THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR

EXECUTIVE SUMMARY
This project aims to study the sales promotion network patterns of the telecom sector through a Live Interview with the sales and distribution manager of VODAFONE LTD. Company in Patna. In this project we have tries to bring out or explained how the sales and distribution network work for the Vodafone in Patna and around the India. The project was designed after detailed discussion with the company officials that is the Sales and distribution Manager for the distribution and sales functioning in Patna. This project is Based on the live Interview which is conducted for collecting the data /information from the Sales and Distribution Manager that how the sales and the distribution network is work.The project covers the sales network of the company with the dealers and that of the dealers with the customers. In this project we have taken the Interview of the Sales and Distribution Manager Mr. Ram Krishnan Iyer, he had provided and avail the valuable information about the sales and distribution network of the Sale and Distribution. Which help us in this project for knowing the sales management? And the whole project is based on the interview and the Sales and Distribution manager has told that take the company profile from the Internet and company website.

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INTRODUCTION OF PROJECT
This project aims to study the distribution channels, sales network and servicepatterns of the telecom sector that is Vodafone Ltd.The project also triesto bring out the shortcomings, if any, in the present system and thus recommendssuggestions to improve the same. The project also gives insights into the variousfinancial terms, norms of the sales and service departments as per the guidelines ofthe telecom industry. The project was designed after detailed discussion with the company officials onthree parameters i.e. distribution network, service network and sales functioning. Firstly, the project discusses the distribution network of the company and thefunctions carried out by the channel members. Vodafone Limited being thelargest services provider in Patna definitely has a wider reach and more number ofdealers. The project also covers the financial terms of the company with the dealers andthat of the dealers with the

customers.Secondly, the project discusses the sales functioning of the company, whichincludes aspects such as the hierarchy of the sales department prevalent in thecompany; the responsibilities and functions of the sales force, their performanceappraisal structure etc.

Finally the project covers the service network of the company which dealswith the after sale services and their effectiveness provided by the companyand various complaints and queries are handled by them.

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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR

NEED OF THE STUDY

In todays context both markets and marketing is complex. Cellular Phones and mobiles have stormed the market in its fast growing world of technology. This survey under taken for Cell Phone services will enable it to Phone. The users awareness and satisfaction level towards VODAFONE services. This survey gathers information from Cell Phone users. It brings out the customer feedback on the product. Mainly this survey looks into the users profile and check for any relevant relation of dependence with the variable like occupation age group of respondents. This study restricts itself to PATNA Division. It helps to understand users preference for the main competing brands of Cell Phone services like VODAFONE CELLULAR SERVICES, TATA DOCOMO, UNINOR, and

RELIANCE in. Sri Kalahasti. This will benefit company in making their future marketing decisions.

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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR

OBJECTIVE OF THE PROJECT

To increase in Shop demonstrations. To Visit Vodafone Stores, outlets. To find out which factors has influence on sales. To find out solution to increase the sales of Vodafone products in Patna. Study about the need of improvement in existing Marketing System.

Competition analysis

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RESEARCH METHODOLOGY
MEANING OF RESEARCH: According to D. Stephenson in the Encyclopedia of social sciences defines research as the manipulation of thing, concepts are symbols for the purpose of generalizing to extend, correct or verify knowledge, whether that knowledge aids in construction of theory or in practice of an art. RESEARCH DESIGN: Research Methodology include seven stages that to be followed sequentially. Those are listed below. 1. First the problem has to be defined and determined. Knowing the need of the study can do this. 2. The information that is required for solving the problem has to be specifically defined. 3. In this stage source from which the information can be obtained is identified 4. The next step is to obtain information through data collection techniques. 5. The obtained information is processed to get the required output 6. The findings from the processed information are then interpreted. 7. Lastly the findings are presented.

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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR This can be symbolically represented as shown below

The research design is the basic framework that provides guidelines for the rest of the research process. The research design specifies the method of data collection and analysis. Research was undertaken in Patna during March 2013 to April 2013. 2) DATA SOURCES: Data sources are the sources from which we get the information. Data collected through company approved questionnaires have been used as the primary source of data and also usage of secondary data wherever applicable. PRIMARY DATA To understand the customer of newspaper in terms of brand choice and brand perceptions, primary data is necessary. By using primary data, collection method, consumers were collected. (COLLECT or Gather consumer responses). This was done with the help of fully prepared structured questionnaires with a prescribed sequence of open ended, and closed ended questions, multiple choices,
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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR discriminate, rating and ranking to capture the appropriate responses from the respondents. SECONDARY DATA This was collected through oral communication. Secondary data about the company profile and other details were collected from the company brochures through personal discussions with the company managers .Data pertaining to newspaper industry has been obtained through the book The Mass Media and You by Desmond A.D. Abcro. SAMPLING PROCEDURE A sample of 100 respondents belonging to different areas in PATNA was drawn. The sample was divided into different groups in such a way that it will represent different categories of the people. SAMPLING TECHNIQUE The location was chosen on a random basis. Even this sample was chosen by simple random sampling. A sampling technique in which every element of the population of interest has an equal probability of being included in this sample. POPULATION: All the Customers of VODAFONE have been deemed as the population of the study. SAMPLE SIZE The sample size is 120, and the respondents are from PATNA. PERIOD OF STUDY The period of study is 2 months duration.

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LIMITATIONS OF THE STUDY

Time duration for the study was limited to 2 months. The study was restricted to PATNA. A convenience sample was taken from PATNA and the sample was restricted to 100 customers.

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COMPANY PROFILE
VODAFONE LIMITED

Vodafone,

the

worlds

leading

international

mobile

communicationscompany, has fully arrived in India. Vodafone Essar announced today thatthe Vodafone brand will be launched in India from 21st Septemberonwards. The popular and endearing brand, Hutch, will be transitioned to Vodafoneacross India. This marks a significant chapter in the evolution of Vodafoneas a dynamic and ever-growing brand. The brand change over the next fewweeks will be unveiled nationally through a high profile campaign coveringall important media. Vodafone, the worlds leading mobile telecommunication

company,completed the acquisition of Hutchison Essar in May 2007 and thecompany was formally renamed Vodafone Essar in July 2007. AsimGhosh,Managing Director, Vodafone Essar, said Weve had a great innings asHutch in India and today marks a new beginning for us. Not as a departurefrom the fundamentals that created Hutch, but an acceleration into thefuture with Vodafones global expertise.

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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR Harit Nagpal, Marketing and New Business Director, Vodafone Essar, said, This transition is probably the largest brand change ever undertaken in this country and arguably as big as any in the world. It is even larger than our own previousbrand transitions as it touches over 35 million customers, across 400,000 shops and thousands of our own and our business associates employees.

The Vodafone mission is to be the communications leader in an increasingly connected world enriching customers lives, helping individuals, businessesand communities be more connected by delivering their total communication needs.

Vodafones logo is a true representation of that belief The start of a new conversation, a trigger, a catalyst, a mark of true pioneering. Vodafone established its presence in India in 1994 by acquiring the cellular license for Mumbai. It now has operations in 16 circles accounting for 70% of Indias mobile customer base. With over 27.7 million customers, it is one of Indias most reputed telecom companies.

Vodafone, under the Hutch brand, over the years, has been named the Most Respected Telecom Company, the Best Mobile Service in the country, and the Most Creative and Most Effective Advertiser of the Year.

Hutchison Essar is now part of Vodafone the worlds leading international mobile communications company. Vodafone now has

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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR operations in 26 countries across 5 continents and 36 partner networks with about 225 million proportionate customers worldwide. Vodafone has tied up with Essar as its principal joint venture partner for the Indian operation.The Essar Group is one of Indias largest corporate houses with interests spanningthe manufacturing and service sectors like Steel, Oil & Gas, Power, Telecom & BPO, Shipping & Logistics and Engineering & Constructions. The Group has an asset base of over Rs.20 billion (US$ 4.4.billion) and employs over 4000 people.

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DRIVE OPRATIONAL PERFORMANCE

3.2.1 VALUE ENHANCEMENT They will drive operational performance through customer value enhancement (which replaces revenue stimulation) and cost

efficiency. Value enhancement involves maximizing the value of their existing customer relationships not just the revenue. They will move away from unit pricing and unit-based tariffs to propositions that deliver much more value to our customers in return for greater commitment, incremental penetration of the account or more balanced commercial. This will require a more disciplined approach to commercial costs to ensure their investment is focused on those customers with higher lifetime value. They are confident that by targeting their offers, they can deliver more value to our customers and have a better financial outcome for Vodafone.

3.2.2 COST REDUCTION Cost efficiency requires them to continue to deliver scale benefits by optimizing operating and capital expenditure. Across the Group they have a significant number of cost programmers, which they expect to reduce current operating costs by approximately 1 billion per annum by the 2011 financial year. This will offset the pressures from cost inflation and the competitive environment and enable

investment in revenue growth opportunities. As a result, on a likefor-like basis, we are targeting broadly stable operating costs in Europe and for operating costs to grow at a lower rate than revenue
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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR in ACE (Africa and Central Europe) and APME (Asia Pacific and Middle East) between the 2008 and 2011 financial years. Capital intensity is expected to be around 10% over this period in Europe and to trend to European levels in emerging markets over the longer term.

PURSUE GROWTH OPPORTUNITIES IN TOTAL COMMUNICATION MOBILE DATA They have made significant progress on mobile data, with 13 Annualized revenue of 3 billion. This is still a large opportunity, with the penetration of data devices relatively low in Europe and almost nil in emerging markets. ENTERPRISE They have a strong position in core mobile services and they have built a solid presence in 18 months in multi-nation accounts through Vodafone Global Enterprise. They will make the most of this strength to expand our offerings into the broader enterprise communications market locally. This means serving small and home offices (SOHs) and small-to-medium enterprise (SMEs) with shared platforms and services, supported by our local sales forces.

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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR BROADBAND They will adopt a market-by-market approach focused on the service, rather than the technology. It will be targeted at enterprise and high value consumers as a priority.

EXECUTE IN EMERGING MARKETS Delivery in existing markets They are represented in most of the key emerging markets where significant growth is expected in the coming years. Our main focus now is on execution in these markets, particularly in India, Turkey and African footprint, following their agreement to acquire control of Vodacom.

Selective expansion and cautious approach They will also try to maximize the mobile data opportunity. There are few potential large new markets of interest to us and they will be cautious and selective on future expansion.

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CONCEPT OF TOPICS
SALES PROMOTION Marketing is the process of performing market research, selling products and/or services to customers and promoting them via advertising to further enhance sales. it generates the strategy that underlies sales techniques, business communication, and business developments. it is an integrated process through which companies build strong customer relationships and create value for their customers and for themselves. Marketing is used to identify the customer, to satisfy the customer, and to keep the customer. With the customer as the focus of its activities, it can be concluded that marketing management is one of the major components of business management. Marketing evolved to meet the stasis in developing new markets caused by mature markets and overcapacities in the last 2-3 centuries. the adoption of marketing strategies requires businesses to shift their focus from production to the perceived needs and wants of their customers as the means of staying profitable. The term marketing concept holds that achieving organizational goals depends on knowing the needs and wants of target markets and delivering the desired satisfactions. it proposes that in order to satisfy its

organizational objectives, an organization should anticipate the needs and wants of consumers and satisfy these more effectively than competitors. Definition of sales promotion: Sales promotion includes incentive-offering and interest-creating activities which are generally short-term marketing events other than advertising,

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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR personal selling, publicity and direct marketing. the purpose of sales promotion is to stimulate, motivate and influence the purchase and other desired Behavioural responses of the firms customers. sales promotion offers a direct inducement to act by providing extra worth over and above what is built into the product at its normal price. these temporary inducements are offered usually at a time and place where the buying decision is made. not only are sales promotions very common in the current competitive market conditions, they are increasing at a fast pace. These promotions are direct inducements. in spite of the directness, sales promotions are fairly complicated and a rich tool of marketing with innumerable creative possibilities limited only by the imagination of promotion planners. Sales promotion is often referred to by the names of extra purchase value and below-the-line selling. Today we find companies in almost all sectors offering some sort of a promotion scheme. These sectors range from automobiles to beverages, from financial services to foods, from household durables to services, from household products to business products, from personal care to textiles and apparel. OBJECTIVES OF SALES PROMOTION Sales promotion is a tool used to achieve most of the five major promotional objectives discussed in the promotion decisions tutorial: Building product awareness several sales promotion techniques are

highly effective in exposing customers to products for the first time and can serve as key promotional components in the early stages of new product introduction. Additionally, as part of the effort to build product awareness,
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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR several sales promotion techniques possess the added advantage of capturing customer information at the time of exposure to the promotion. In this way sales promotion can act as an effective customer information gathering tool (i.e., sales lead generation), which can then be used as part of follow-up marketing efforts. Creating interest marketers find that sales promotions are very

effective in creating interest in a product. In fact, creating interest is often considered the most important use of sales promotion. In the retail industry an appealing sales promotions can significantly increase customer traffic to retail outlets. Internet marketers can use similar approaches to bolster the number of website visitors. Another important way to create interest is to move customers to experience a product. Several sales promotion

techniques offer the opportunity for customers to try products for free or at low cost. Providing information generally sales promotion techniques are

designed to move customers to some action and are rarely simply informational in nature. However, some sales promotions do offer customers access to product information. For instance, a promotion may allow customers to try a fee-based online service for free for several days. This free access may include receiving product information via email. Stimulating demand next to building initial product awareness, the

most important use of sales promotion is to build demand by convincing customers to make a purchase. Special promotions, especially those that lower the cost of ownership to the customer (e.g., price reduction); can be employed to stimulate sales.
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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR Reinforcing the brand once customers have made a purchase sales

promotion can be used to both encourage additional purchasing and also as a reward for purchase loyalty (see loyalty programs below). Many companies, including airlines and retail stores, reward good or preferred customers with special promotions, such as email special deals and surprise price reductions at the cash register. CLASSIFICATION OF SALES PROMOTION Sales promotion can be classified based on the primary target audience to whom the promotion is directed. These include: Consumer market directed - possibly the most well-known methods of

sales promotion are those intended to appeal to the final consumer. Consumers are exposed to sales promotions nearly every day, and as discussed later, many buyers are conditioned to look for sales promotions prior to making purchase decisions. Trade market directed marketers use sales promotions to target all

customers including partners within their channel of distribution. Trade promotions are initially used to entice channel members to carry a marketers products and, once products are stocked, marketers utilize promotions to strengthen the channel relationship. Business-to-business market directed a small, but important, sub-

set of sales promotions are targeted to the business-to-business market. While these promotions may not carry the glamour associated with consumer or trade promotions, b-to-b promotions are used in many industries.

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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR An extensive discussion of different types of promotions for each

classification can be found in our types of sales promotion tutorial.

FUNTION OF SALES PROMOTION Sales promotion is a short-term marketing strategy designed to achieve a specific purpose. Sales promotion differs from advertising in that its intent is to create a sense of urgency to encourage immediate action as opposed to building sales or a brand over a long period of time. Sales promotion may take the form of a temporary price reduction or a campaign to introduce an item. PRODUCTION DIFFERENTIATION Use of sales promotion techniques helps to differentiate your products from those of your competitors. this is especially beneficial are your products offered essentially the same features and benefits as others on the market. a method often used to make products stand out is to offer them at a slightly reduced price for a short period of time. ATTRACT CUSTOMERS Sales promotions are used to attract customers during periods of slow sales. For example, if you offer a seasonal product such as barbecue grills, by running a promotion in the middle of winter where the price is reduced by 50 percent may encourage people to buy a grill at a time where it might not otherwise cross their mind.

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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR INCREASING MARKET SHARE Sales promotions can lead to an increase in market share for the manufacturer. The promotion will likely increase your sales by taking away sales from your competitors. As a result, your market share will increase while your competitors' share decreases. NEW PRODUCT INTRODUCTION Retailers can use sales promotions to introduce a new product. By offering the new item at a reduced price and placing a "new item" sign in front of it, they can persuade customers to give the new product a try. at the same time they can discontinue a slow-moving item in the same category by marking it down and placing a "reduced for quick sale" sign in front of it. This technique has the effect of keeping the category fresh while freeing up needed shelf space. INVENTORY CONTROL Sales promotion can help retailers limit out-of-stock situations by allowing Them to purchase large quantities at a reduced price. This can be especially advantageous to the retailer for items that are popular sellers that can be difficult to keep on the shelf. TOOLS OF SALES PROMOTION To increase the sale of any product manufactures or producers adopt different measures like sample, gift, bonus, and many more. These are known as tools or techniques or methods of sales promotion. Let us know more about some of the commonly used tools of sales promotion. (i) Free samples: you might have received free samples of shampoo, washing powder, coffee powder, etc. while purchasing various items from the market.

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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR Sometimes these free samples are also distributed by the shopkeeper even without purchasing any item from his shop. These are distributed to attract consumers to try out a new product and thereby create new customers. Some businessmen distribute samples among selected persons in order to popularize the product. For example, in the case of medicine free samples are distributed among physicians, in the case of textbooks, specimen copies are distributed among teachers. (ii) Premium or bonus offer: a milk shaker along with NESCAFE, mug with Bournvita, toothbrush with 500 grams of toothpaste, 30% extra in a pack of one kg. Are the examples of premium or bonus given free with the purchase of a product. They are effective in inducing consumers to buy a particular product. This is also useful for encouraging and rewarding existing customers. (iii) Exchange schemes: it refers to offering exchange of old product for a new product at a price less than the original price of the product. This is useful for drawing attention to product improvement. Bring your old mixer-cumjuicer and exchange it for a new one just by paying rs.500 or exchange your black and white television with a colour television are various popular examples of exchange scheme. (iv) Price-off offer: under this offer, products are sold at a price lower than the original price. rs. 2 off on purchase of a Lifebouy soap, RS. 15 off on a pack of 250 grams of taj mahal tea, rs. 1000 off on cooler etc. are some of the common schemes. this type of scheme is designed to boost up sales in off-season and sometimes while introducing a new product in the market.

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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR (v) Coupons: sometimes, coupons are issued by manufacturers either in the packet of a product or through an advertisement printed in the newspaper or magazine or through mail. These coupons can be presented to the retailer while buying the product. The holder of the coupon gets the product at a discount. For example, you might have come across coupons like, show this and get rs. 15 off on purchase of 5 kg. of annapurna atta. the reduced price under this scheme attracts the attention of the prospective customers towards (vi) fairs and exhibitions: fairs and exhibitions may be organised at local, regional, national or international level to introduce new products, demonstrate the products and to explain special features and usefulness of the products. goods are displayed and demonstrated and their sale is also conducted at a reasonable discount. international trade fair in new delhi at pragati maidan, which is held from 14th to 27th november every year, is a well known example of fairs and exhibitions as a tool of sales promotion. purpose of sales promotion the purpose of sales promotions is to encourage purchasing at retail locations, or in other words, to create ways to persuade consumers to select brands and to further brand loyalty. The dentsu group offers clients various campaign promotion methods that employ information technology, as well as the advantages of its proprietary databases and survey methods, integrating all these capacities to create influence that extends from the formation of the consumer's brand perception to the encouragement of actual purchasing at retail. In addition to the specialized fields of e-promotions, retail promotions, customer relationship management (crm) and direct response, the group
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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR provides clients with sales promotion solutions that combine conventional sales promotion methods and mass advertising, cutting-edge creative materials, and a wealth of high-power content. by integrating mass media and sales promotion, we have created "power promotion design," a unique method of producing cross-media campaigns that maximizes both

effectiveness and efficiency.

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VODAFONE MARKETING STRATEGY

VODAFONE OUTLETS You want to go Vodafone and stay connected anytime, anywhere? Just visit a Vodafone outlet in your neighborhood and choose from a range of affordable Postpaid or Prepaid connections.

VODAFONE SHOPS Whether youre looking for a new Vodafone connection, or a fresh handset, youll find it here. You can also subscribe to any of our value added services or get more information on them. Pay your bills, get your queries answered, and lots more. Hutch Shops are located at very convenient locations around the country. Select your region to find one near you. Mobile Vodafone Shops Vodafone Shops are going on the move, to bring our services closer to you and to provide faster online service, right at your doorstep. You can visit a Mobile Vodafone Shop near you for: Postpaid connections and add on cards. Prepaid connections and recharge cards Information on the latest talk plans. Bill payments via cash, cheque or credit card Demos and activation of our Value Added Services Queries, SIM replacements and much more.

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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR VODAFONE TELESHOPS Did you know that a range of Vodafone services are available in your very own neighborhood? Just walk into a Vodafone Teleshop, just round the corner, for anything you need. At a Vodafone Teleshops you can buy a new postpaid or prepaid card, pay your bills, reactivate your connection, and much more.

SALES KIT A dealer should carry the following in his sales kit: a) All products leaflets (adequate quantities). b) List of prospects with their addresses c) Information about the competition in the market d) Price list of Vodafone product and corresponding prices of competitor products.

DISTRIBUTION NETWORK OF VODAFONE DISTRIBUTION NETWORK

A supply chain is described that consists of all the parties and their supplied activities that help us to create and deliver services to the final customer. The front channels are specially kept in mind.

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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR ACTIVITIES: Order Handling Storage Display Promotion Selling Information and feedback

SELECTION OF CHANNEL MEMBERS/DEALERS

Vodafone follows a strict policy in selection of the dealers, and therefore it is necessary to fulfill the following pre- requisites to be eligible to become a dealer: I. The dealers should have a sound financial background. The financial capability of a dealer is solely depended on the discretion of the company officials.

II.

The dealers should have a good market reputation, since the dealers help thecustomers in forming the first impression a customer has about the company.

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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR III. The dealer should have a good previous track record ,i.e of timely payments, nocriminal background etc.

IV.

The dealers should have good market penetration. The companys ability to gainmaximum customers in this era of competition solely depends on the penetrationthe dealers have in the market.

V.

The last criterion of dealers selection for Vodafone is the area the dealers cover.This would include different geographical areas which are covered by a dealer.

RESPONSIBILITIES AND FUNCTIONS OF THE DEALERS

Vodafone believes in Customer Loyalty and thus Vodafone expects that their dealers apart from selling paint products should perform the following functions for better customer relations management:

I.

Sales promotion through regular promotional schemes, road shows, campaigns etc. the expenses incurred by the dealers is shared by the company only if these activities are for promotion of the company and not of the dealer.

II.

Recruitment- done under the guidance of certain Vodafone officials.

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THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR III. IV. V. VI. Training and development of manpower with company assistance. Servicing according to the size of orders. Customer relation management. Promote other products of the company

The dealer should be in regular touch with the customer, keep taking his feedback and ensure maximum customer satisfaction. The dealer

shouldalso try and convince the customer to try newer products of the company.

The dealer has to thus cater to 3 major areas: a) Pre sale b) Selling c) Post sale service

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QUESTIONNAIRE
1) What type of sales organization structure do you possess? 2) What are the various channel structures in which you operate? 3) What are the various criterion/terms and conditions of selecting your channel members? 4) What is the average Inventory Size you keep? 5) What is the average Order Cycle time? 6) What are the various modes of transportation adopted and cost incurred? 7) What are the methods of measurement and frequency of providing appraisals to channel members? 8) What are the modes of by which you receive your payments: I. II. III. Advance payment Payment on Delivery Credit Payment

9) In case you provide the credit period, what is the time limit? I. II. III. 10) upto15 days 15-30 days >30 days How frequently do you collect the feedback from your channel members? 11) 12) What are the margins you provide to your Channel Members? Do you support your Channel Members by promotional activities?
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BIBLIOGRAPHY collegesavings.about.com wikipedia.org www.st-patricks.ac.uk www.sba.gov www.pinsentmasons.com wordnetweb.princeton.edu

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