Satisfactory Essays

Details of the student
Name :Shuaib Farooq Dar
Thesis ID :SS-11-13/M-96/DELHI/ISBE (MGU)
Batch : SS 2011-13
Section : SM4
Specialization :Marketing
Mobile : +91 8860955516
Email ID :
Desired Area
Distribution channel
Title of the Project
Channel Management Study on Airtel


Distribution management is a critical success factor in telecom sector. India being a very large market the challenge for the companies is to make their products easily available and accessible to the consumers in time. The company’s stated aim, according to company executives, is to make the company's products available whenever and wherever a consumer demands it. This calls for an extensive distribution network. Airtel channel structures consist of C & F Agents, Whole sellers, Distributors, mass retailers, rural and modern trade. Bharti Airtel Limited, a group company of Bharti Enterprises, is India's leading integrated telecom services provider with an aggregate of 80 million customers. Bharti Airtel is structured into three strategic business units - Mobile services, Broadband & Telephone (B&T) services and Enterprise services.
Research Objectives
To perform a detailed study and research on the distribution functions and strategies used by Airtel for maximizing the sales and loyalty among the customers and the way they deal with there customers
To study the distribution network in getting sales enhanced of Airtel
To study the issues and challenges that Airtel face while working in channel management

The scope of the study was to identify the channel management and its functioning in Airtel. with the help of primary research. I will be visited Airtel and administered questionnaires to the executives of the concerned department and

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