final project vodafone

7/28/2019 Final Project Vodafone

1/30

THE STUDY OF SALES PROMOTION OF VODAFONE ESSAR CELLULAR

Page 1

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.


2/30


Page 2

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.


3/30


Page 3

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.


4/30


Page 4

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


5/30


Page 5

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 thestudy can do this.

2. The information that is required for solving the problem has to be specificallydefined.

3. In this stage source from which the information can be obtained is identified4. The next step is to obtain information through data collection techniques.5. The obtained information is processed to get the required output6. The findings from the processed information are then interpreted.7.

Lastly the findings are presented.


6/30


Page 6

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,


7/30


Page 7

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.


8/30


Page 8

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.


9/30


Page 9

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.


10/30


Page 10

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 ofthe Year.

Hutchison Essar is now part of Vodafone the worlds leading

international mobile communications company. Vodafone now has


11/30


Page 11

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.


12/30


Page 12

DRIVE OPRATIONAL PERFORMANCE

3.2.1 VALUE ENHANCEMENTThey 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 REDUCTIONCost 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 like-

for-like basis, we are targeting broadly stable operating costs in

Europe and for operating costs to grow at a lower rate than revenue


13/30


Page 13

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 DATAThey 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.

ENTERPRISEThey 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.


14/30


Page 14

BROADBANDThey 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 marketsThey 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 approachThey 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.


15/30


Page 15

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,


16/30


Page 16

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 awarenessseveral 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,


17/30


Page 17

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.


18/30


Page 18

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.


19/30


Page 19

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.


20/30


Page 20

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.


21/30


Page 21

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-cum-

juicer 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 ofa 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.


22/30


Page 22

(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


23/30


Page 23

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.


24/30


Page 24

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.


25/30


Page 25

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 addressesc) Information about the competition in the marketd) Price list of Vodafone product and corresponding prices of competitor

products.

DISTRIBUTION NETWORK OF VODAFONE

DISTRIBUTION NETWORKA 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.


26/30


Page 26

ACTIVITIES:

Order Handling Storage Display Promotion Selling Information and feedback

SELECTION OF CHANNEL MEMBERS/DEALERSVodafone 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 financialcapability of a dealer is solely depended on the discretion of the

company officials.

II. The dealers should have a good market reputation, since the dealershelp thecustomers in forming the first impression a customer has

about the company.


27/30


Page 27

III. The dealer should have a good previous track record ,i.e of timelypayments, nocriminal background etc.

IV. The dealers should have good market penetration. The companysability 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 thedealers cover.This would include different geographical areas which

are covered by a dealer.

RESPONSIBILITIES AND FUNCTIONS OF THE DEALERSVodafone 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.


28/30


Page 28

III. Training and development of manpower with company assistance.IV. Servicing according to the size of orders.V. Customer relation management.

VI. 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 saleb) Sellingc) Post sale service


29/30


Page 29

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 providingappraisals to channel members?

8) What are the modes of by which you receive your payments:I. Advance payment

II. Payment on DeliveryIII. Credit Payment

9) In case you provide the credit period, what is the time limit?I. upto15 days

II. 15-30 daysIII. >30 days

10) How frequently do you collect the feedback from your channelmembers?

11) What are the margins you provide to your Channel Members?12) Do you support your Channel Members by promotional

activities?


30/30


BIBLIOGRAPHY

collegesavings.about.com wikipedia.org www.st-patricks.ac.uk www.sba.gov www.pinsentmasons.com wordnetweb.princeton.edu
http://www.st-patricks.ac.uk/http://www.sba.gov/http://www.pinsentmasons.com/http://www.pinsentmasons.com/http://www.sba.gov/http://www.st-patricks.ac.uk/

final project vodafone

Documents