. Through the

guidance of the customer and the internal organizational change, Foxconn has made progress in socialand environmental responsibility, developing a Code of Conduct in 2007, improving employee

 benefits, and ensuring cleaner, safer and more enjoyable working conditions. We have renovated

existing buildings and set up new facilities offering employees after-work activities focused on

entertainment, learning and health.

Foxconn embarked on its jtheney of corporate social and environmental responsibility (SER) in 2004,

 but without Nokia’s help this ‘quantum leap’ and significant progress wouldn’t have been possible.

This is genuinely a realization of supply chain collaboration and partnered actions."

Executive Director of Foxconn Global Social & Environmental Responsibility Committee 

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HISTORICAL BACKGROUND

The first Nokia century began with Fredrik Idestam's paper mill on the banks of the Nokianvirta River.

Between 1865 and 1967, the company would become a major industrial force; but it took a merger

with a cable company and a rubber firm to set the new Nokia Corporation on the path to electronics ...

1865: The birth of Nokia

Fredrik Idestam establishes a paper mill at the Tammerkoski Rapids in southwestern Finland, where

the Nokia story begins.

1898: Finnish Rubber Works founded

Arvid Wickstrom founds Finnish Rubber Works, which will later become Nokia's rubber business

Nokia India Background

 Nokia has played a pioneering role in the growth of cellular technology in India, starting with the first-

ever cellular call a decade ago, made on a Nokia mobile phone over a Nokia-deployed network.

 Nokia started its India operations in 1995, and presently operates out of offices in New Delhi,

Mumbai, Kolkata, Bangalore, Hyderabad and Ahmedabad. The Indian operations comprises of the

company's handsets and network infrastructure businesses, R&D facilities in Bangalore, Hyderabad

and Mumbai and manufacturing plant in Chennai. The handset business is supported by a team of

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 professionals across 3 business groups namely Mobile Phones, Multimedia and Enterprise solutions.

The company has grown manifold over the years with its manpower strength increasing from 450

 people in the year 2004 to close to 6000 people currently.

Mobile Phones

 Nokia has established itself as the market and brand leader in the mobile devices market in India. The

company has built a diverse product portfolio to meet the needs of different consumer segments,

ranging from entry level phones for first time subscribers to advanced business devices and high

 performance multimedia devices for imaging, music and gaming.

India is a very important country for Nokia and is amongst the top three markets for it globally. Nokia

has been working closely with operators in India to increase geographical coverage and lower the total

cost of ownership for consumers. The company has also launched seven Nokia 'Concept stores' in

Bangalore, Delhi, Jaipur, Hyderabad, Chandigarh, Ludhiana and Chennai to provide customers a

complete experiential mobile experience.

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Some fi rsts for Nokia in I ndia:

1995 - First mobile phone call made in India on a Nokia phone on a Nokia network

1998 - Saare Jahaan Se Acchha, first Indian ringtone in a Nokia 5110 2000 - First phone with Hindi

menu (Nokia 3210)

2002 - First Camera phone (Nokia 7650)

2003 - First Made for India phone, Nokia 1100

2004 - Saral Mobile Sandesh, Hindi SMS on a wide range of Nokia phones 2004 - First Wi-fi Phone-

 Nokia Communicator (N9500)

2005 - Local VI in additional local language

2006 - Nokia manufacturing plant in Chennai

2007 - First vernacular news portal

I nf rastructure business

In the infrastructure business, Nokia Networks (now called Nokia Siemens Network) has made

significant progress in realizing business opportunities and increasing its market share in India. Nokia

 Networks is now a key supplier to all the top five GSM operators including Bhmii, BSNL, Hutchison,

IDEA and BPL.

 Nokia has also set-up it's Global Networks Solutions Center in Chennai, India. The Solutions Center

 performs network operation tasks for selected operator customers in the Asia Pacific region as well as

Europe, the Middle East and Africa.

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R & D centers

 Nokia has three Research & Development centers in India, based in Hyderabad, Bangalore and

Mumbai. These R&D hubs are staffed by engineers who are working on next-generation packet-

switched mobile technologies and communications solutions to enhance corporate productivity.

Manufacturing in I ndia

 Nokia has set up its 10th manufacturing facility in Chennai, India to meet the burgeoning demand for

mobile devices in the country. The manufacturing facility is operational with an investment of USD

150 million announced in March 2006 and currently employs over 4100 people.

Products and services

 Nokia has been studying environmental aspects of design for more than a decade and we are working

to continuously improve the sustainability of all our products and services. Rather than introducing

one-off "green" devices, we see this as a staircase of innovations that are then gradually rolled out

across our entire product range, making it easier for people to live sustainable lifestyles.

See devices and services in the environment section for examples and more information.

Product safety and security

All Nokia products are designed and manufactured to be safe for users. We operate safety and security

checks and assessments to achieve this. All Nokia products have been designed to meet relevant safety

guidelines for electromagnetic field emissions, such as those recommended by the International

Commission on Non-Ionizing Radiation Protection (ICNIRP).

See handsets and health for more information.

 Nokia has in place preventive product safety procedures and corrective processes for any product

safety issues. We investigate alleged claims of product malfunction and alleged claims related to injury

or damage caused by product use. We normally respond directly to the consumer concerned or, where

a larger number of products are involved, to the general public.

Mobile internet use can expose users to some of the security risks associated with malicious software

(known as malware) on personal computers. Nokia's security implementation is targeted to protect

end-user devices from any malicious attack coming outside by maintaining full control for end-user

decision.

We take all security issues seriously and are developing security controls and preventive measures to

counteract threats. We warn users to protect their mobile device against harmful applications by

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exercising caution when accepting applications sent via Bluetooth or opening MMS attachments as

they may include software harmful to their phones or PCs.

Responsible product and service use

 Nokia provides access to a growing range of services and connections through Ovi by Nokia

(www.ovi.com). Our vision is that combining the internet and mobility will let people access content,

communities and contacts from a single place, either directly via a Nokia device or a computer.

These services will allow people to use mobile phones in valuable new ways but some content and

services may be considered inappropriate by some users and may raise concerns regarding their

 privacy. We believe the decision about suitability is a very personal one and varies widely within and

 between countries. It is important that users (and parents) are aware of the risks they (or their children)

are exposed to and how they can respond to those risks - for example, using access controls and

content filters.

Privacy 

Respect for privacy is part of our commitment to observing high standards of integrity and ethical

conduct in all our operations. We aim to adhere to strict privacy standards when we store or process

 personal data, and when we develop new products and services.

User privacy has become more important for Nokia as we have developed new services to take

advantage of the convergence of internet and mobile technologies. Our goal is to develop services

users want in ways that ensure their privacy, that minimise the amount of sensitive information that is

handled, and when sensitive information is shared, to treat it appropriately.

Personal data

We aim to store and process personal data (including photographs and voice recordings) in ways

which protect people's private lives by:

  Informing users about privacy and data issues and the choices open to them

  Getting the consent of the data subject in advance

  Collecting and keeping only relevant data

  Ensuring appropriate security of files

  Taking special care when transferring data to third parties or across borders

  Respecting the right to opt out of having personal data used in marketing communications

  Where applicable, complying with the legal requirements of some countries for individual

consent to the use of personal data in unsolicited communications

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Obsolescence 

The rapid development of technology means that users often want to replace their phone long before it

is technically obsolete. Nokia's development of software updates can help extend product lifespan.

Users can update their phone's operating system (sometimes known as firmware) over the air or

through a personal computer. This often provides extra or improved functions and enhanced

 performance.

When people do replace their phones, we make them as easy as possible to recycle.

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Recent Achievements for Nokia I ndia

  Ranked the 4th in the Most Trusted Brand Survey by Brand Equity 2007.

  Ranked the Nol. MNC in India by Business World, India's leading business weekly -

2007.

  Ranked No.1 in the Durables segment for the 2nd

 consecutive year by Business World

in its annual survey on Most Respected Companies in India - 2006.

  Ranked Asia's most trusted brand in 2006 by the Media-Synovate survey. The survey

was aimed at gauging Asia's top 1000 brands across 15 product and service categories.

   Nokia India has been ranked as the overall No.1 telecommunications equipment

vendor (including wireless infrastructure) in the country by Voice & Data for four

consecutive years -2007, 2006, 2005 and 2004.

   Nokia was named the 'Brand of the Year' at the Confederation of Indian Industry (CII)

Brand Summit held in Chennai on 16 and 17th February, 2005.

   Nokia India won the Golden Peacock Award 2004 for the Nokia 1100, which was

selected as the most innovative product in the telecom segment

  In October 2004 and more recently in 2006, Nokia India was recognized as the Most

Respected Company in the Indian Consumer Durables Sector in an annual survey

conducted by Business World, India's leading business magazine

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CHAPTER  – IV

THEORITICAL CONCEPT

(MARKETING MIX)

 PRODUCT

 PRICE

 PLACE

 PROMOTION

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MARKETING MIX

One of the major objectives of any organization is to become a market leader. This is

not apply to companies, but even to non-profit making organization like educational

institute, hospital, management institute etc. To be able to achieve this objective, it is

important that these organizations be able to assemble their marketing offer, called

marketing mix, in way that it gives them a competitive edge.

MARKETING MIX:-The concept of marketing mix is a set of marketing tools that

the firms uses to pursue is marketing objective in the target market. According to

McCarthy marketing mix is combination of four Ps:-

  PRODUCT

  PRICE

  PLACE

  PROMOTION

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PRODUCT

A Product is any thing that can be offered to a market to satisfy a want or need.

According to Phillip Kotler "A Product is bundle of physical services and symbolic

 particulars expected to yield satisfaction or benefits to the buyer"

Products that are marketed include physical goods services, persons, places, Organizations,

and ideas.

FIVE LABLE OF PRODUCT:-The  new competition is not between what companies

 produce in their factories, but between what they add to their factory output in the form of

 packaging, services, advertising, customer advice, financing, delivery arrangements,

warehouse and other things that people value.

There is five label of product. They are:-

Core benefit

Basic benefit

Expected product

Augmented product

Potential product

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CLASSIFICATION OF PRODUCT

PRODUCT

On the basis of

tangible

On the basis of user

status

On the basis of

extent of durability

Tangible

Products

Intangible

Product

Non-durable ProducDurable Products

Consumers productIndustrial Products

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Product Line

The product line is a group of product is closely related because they perform a similar

function, are sold to the same customer groups, are marketed through the same channels, or

fall within given price range. Example Nokia mobile:-

30 Series 10 Series

 Nokia 3100  Nokia 1006

 Nokia 3105  Nokia 1100

 Nokia 3108  Nokia 1101

 Nokia 3109

classic Nokia 1108

 Nokia 3110  Nokia 1110

 Nokia 3110

classic Nokia 1110i

 Nokia 3120  Nokia 1112

 Nokia 3125  Nokia 1200

 Nokia 3120

classic Nokia 1202

 Nokia 3128  Nokia 1203

 Nokia 3152  Nokia 1208

 Nokia 3155  Nokia 1209

 Nokia 3200  Nokia 1220

 Nokia 3205  Nokia 1221

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 Nokia 3208

classic Nokia 1260

 Nokia 3210  Nokia 1261

 Nokia 3220  Nokia 1280

Nokia 3230   Nokia 1600

Nokia 3250   Nokia 1610

 Nokia 3280  Nokia 1611

 Nokia 3285  Nokia 1616

 Nokia 3300  Nokia 1620

 Nokia 3310  Nokia 1630

 Nokia 3315  Nokia 1631

 Nokia 3320  Nokia 1650

 Nokia 3330  Nokia 1661

 Nokia 3350  Nokia 1662

 Nokia 3360 Nokia 1680

classic

 Nokia 3390  Nokia 1800

 Nokia 3395

 Nokia 3410

 Nokia 3500

classic

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 Nokia 3610

Nokia 3620 

Nokia 3650 

Nokia 3660 

 Nokia 3810

30 Series (set no.) 40 series (set no.) 60 series (set no.)

1200 2626 5320

1208 2600 5700

1209 2630 6110

1650 2760 6220

2310 3110 N72

3120 N735220 N76

5300 N81

5310 N82

5610 N91

6070 N92

6080 N93

6085 N95

E50

E60

E61

E62

E65 :

E70

PRICE

TO manufacture, price represents the quantity of money (or goods and services in a barter

system) received by the firm or seller for its products. To a customer, it represents a monetary

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sacrifice; hence his perception of the value of the product.

Price is a important tool of marketing mix who's generate revenue and other expand the

money.

OBJECTIVE OF PRICING:- There are many objective of pricing. They are

Maximize the current profits and return on

investment

Exploit competitive position

Survival in a completive market

Balance price over product line

1) MAXIMIZE CURRENT PROFITS AND RETURN ON INVESTMENST: Many firms

set a price in order to maximize their current profits and returns on investments. They estimate

the current demand and costs associated with different alternative prices and then select the

 price that ensure maximum current price, returns on investment, or cash flow. This objective

 presupposes the firm's knowledge of cost and demand function. in reality it mat be difficult to

 precisely estimate the demand function or even the cost functions. Besides this objective does

not consider the influence of other marketing mix variable on the customers demand.

2) Exploit competitive position:  - Another pricing objective is to exploit the firm's

competitive position in the market place. This presupposes that the firm is a leader in the

market. This leadership may arise from the customer perception of its product quality or

technology .being the leader a firm may adopt a skimming, penetrating, or geographic pricing

 policy and strategy.

3) Survival in a competitive market: - Some firms face difficulties surviving in the market

 place. This problem gets worse when the firm loses its distinctiveness and its products are in

the maturity phase when the customer has a choice from among more efficient and

contemporary substitutes. A firm caught in the web of a matured market shifting customer

references and undifferentiated offers has to have a pricing strategy that will help it to stay

afloat. These firms may resort to discounting its product or even consider running a promotion

to liquidate its stocks.

4) Balancing price over product line: - Product line pricing to maximize long term profits is

another pricing objective. The product line of a firm may have popular and low image product

items. Further there may be fast selling product items and not so fast selling items. A pricing

strategy has to consider all these different categories of products. Firms have to resort to

strategies to achive maximization of profits on their particular product line.

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Place is another key of marketing mix tool,' include various activities the company

undertaking to make the product accessible & available to target customers. Atlas must

identify, recruit and link various marketing facilitators to supply its product and services

efficiency to the target market. It must understand the various types of retailer, wholesalers

and physical distribution firms and how the make their decisions.

Main problem of a manufacture can broadly be divided into two parts, production and

distribution. After production, the next step is to sell and distributed the product safely to

satisfy the needs of the consumers.

According to American marketing Association "A channel of distribution is the structure of

intra-company units and extra-company agents and dealers, whole seller and retailer through

commodity or service marketed.

Thus, a way through which goods flows the producers to the consumers is called "Channel of

Distribution".

"A channel of distribution (route taken sometimes called Trade channel) for a product is the by

the title of the goods as they moves from the producers to the ultimate consumers or in

Industrial uses"

Marketing channel are sets of inter dependant organization involved or the process of making

a product available for the uses or consumption.

So, channel distribution is the means employed by manufacturer and seller to. get their product

to the market and on to the hand of user.

  Helpful in the price determination.

  To manage the process of distribution easily.

  Promotion activities.

  Helpful in Communication.

  Matching the demand and supply.

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Integrated Channel: - Channel in which the char-mel element participates in a co-

coordinated way

• Vertical Channel: - These are professional managed and centrally programmed network to

achieve economy and maximum market impact.

1.Administration Vertical Marketing Channel: - It coordinated of successive of production

and distribution through size and power of one of the member.

2)  Contractual Vertical Marketing Channel: - It consists of independent from at different

level of production and distribution, integration, their programmer or production and

distribution integration their programmer or a contractual basis to obtain more economy.

3)  Corporate Vertical Marketing channel:- It combines successive stage of production

and distribution under single ownership.

4)  MULTINATIONAL CHANNELS:-Itoccurs where a single firms uses two or more

marketing channels to reach one or more customers segment.

5)  HORIZONTAL CHANNELS:-In this two or more unrelated company joins together

to exploit or emerge marketing opportunity.

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PROMOTION

Promotion, the 4th  marketing-mix tool includes all the activities the company underales to

communicate and promote its products to the target marke.Atlas have to hire train and

motivate salespeople. It has to set up communication and promotion programs consisting of

advertising, sales, promotion, public relation and direct and online marketing.

PROMOTIONAL TOOlS:-Each promotional tools has its own unique characteristics and

costs. Marketers have to understand these characteristics. They are:-

  Advertising

  Sales promotion

  Personal selling

  Direct selling

  Public relation

  Publicity

Advertising: - There are many types of advertisement. They are

  Industrial advertising

  Consumer advertising .• Institutional advertising • Product advertising

Primary demand creating advertisement

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  Selective brand advertising

  Direct advertising

  In direct action advertising

  Manufacturing advertising

  Co- operative advertising

  Retail advertising

  Magazine & journals

  T.V

  Radio

  Poster

  Advertisement boards

  Electric display

  Sandwich board

  Bus, Train, Tram Advertising

  Circulars

  Business Replay Cards

  Price List

  Catalogues

  Persona I Letter

  Novelty items

  Folders

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4. MISC. ADVERTISING:-

  Counter Display

  Window display

  Fair and exhibition

  Loud Speakers

  Internet

  Show room

SALES PROMOTION: - Sales promotion collectively comprises the tools used to

 promote sales in a given territory and time. They are short-term in nature and designed to

stimulated qUick sales. While advertising creates awareness and provides to the target

consumers the rational to buy a product sales promotion induces him/her to try/buy the product.

In this sense, sales promotion are various type. They are:-

Coupons

>- Discounts

>- Free samples

>- Contests demonstrations

>- Gifts

>- Mail- in coupons

>- Catalogue

>- On- pack coupons

>- Special event

>- Annual sales

>- Festival' sales retailer

>- Special price of two

>- Multi pack

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MBA-09 SUMMER TRAINING REPORT 49

1. Price promotion: - offer price reduction on the product.

2. Contest promotion: - Promotion of the product is necessary for talking part in

contests that offer prize. E.g. "Britannia khao -'world cup jao'

3.Multiple promotions: - promotion which includes more than one promotional

offer.E.g.Rs 30 off and a multiple jar free on the purchase of a 1-litre pack of Halo shampoo.

4.Add on promotion: - promotion offers a free or an add on product (same or different)

on the purchase.E.g an 8-ml sunsilk shampoo sachet free with 75 gm pears.

5.Exchange promotion: - Price of a product is reduced in exchange of an old product.

E.g. Bring your old colure television and take home an PHILIPS TV for Rs 15,000/-

6.Combination promotion:-Two or more products are offered together at a discount

 price or some incentive is given on a combination pack.E.g.save Rs 10 /- on the combined

 purchase of a Colgate brush and toothpaste

7.Volume promotion: - Allows additional quantity of the same product free on its

 purchase. E.g. get 50 gm extra on the purchase of Tide 100gm

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MBA-09 SUMMER TRAINING REPORT 50

CHAPTER:-V

> DATA ANALYSIS & INTERPRETATION }> FINDING

> NOKIA'S QUESTION }> SUGGESTION

> CONCLUSION

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ANALYSIS DATA & INTERPRETATION

Market is a part of marketing. Marketing research is the function which links the consumer and

 public to the marketer through information. Information is used to identify and define

marketing action monitor marketing performances and improve the understanding of marketing

as a process .Hence market research in prices of collecting information on some aspects of

marketing in order to get solution to various marketing related problems.

The following are the main steps in data collection. They are:-

  Assessing the type of information required for the study

  Establishing the facts required

  Identification of the source from where the information can be available

  Selection of the appropriate information collection method

PRIMARY DATA:-

Information that has been gathered for the first time is called primary data where the

sources expected to have desired information are connected to various method to

collect the data.

In my study the primary data has been collected by means of questionnaires only the

area of the study for the survey work was restricted to only the coastal area of Orissa

i.e. only cuttack .but almost all the dealers outlets have been covered by the study.

SECONDARY DATA:-

The company manuals past records master files the various websites of the company have been used

for the secondary data study.

SAMPLEING UNIT:-

Each individual dealers and retailers were approached personally with a questionnaire sheet to get the

information.

Data was analyzed with the help of percentages, degree, diagrams, graphs and tabulation.

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MBA-09 SUMMER TRAINING REPORT 52

% Sells of Nokia mobile at my Outlet

TABLE NO.-1

Mobile No Selling % of selling

1200 17 13.49206349

1208 9 7.142857143

1209 20 15.87301587

1650 10 7.936507937

1680 4 3.174603175

2600C 10 7.936507937

2626 30 23.80952381

2630 3 2.380952381

3110 14 11.11111111

3500 3 2.380952381

5610 1 0.793650794

6233 1 0.793650794

6300 2 1.587301587

 N82 1 0.793650794

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MBA-09 SUMMER TRAINING REPORT 53

INTERPRETATION:  I worked Project Training in Maa Dula Devi Shop at Shikharpur at

Cuttack through Nokia. It was remote area. Here people want only mobile for talk only, so he

want only low price mobile. But when I reached this shop, I sold large no. of 2600c, 3110, and

few no. of 3500, 5610,6233,6300 & N82. In that area no people know about GPRS, Bluetooth,Memory SD Card, and so many. If you said that which type of benefit got after purchase, then

he bought the product or he said to another people, so he advertise your product and our

customer will increase.

1200

1208

1209

1650

1680

2600C

2626

2630

3110

3500

5610

6233

6300

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MBA-09 SUMMER TRAINING REPORT 54

MOBILE MARKET SHARE IN INDIA

Mobile phone giant Nokia’s market share in India has increased to 62.5 per cent in 2007-08

from 53.6 per cent in the previous year, according to a survey by Voice & Data.

TABLE NO. –  2

BRAND SHARE IN INDIAN

 NOKIA 62.5

SUMSANG 7.9

MOTOROLA 12.8

SONY

ERICSSON 6.8

LG 2.1

OTHER 7.9

0

10

20

30

40

50

60

70

NOKIA SUMSANG MOTOROLA SONY

ERICSSON

LG OTHER

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MBA-09 SUMMER TRAINING REPORT 55

MOBILE MARKET SHARE IN INDIA

TABLE NO. –

 3

BRAND

MARKET SHARE

IN CUTTACK

NOKIA 95.2

SUMSANG 2.4

MOTOROLA 1.4

SONY ERICSSON 0.5

LG 0.4

OTHER 1.1

NOKIA

SUMSANG

MOTOROLA

SONY ERICSSON

LG

OTHER

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MBA-09 SUMMER TRAINING REPORT 56

BRAND AWARENESS BY CUSTOMER IN CUTTACK

TOTAL NO OF CUSTOMER RESPONDED= 120

TABLE NO. –  4

BRAND CUSTOMER PERCENTAGE (%)

 NOKIA 90 75

SUMSANG 65 54.16667

MOTOROLA 37 30.83333

SONY

ERICSSON 45 54.16667

LG 30 25

PHILIPS 15 12.5

SAGEM 14 11.66667

GEE PEE 8 6.666667

OTHER 16 13.33333

0

10

20

30

40

50

60

70

80

90

100

CUSTOMER

PERCENTAGE (%)

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AGE FACTOR INFLUENCE THE BRAND IN CUTTACK

TOTAL NO OF CUSTOMER RESPONDED= 120

TABLE NO. –  5

0

20

40

60

80

100

120

NOKIA SUMSANG MOTOROLA SONY

ERICSSON

LG OTHER

15-2525-35

35-45

45-65

AGE NOKIA SUMSANG MOTOROLA

SONY

ERICSSON LG OTHER

15-25 60 79 65 72 55 30

25-35 78 78 45 60 40 20

35-45 82 64 40 47 28 14

45-65 110 30 23 21 10 6

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MBA-09 SUMMER TRAINING REPORT 58

CUSTOMER PERFERANCE TKO PRODUCT FEATURE IN CUTTACK

TOTAL NO OF RESPONDED= 50

TABLE NO. – 6

FEATURE

NO OF

RESPOND

PERCENTAGE

(%)

LOOKING

STYLE 42 84

RINGTONE 28 56

PRICE 46 92

BLUETOOTH 28 56

CAMERA 38 76

WEIGHT 8 16

FEATURE 25 50

SLIDING 10 20

BRAND 45 90

MEMORY 30 60

14%

10%

15%

9%13%3%

8%

3%

15%

10%

NO OF RESPOND

LOOKING STYLE

RINGTONE

PRICE

BLUETOOTH

CAMERA

WEIGHT

FEATURE

SLIDING

BRAND

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MBA-09 SUMMER TRAINING REPORT 59

BRAND RANKING ACCORDING TO SALES SERVICES

TOTAL NO OF RESPONDED= 100

TABLE NO. – 7

SD

20%

18%

15%16%

15%

9%7%

NOKIA

SAMSUNG

SONY ERICSSON

MOTOROLA

LG

USHA LUXES

OTHER

BRAND

NO. OF

RESPOND

PERCENTAGE

(%)

 NOKIA 85 85

SAMSUNG 80 80

SONY

ERICSSON 63 63

MOTOROLA 70 40

LG 65 65

USHA

LUXES 40 40

OTHER 30 30

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MBA-09 SUMMER TRAINING REPORT 60

The analysis of the sample study depicts the following important facts

1.Nokia has created good Brand awareness in the TALCHER.

2.Most of the dealers are aware of Nokia products and wills to sales these products as Nokia is

most selling brand.

3.Nokia ranks as No.1 in the sale of cell phones in the Cuttack market.

4.The most of the customers are going for the stylish look of the product.

5.The after sales service by the company is best among all other brands.

6.According to brand preference I can say that the Nokia is most trusted brand of India with

76% sales in India and 96% sales in Cuttack.

7.The advertisement support given by Nokia goes as such Very best -------------- 2 0%

Best --------------------25%

Good------------------- 5 5%

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8.All cell phone companies give attractive sales promotion in TALCHER.

9.The person belonging to the higher middle class and upper class prefers set in the range of

10K to 15K.

10.Nokia's biggest competitive advantage in the global cellular phone market is that it has a

wide range phone at every price point and for every market.

11.Motorola and Samsung are quick to copy the features of Nokia that are their differentiating

factor.

12.N-series phones are convergence mobile device supporting digital multimedia services

within an affordable rang of 8K to 15K.

The Nokia's E-series phone incorporate mobile e-mail and advice voice called function and

supported 3G cellular networks in addition to regular features, which basically useful for

corporate persons

Selling or sales jobs have been compared to works of art and salespersons compared with

artists. For works of art there is no sanitation or quality control. There may be some thumb

rules of concepts colure and designs; but the outcome or the final product can be as diverse as

the final product can be as diverse as the creation of street painters or that of Picasso. For

selling too there are ground rules, but those hardly explain the great heterogeneity among the

sales persons- ranging from the street hawkers to salespersons successfully selling a BMW or

a NOKIA ESeries.

This however; does not imply that salespersons are not governed by rules codes of conducts or

discipline. There certainly are. They are also governed by company political towards pricing,

discounts, functional freedom or authority reward system .In Fact Company's sales policy

influence to a large extent, both the profiling and the performance of salespersons.

Salespersons personal traits are of course major contributing factors.

PRACTICAL ASPECT OF SALES:-  Now coming to the practical experience which we

have gained during this summer training is that the product in the product in the price band

<2000 is haVing much more sales than that of the high end sets within the price band of 20000

and above.

The product like 3110, 5300, 2626, 2600c have got better sales than products having

additional features but are not chosen by customer mainly for reasons like.

  Price being very high like that of 5310

  He Price is no doubt a factor but futures also matter this specialty faced between 1650 &2626

The sale of the product does not only depend on price and attributes of the product the place is

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also a factor for sales the products hike E61: is a cell having all factors with an affordable

range of 15000 Rs but it is not available in Cuttack Markets.

This sale of products (cell phone) depends on the after sales services.

The after sales services specially associated with NOKIA phone - warranty on set i.e. 14years,

Battery +charger - 6 month, these services is carried out by NOKIA Care, free of cost but

condition apply.

This service of NOKIA Care in Cuttack market is not good as such the many customers are

harassed and so I would like the NOKIA authority to take some steps towards this. This will

increase the sales.

VALUE ADDITION

THEORITICAL ASPECTS: -The final pricing decision by a company for its product would

depend on its value to the customer pricing methods based on customers value are:-

  Perceived value pricing

  Value for money pricing

1. Perceived value pricing: - It is not enough to offer value to the customer but, the customer

must perceive value in his own value judgments. It is also the customer who has to decide how

much value he is getting for money.

In perceived value pricing the price value matching is important and companies should is

important and companies should realize this. The customers mind and make products

according to that. This is specially applicable for products in the range of above 10000.

2. VALUE FOR MONEY PRICING: -Value for money pricing is now seen as more than a

 pricing method it is used as a complete marketing strategy. For example:- Videocon did it

when they launched their 63cm flat screen Bazooka when BPL's FHR and Onida's KY series

modules were dominating the flat screen TV segment. The market research showed that value

of Bazooka as perceived by prospects were around Rs 25000 But driven by values for money

strategy it priced Bazooka at Rs21000 only. This it captured the market.

Similar NOKIA should first show the customer through advertisement the

,

this are the features a mew models is having and take a customers feedback as to

what should be the appropriate for this product and place its price in a range be low that then it

will be welcomed by customers.

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In practically view for NOKIA value addition are:-

Improve the sales kit

Stronger keypad should be paid in basic set ~ Open the priority dealer outlets in cuttack

 Nokia need proper brand ambassador campaign in which face of the brand ambassador should

 be shown to the prospective customer.

Better quality of camera should be provided with music series sets, where video.

Local customer service should be displayed in all outlets.

Visual merchandise is specially associated with retail industry mastery. As nokia is a basically

coking under this type of industry so it is no doubt important for Nokia to make visual

merchandising. Visual merchandising is making proper display of the products. It can be done

 by various methods.

  Advertising the new coming and popular running models in the television.

  By making proper hoardings of models.

  Make the demo models available in all counters.

  Special instruction should be given to outlets to make the displays of Nokia products in such a

way that it looks attractive to customer.

The proper visual merchandising is required is today's world, as there are make competitors of

all products. The best examples of visuals display are the booming retails stores like Spencer,

 pantaloons, lootmart.

The knowledgeable and alert sales person can make a difference to the:-

  Quality of customer service and information provided to them

  Rotation of stock

  Identification of slow selling lines

  Identification of low stocks (identification the need for orders to be placed)

  Levels of sales achieved

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Failure to rotate stock properly can also lead to stock loss through damage wastage or even

theft. You will have noticed that your firm has some specific ways of presenting its stocks and

services to customers. These have probably been decided on as a result of careful

consideration of:-

  How customers behave in your business.

  The best ways t make stock look attractive

   potential for impulse purchasing

  The owners own experience and expectations as customers

COMPETITION

"Competition is a necessary evil"

  It is necessary because it indicates the health of the industry as reflected by the product range

and depth of distribution.

  Competition spurs new product development. This has been observed for all product graphs in

the Indian markers.

  Competition induces marker leaders to enhance efficiency of their existing products introduce

their new variants and even enter new product markets.

STAGE OF COMPETITION: - Mass production led to the stage of competition.

Facing competition now becomes the main issue. Manufactures had to make sustained efforts to ensure

that their products were preferred to those of their competitors.

LAW OF COMPETITONS:-"To formulated long term strategy your must know the competition

 plans"

In marketing as in corporate activity we need both a short term strategy a long term strategy. Short-

term strategy is to maximize today's sales revenue and profits long term strategy is for survival growth

and diversification. For formulation of long term strategy a company must identify the plans of the

existing as well as potential competitor's .This is essential for knowing about changing product profiles

new substitutes or ·complementariness possible invasion by foreign players brands etc. without this

knowledge long term strategy wi'! be knowledge long arm strategy will be failure.

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A company may be planning to Increase its marketing share based on the present competition

level and the marketing structure but a cometitors existing or new may upsets all its plans.

PRACTICAL ASPECT OF COMPETITORS:-The practically aspect of competition faced

 by us in multi branded outlet where we placed are:-

They should be surveys team who should be surveys team who should regularly conduct

competitive analysis:--

What is the purpose of competitive analysis?

In today's market, you must know what your competitors are doing to stay

ahead of them in this field of competition. Many businesses believe that they are providing

good products to their customers, but they do not have reliable

the competition.

A competitive analysis performed by an un biased third party is an invaluable tool because it

can help you to identify ways to attract new customers as well as to maintain its potential

customers.

Competitive analysis gives you a realistic view of your competition. It also gives you the

opportunity to identify improvements in areas like manufacturing processes, customer

services, marketing claims. it saves times and money while making promotional and

marketing decision.

Identify necessary changes in your process to curtain the cost. ~ Identify new ways to attract

customers from your competitors. ).- Get realistic view of your competition.

Discover new ways for improvement in ones business practices. ~ Foresee market changes and

demands.

WHAT IS THE NEED FOR COMPETITIVE ANALYSIS?

The traditional view of competition focused on the variables of the market strategy, such as

 production quality keeping delivery schedule, attractive prices and aggressive promotions. The

liberalization process has made it essential for firms to go beyond these boundaries. There is a

need to understand and answer some of the fundamental questions with regard to "why" and

"how". A firm has to consciously answer the following questions:

What are the drivers of competition in the specific industry?

What are the anticipated actions of the companies in wake of increased competition?

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MBA-09 SUMMER TRAINING REPORT 66

WHAT WIll COMPETITIVE ANALYSIS REVEAL ABOUT NOKIA'S PRODUCTS?

Who are its competitors?

What advantages NOKIA have over the competition?

What weaknesses it is having when compared to its competitors? The readiness of the new

 product in the market

A realistic view of customer's

Our main competitors are Samsung Motorola Sonyericsison Ushers lexes, sazem in the

markets. In this time our position is better than our competitors. In India our market share is

65% and other share are 45 % (including all mobile company). In Cuttack our (Nokia) market

share is 95%and 5% total mobile company.

LOGISTICS

Logistics is basically integration of two distinct functions - Material management and physical

distribution management.

Basically logistics management is improved concept of Supply chain management. This

logistics is having following benefits.

Independent efforts for investment management ~ Minimize firms cost

Covered within a short period of time

It is only limited to need of current transaction

logistics Decision: - Major distribution on decisions impacting customers value are:-

1.Order processing :-Order processing includes order entering in which order is actually

entered into NOKIA's information system order handling, which involves locating ,assembling

and moving product into distribution and delivery, it is the process by which the products are

made available to the customers.

2.Warehousing: - Warehouses are used to store goods ulntile there sold. Another type of

facilities is the distribution center which is design ed to effectively received goods form

suppliers and then fill orders for individual stores. A company may have its own warehouses

and distribution centers or pay special list to provide this facilities. This is practically carried

out in cuttack markets by cellmate, the owner of which is Sidhartha Roy.

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3.Investment management:- Proper inventory management ensure that a company neither

runs out of manufacture accompany finished goods nor incurs they expenses and risk of carry

expenses risk of carrying excessive stocks of this item.

4.TRANSPORTATION: - finally transportation decisions concern with five methods. A

company use to move its products by rail, truck, air, water or pipe line.

WHERE,

EXPERIENCE IN OUTLETS

I am gained more experience in particular outlet or shop of Nokia Mobile. My experiences

are:-

  How to diagnosis customer need

  How to approach a customer

  How to motivate a customer

  How to handle the enquiries objection of the customers

  How to know in which price baskets the customers can buy product .• How to satisfy his needs

finalize the sale

The various things apart from the answered of question which I learnt are:-

  The one purism which can be said about people is that they are all different and. part of the

salespersons challenge is try to get onto their wavelength as quickly as possible

  A simple question about cast needs :will save considerable

embarrassment especially it someone have the habit of making the wrong assumption.

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The product is important but perception of the products more important.

To become successful in marketing own a special attribute in customers mind. Though it has

already one special attribute but its should show other attributes which are not in ant other

 product (competitor)

The better strategy us always to be first in the mind and in the marketing place. First try to

capture the buyers mind and then place it in the market .i.e. first start company about the

 product in TV radio other medias then launch the product

Proper selling agents or promoters should pe recruited who is well equipments with sales tools

or marketing techniques; so that selling process is enhance my recruitments of technical

mentors should be done.

Better after sales services should be provided, on repairing of sets should be done within a short period of time so hat customers does not feet harassed better image id created in him mind

about the product as one customer reference will bring more customer for similar product.

It is important that your customers or they may find it difficult to beUeve what you say

It is the salesperson who has to make the adjustments adopting the most approach and body

language to put customers at thelir ease.

The customers should be never shown don't care attitude.

One ~hould be sensilive to customer's preference by varying yuur position and observing

whether this has a effect on them.

Customers sometime uses the silence method to encourage the salesperson method to

encourage the salesperson to create special offers just to close the sales

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