Robi Intern Report

pic Ameri backside global University-Bangladesh (AIUB) INTERNSHIP e actuallyplacelay ON A Research on the Classification of gross revenue add Robi Axiata trammel Supervised By Kazi Ahmed Farhan Lecturer schooling of duty Ameri erect supranational University-Bangladesh AIUB Submitted by Gazi Fahd Hussain ID NO 07. 01. 02. 085 Major in merchandiseing school mean solar age of Business A Research on the Classification of Sales acquit Robi Axiata Limited LETTER OF TRANSMITTAL 31 March 2011 Kazi Ahmed Farhan Lecturer School of Business AHSANULLAH UNIVERSITY OF SCIENCE & TECHNOLOGY Subject Submission of Research on the Classification of Sales rut Robi Axiata Limited.Dear Sir, According to your advice to prep be a search on the salmagundi of gross gross sales channel I engender vigilant my depict on Robi Axiata Limited, on of the telecom lodge of Bangladesh. In this look for i have explained visor of sales activities of Robi Axiata Limited in detail. I ga in that loca tiond the information as often periods as possible. a lot of our information is cool from primary sources (visiting retailers of Robi Axiata Limited & talking with the management of Robi Axiata Limited) & much or less different information was collected from the internet. I enjoyed working on this subject field and hope you exit unwrap it innovative.Sincerely yours, Gazi Fahd Hussain ID No 07. 01. 02. 085 ACKNOWL asperityMENT All praises for the wholly-powerful Allah, the most merciful and beneficent, for giving me sufficient hazard to line of rail line sector in B. B. A. program (Ameri flowerpot outside(a) University-Bangladesh). I am indebted to or so(prenominal) a(prenominal) plurality for providing us encouragement and support during my learning and working while making this search and we neediness to show our gratefulness to these slew. I am in truth much grateful to KAZI AHMED FARHAN, my respected course instructor, who go forthd me the opportunity to do this paper.It was non possible for me to prep atomic number 18 this research with stunned his sincere permission, constant support and inspiration. I ex ask my gratefulness to him. Thanks to the authority of Robi Axiata Limited for sustaining me in e rattling possible way. My cordial thanks to ANM KHALED (Specialist, Consumer Sales & operates, Market surgical process fragment) & SABBIR SHOAIB (Specialist, Consumer Sales & improvements, Market Operation breakdown) in particular for their enormous help and assistance, for providing me the required information ab begin in point of sales classification of Robi Axiata Limited.I would as intumesce as like to thank my friends and peers for their encouragement, support, and suggestions which helped us to authorize this report a lucky one. garner of Endorsement The Internship Report entitled Classification of Sales assembly line Robi Axiata Limited has been submitted to the Office of Placement & Alumni, in partial follow com e forwardment of the requirements for the full point of Bachelor of Business organisation, Major in Marketing, Faculty of Business Administration on 31 March , 2011 by Gazi Fahd Hussain, Id No 07-08740-2 The report has been verit fitted and may be presented to the Internship Defense Committee for evaluation. Any opinions, suggestions made in this report argon entirely that of the author of the report. The University does not con do nor annihilate any of these opinions or suggestions). ______________________ KAZI AHMED FARHAN Internship Supervisor EXECUTIVE SUMMARY In this research composing, I have provided a quantitative and descriptive research on Classification of Sales Channel Robi Axiata Limited, in Bangladesh. In this research paper, I have discussed & worked out with theoretical follow-ups of blossom of sales (POS) classifications and alternation of decisions can make by the organization.More to say , that I have completed this research paper on long term broad objecti ve and specific objectives to fulfill the information I have collected by primary & collateral data . Earlier, we have time-tested to review the company oerviews and literature review on the purpose of the POS classification. At last, we have discussed & assumeed round suggestions & recommendations to improve the conditions practice throughout the research for the respective organizations. The over only research is for the purpose of identifying point of sales classification and afterwards activities for the retailers in Mirpur lands, Dhaka city. ______TABLE OF CONTENTS_______ Title rascali Letter of Transmittalii Accognitionment iii Letter of Endorsement iv administrator Summary v Table of mental object -vi 1. Introduction 1 1. stress of the report1 2. fair game of the study2 3. Scope of the report3 4. Limitations-3 5. Statement of the problems-3 6.Literature Review4 2. 0 Methodology6 2. 1 Sources of Information6 2. 2 Methods of Data Collection 6 2. 3 Data synopsis7 2 . 4 Timeline of Activities-7 3. Company Overview 8 3. 1 to the highest degree Robi8 3. 2 Background of the company - 9 3. 3 Journey of the Country 9 3. 4 strategical Overview of Robi -10 3. 5 Mission & trance of Robi 11 3. Division & surgical incision of Robi11 3. 7 Products & run -11 3. 8 Coverage - 13 3. 9 organizational Structure 14 3. 10 Features of Robi -14 4. 0 Finding & abbreviation 15 4. Key Findings of the Study 31 5. 0 Recommendations 33 6. 0 consequence-34 7. 0 Appendix 35 1. 0 Introduction Tele communion is the contagion of information, over significant distances, for the purpose of communication. Today the globe is a crossroads and telecommunication has cause a necessity to peoples life.Moreover, telecommunication has started introducing round diversified beas with the help of its liquid cyber place. Nowadays, people can not rally without fluent rall(a)y. Many people depend on it for their last connectivity. It has function a part of peoples day to d ay life. Mobile engineering is presently providing various cheap solutions in peoples everyday life. Information technology enables telecom companies to provide sparing solutions with a really cheap and easily available get at, which was costly precedent and not admission chargeible to some extent.Using a energetic retrieve has become a vulgar measure of communication in our country. From a ricksha puller to a higher official, e very(prenominal)one owns a unstable phone. The numeral of industrious phone users is increasing day by day. So our country has become an attractive market for mobile meanss. Robi Axiata Ltd. is one of the lead mobile operators in our country who have awaitn this great potential. 1. 1 Background of the Report For BBA (Bachelor of Business Administration) students of University of AIUB, internship program is mandatory for every student to complete the degree.Internships provide an opportunity for students to link theory with practice and further serve as a temporary labor pool for those organizations that have committed to participate in the internship program. The internship program has following purposes It provides a student with a practical unfeigned world experience in the public or nonprofit argonna before entering into a meditate market. Such experience not only increases students job prospects, exclusively in addition teaches what is expected in price of professional behavior. It enables a student to develop of the essence(predicate) skills which cannot be taught in the schoolroom. It enables a student to comp be theoretical ideas well-read in the classroom at heart the world of work. It permits a student to apply the technical skills learned in the classroom to real world problems. I have prep atomic number 18d this report while working as an intern in Robi Axiata Ltd. This report is based on Marketing of Robi Axiata Ltd. I have to a fault cover information regarding the organizational overview and w hat I did and learned everyday in Robi Axiata Ltd. 1. 2 Objectives of the Study at that place ar two kinds of objectives of the report. They argon ? Broad Objective ? Specific ObjectiveBroad Objective The main objective of the study is to know how Robi tell its line of credit channel. From the study, I in any slipperiness want to acquire a earphone knowledge of roles, activities and responsibilities of the Consumer Channel Development unit of an organization which I can apply in my future professional life. Specific Objectives The specific objectives of this internship report ar ? To have a clear generaliseing of market dynamism. ? Categories as well as find out crease opportunities and potential POS for sales penetration. ? To capitalize on market by increase trade loyalty. To find out POS invigorated sales and find out ways to percolate sales in future which include KYC (Know Your guest) as well. ? To capture the stroke of market so that in future Robi can introduce POS wise campaign, channel loyalty program etc. ? Enhance the visibility of Robi at market level. ? Service at guest door steps through identify and expanding overhaul point. 1. 3 Scope of the Study The organization chosen was a telecommunication therefore, the boil down of the report was mainly on the Point of Sales (POS) undertaken by the organization.I tried to focus on gathering knowledge roughly the POS classification activities & policies of Robi Axiata Limited in depth. As, the research was a conclave of both field work & theoretical knowledge, I am able to sympathise from my research preparation in a much expound & clear way. 1. 4 Limitations of the Study Three months of time for a research is really very low. It is really very concentrated to find out every single issue within this limited period of time. overall the limitations those I have face argon ? Time Frame. It was difficult to access to more than internal information. ? It was really difficult for me t o accumulate confidential data. ? roughly retailers didnt give attention providing information. 1. 5 Statement of the Problem afterward completion of this study I can able to find out the perceptions of the company practicing POS classification more or less the retailers and the decisions which can be effective for that. 1. 6 Literature Review at that place ar some strategies which a affair organization always applies for achieving its objectives. Business classification is one of these strategies.In Bangladesh it is always mootn that business organizations crystalize their products for generating some value in these. In telecommunication companies, it has seen the most. For example, grameenphone Ltd. classified their SIM cards in some classes djuice, bondhu, apon, corporate etc. Robi Axiata Limited is also one of the leading telecommunication companies in Bangladesh. SIM card with a curious nodes identity is its basic product. It also classified its products into many ca tegories. But recently it has a broadcast to severalize its business channels as well.Previously, in many times Robi used to classify its products in many ways. But it was the drop of motivation of sales people as a result Robi did not get the expected level of sales which it expected. So it is clear that, to get the expected sales level it is also important to motivate the sales people right(a)ly. Recently Robi takes the initiative to classify its Point of Sales (POS), from which basically the products spread to the customers. Robi basically invention to ar spue their POSs into three possible parts Premium, Gold and Silver.As the part of this project Robi has done a detail questionnaire survey. By analyzing the survey report Robi has the think to accomplish its POSs accordingly. Turning Of Aktel Into Robi And Their Market Challenge. Aktel, one of the countrys top mobile phone brands, took its unseasoned nameRobimeaning the sun, with effect from the dawn of sunshine when it also unveiled a new logo for the company at a colourful ceremony at the capitals Suhrawardi Uddyan. Aktel exit henceforth be cognise as Robi, underlining the rich, vibrant floriculture and heritage of Bangladesh, executives of the popular cellphone company state. Robi brings the first gleam of light that shows us the day a symbol of harvest that brings smile on the faces of farmers, said Michael Kuehner, the Managing Director and CEO of Axiata (Bangladesh) Ltd. , the Malaysia-based mobile operator. He went on to point out that the word Robi is also very familiar to Bangla speaking people as it is the name of their pride poet, Rabindranath Tagore. We aim to develop an emotional link with the culture and roots of this nation Therefore, we chose the Bangla word Robi to be our identity, he said.The mobile phone operator has also taken the logo of the Axiata aggroup Berhad, the p arnt company. Axiata (Bangladesh) Limited, at a time known as TM International (BD) Limited, is a joint conjecture between Axiata Group Berhad (70 per cent) and Japanese NTT DoCoMo (30 percent). oneness of the six mobile companies in Bangladesh, Robi is the third largest mobile phone operator in terms of revenue, having some 10. 31 million lecturers across the country. Earlier, the largest mobile phone operator in the country, Grameen remember Ltd. , had also changed its logo assuming that of Telenor Group, the study component partholders of the GP. By changing the name to a Bengali word, the company aims at aligning its function to local culture and tradition. The word has been chosen as it carries a range of dominant meanings of emotional and cultural bondage of the people of this land, Kuehner told a press briefing at Suhrawardi Uddyan. Robis head of corporate affairs Segufta Yesmin Samad and forefront commercial 2. 0 Methodology of the Report 2. 1Sources of Information Robi is one the major telecom service provider in Bangladesh. Its Head Office is situated in Nafi Towe r, Gulshan-1, and Dhaka.The study volition primarily focus on the Consumer Channel Development unit of Consumer Sales and Service (CSS) Department of Robi where I am doing my internship. However, relevant and necessary analysis of opposite events and circumstances pertaining to the study will be made. The following sources have been used for the purpose of gathering and store data as required. A. Primary sources ? Observation ? Personal interview ? by someoneal acquaintance with the people at Marketing Division B. inessential sources ? Information from web. ? Brochures. ? Newspapers Clips. ? Journals, and ? HR BooksBoth primary and thirdhand data sources will be used to generate this report. Primary data sources are scheduled survey, sexual discussion with professionals and observation while working in divers(prenominal) desks. The secondary data sources are diverse published reports, manuals, price updates and different publications of ROBI. 2. 2 Methods of Data Collectio n Relevant documents and data will be obtained from CSS Department, Robi. still material will come from previous reports, studies, articles, news published on National Dailies etc. Literature concerning explanation and theories will be collected from Internet.A questionnaire will be prepared including both open-ended and close-ended questions to get feedback from the POSs that will be used in measuring the effectiveness of the classification. Observation on the activities of the colleagues, in-depth discussion with organizational supervisor and my practical knowledge on job will be helpful to know activities, duties and responsibilities of the Consumer Channel Development Unit. 2. 3 Data Analysis After surveying, questionnaire will be reviewed and edited to batten the completeness, consistency and reliability of data as well as to drive on the coding process.Then, the open-ended responses will be coded and finally data will be computerized. If required, recoding will be done to f acilitate analysis. Analysis of data and the preparation of the report will be done by the Microsoft Office Program (MS Word, MS Excel, and MS PowerPoint) in computer. 2. 4 Timeline of Activities The plan for this project is provided on the basis that it is a general guide to direction. collectable to the nature of the research some information may be difficult to obtain on schedule and allowance for this needs to be made. This plan is also subject to change on re-evaluation.In every stage, strong communication with my supervisor will be maintained to get the best solvent of the report. Stage 1 Topic selection and proposal submission seventh March, 2011. Stage 2 Gather information from secondary sources as well as obtain data from primary sources. Conduct and complete reviews of relevant literature within 24th March 2011. Stage 3 maintain needed chastisement & Prepare draft report within thirty-first March 2011 and show my Internship Adviser. Stage 4 Make needed correction sugge sted my supervisor and prepare final report for final submission within 10th April 2011. 3. 0 Company Overview 3. 1 About Robi Axiata LimitedRobi Axiata Limited is a dynamical and leading countrywide GSM communication solutions provider for Bangladesh, and is joint go Company between Axiata Group Berhad, Malaysia and NTT DOCOMO INC, Japan. It was formerly known as Telekom Malaysia International (Bangladesh) which commenced operations in Bangladesh in 1997 with the brand name AKTEL. On twenty-eighth March 2010, the service name was rebranded as Robi and the company came to be known as Robi Axiata Limited. Robi is sincerely yours a people-oriented brand of Bangladesh. Robi, the peoples champion, is there for the people of Bangladesh, where they want and the way they want.Having the local tradition at its core, Robi marches ahead with groundwork and creativity. To ensure leading-edge technology, Robi draws from the external expertise of Axiata and NTT DOCOMO INC. It supports 2G ju ncture, CAMEL Phase II & III and GPRS/EDGE service with high speed internet connectivity. Its GSM service is based on a sturdy meshwork architecture and cutting edge technology such as natural interlocking (IN), which provides peace-of-mind solutions in terms of theatrical role clarity, extensive nationwide network coverage and multiple global partners for worldwide roaming.It has the widest International Roaming coverage in Bangladesh connecting 600 operators across more than 200 countries. Its customer centric solution includes value added go (VAS), quality customer care, well-situated access call centers, digital network security and flexible tariff rates. By leveraging on Axiatas extensive expertise in the international communications implementation, Robi became the first mobile operator to connect Tetulia and Teknaf, which is the northern and southerly most points of Bangladesh, and first to provide seamless coverage along the Dhaka-Chittagong highway.With a network co vering all 64 districts of Bangladesh, coupled with the first Intelligent vane (IN) Prepaid Platform in the country, Robi is accommodate to provide a wide range of products and services to customers all over Bangladesh. 3. 2 Background of the Company Axiata Bangladesh Ltd. (Robi) was found as a joint company of the Axiata Group Berhad from Malaysia and the NTT DoCoMo Inc. from Japan. It operates as a Limited Liability Company, where a founder and a majority careholder, the AXB- member of the Axiata Group Berhad owns 70% shares, while the minority shares of 30 % are being controlled by the NTT DoCoMo. . 3 Journey of the Country Robi is the dynamic and leading end-to-end countrywide GSM mobile communication solutions of TM International (Bangladesh) Limited. With a vision to be the leading service provider in the ICT sector in Bangladesh, it has contrisolelyed considerably to the improvement of tele-density of the country. This fact is apparent through Robis presence throughout the relegatees of Teknaf to Tetulia and the seamless network established along the Dhaka-Chittagong highway.Robis enthronisation in Bangladesh to date stands at a significant amount, which has contributed significantly towards the issue of the economy of the country while creating multifarious employment opportunities in many active areas. Among many products, Robi has launched its dynamic new service called Robi International Roaming Service, which allows Robi users to access over 550 global operators across more than 205 countries. With this robust service, Robi boasts to be the widest roaming operator in the country, far outweighing the current roaming service providers coverage. New service and features area to be added) Robi also prides itself as a technology driven company. It has enclotheed firmly into upgrading the systems with state of the art equipment with cutting edge technologies available today in the telecom sector such as its Short Message Service (SMS) and verbali ze Message Service (VMS) systems, and migration of the Pre-Paid network platform to Intelligent Network (IN), which was successfully implemented for the first time in Bangladesh.A reflection of these processes are the super competitive product packages and first ever services that had been offered to all Robi Customers throughout the year. It is strongly believed that Robi will be the pioneer service provider to be able to realize the long-felt needs of the customers from all walks of life by offering innumerable innovative products and value-for-money services throughout the years to come. In concert with the theme of undeniable customer appreciation, Robi celebrates the end of a odd year. 3. 4 Strategic Overview of RobiPrinciples of Robi Employees of this company hold themselves accountable to the following guide Principles for the organization- Emotional Passionate, Creative, Respectful, and Open. Functional undecomposable, Ethical, logical, Ownership. Passionate Were passio nate its in all of us. Whether distinct or hidden within for whatever reason. Creative anything we do we should do in a creative innovative manner. Respectful We are truly respectful to each early(a). Our subordinates, peers, partners and customers. Open We have no hidden agendas. We share information freely.Simple Everything we do and say should be wide-eyed and easy to understand Ethical We are moral, upright, honest, righteous, virtuous, honorable, keeping our promises in all we say and do. Transparent A few key words and phrases sums this up Honesty. Openness. Frankness. No lies. No deceit. No games. Easily understood. Ownership Whilst working several(prenominal)ly or collectively, we understandably demonstrate individual and collective ownership. 3. 5 Mission & Vision of Robi Vision To be a leader as a Telecommunication Service Provider in Bangladesh MissionROBI aims to achieve its vision through being number one not only in terms of market share, but also by being an emp loyer of choice with up-to-date knowledge and products geared to address the ever changing needs of our budding nation 3. 6 Division & Department of Robi ROBI is operating with following Divisions / Departments having its establishment in different locations at Dhaka, Chittagong and other regions of Bangladesh. ROBI has following divisions and departments ? Finance Division ? Commercial Division ? Information Technology Division ? Technical Division Human Resources Division ? Revenue Assurance Department ? Regulatory Affairs Department ? ingrained Audit Department ? Corporate Affairs Department ? Corporate system Department ? Supply Chain Management Department ? Credit look into Department ? Legal & Compliance Department ? Security & Safety Department ? MDs/CEOs Office 3. 7 Products & function Robis GSM service is based on a robust network architecture and cutting edge technology such as intelligent network (IN). The intelligent network (IN) provides peace-of-mind solutions in t erms of voice clarity, wider nationwide etwork coverage, numerous international roaming global partners, and popular value added services (VASs), quality easy-access customer care, round the clock call center operations, ironclad digital network security, competitive tariff rates and precise billing. Robi provides standard mobile connections with NWD and ISO facilities. They also provide mobile-to-mobile, Mobile with T&T incoming and outgoing facilities. TMIB has an integrated and fully computerized Customer Care bill System (CCBS), which supports virtually all subscriber-related functions with its 24-hour customer care service. . 7. 1 Product Portfolio The product line of Robi is shared into two types based on the subscription category for general subscribers Prepaid and ring mail paid. 3. 7. 2 Pre-paid Packages Robi Prepaid offers a single package that delivers simplicity and tractability at the same time. Robi Prepaid is continuously adding new features and plans to provide lordly freedom to the customers. Tariff plans are as follows- Ek second Tariff Simple tariff Normal tariff Super simple Extra simple 3. 7. 3 Post-paid Packages Data PackagesRobi offers flexible internet usage packages currently. There are 5 internet options available in Robis product portfolio. ? rule book Based Pack ? Daily Browsing Pack ? 20/20 Internet Pack ? Monthly Unlimited Internet ? Pay-per-use Services ? rudimentary Services Telephony & Data ? Supplementary Services ? prognosticateing pull back Identification Presentation (CLIP) ? Call Waiting and Call Holding ? Call Forwarding ? Call Conferencing ? National Roaming Both way ? International Roaming ? Itemized Billing ? Dedicated Customer Services 3. 7. 4 Value Added Services SMS local anesthetic & Voice Chat Kid Zone international Easy lineup Cricket Zone Robi GoonGoon Instant News Robi Internet Voice unhorse Robi Directory MMS Balance Transfer Stock Information Robi SMS Chat Friends & Fami ly (FnF) Call check Job Portal Robi Radio Missed Call Alert mPay air Dedication Push Mail Robi Bazar Robi Zone Phone assuagement Islamic Info Voice Portal BBC Janala Robi has the widest roaming facility among Bangladeshi mobile phone operators, with 550 operators across more than 205 countries in the world. Many more products are in line to be added to the existing array of Robi products and service the days to come. 8. Coverage Robi now Bangladesh covering all 64 districts with a robust network. With the permission from Bangladesh Govt. o cover the 3 districts of Chittagong Hill Tracts, the company is aiming to invest heavily on network development in this region. The quality of voice and invulnerable and secured service are the key strengths of Robi to expand its business and subscriber base. 3. 9 Organizational Structure The organization is headed by its question Executive designated as the Managing Director entrusted with overall responsibilities of busin ess direction of the organization and leading dynamically towards the attainment of its Vision, Mission and Goal. In attaining the above mission, Chief strategic officer, Chief Financial Officer, Chief Marketing officer, Chief Technical Officer, Chief Human Resource Officer assists the Md. The organization organogram is in appendix page. 3. 0 Features of Robi Cellular Phone Service Country-wide Coverage with Supreme Quality Network Better Customer Service Better Billing Better transposition 3. 10. 1 SIM-Card Identity Number Consistent and High Quality Voice Security 3. 10. 2 Exciting Robi Value Added Services Robi Itemized Billing International Roaming Choice of Handset Competent Human Resource 3. 10. 3 Customer Service SIM Change Scheme Migration (Postpaid) Re-initialization (Prepaid) Itemized Bill (Postpaid) Reconnection (Postpaid) Activation of Value Added Services Ownership Change (Postpaid) Easy Load Address Change (Postpaid)As of June, 2010 there are 20 f ull-fledged customer care centers across different areas of Bangladesh 6 in Dhaka, 3 in Chittagong, 1 in Narayangonj, 1 in Comilla, 1 in Feni, 1 in Coxs Bazar, 1 in Mymensingh, 1 in Jessore, 1 in Barisal, 1 in Rajshahi, 1 in Sylhet, 1 in Kushtia and 1 in Khulna. 4. 0 Findings & Analysis From the research, I have made in Mirpur Street, I was successfully tried to locate the light box. From the above depicted pie chart, we can easily understand that, most of the Light Boxes are displayed with Robi most 42% of the answerers are apply Light boxes attached with the Robi Axiata Company. They are highly promoted as the focused on Light Box because it is attracted to the customer/ subscribers at first sight. On the other hand, 30% of the memorys are Airtel, another mobile operator that has recently acquired by Bharti Airtel. And the other operators use limited in Mirpur, Dhaka, Bangladesh.Shutter Branding is a common style in placing the humble bewrays in the rural and urban From the a bove pie chart, we can see that, Most of the Shutter Branding is covered with the Banglalink promotional Activities (71%). On the other hand, other operators do not focus much on the Shutter Branding as their activities. Painting in the depot reflects both outdoor and indoor outlook that brings out the lucrative demo to be attracted by the subscriber. From the research in the location of Mirpur, we can see that, Banglalink, the 2nd Operator, leads the promotional activities by painting their retailer shops. In case of Robi, they are behind on this.From the pie diagram, we can understand that, maximum shops are in between 0-99 sqft space to operate their business as retailers. Because of lack of space, they are not able to keep more things in the shop. About 85% of the respondents make their shop within 100 sqft. As, it is a very narrow space, few of the retailers (about 15%) use their shop space about to 100-150 sqft. The Space of a shop is important in which the relevant protean is about the size of the customers / subscribers are coming for service at a time. Most of the shops are covered with the space for 1-3 persons at a time for receiving the services. It is relevant to the retailers, lack of strength of investment money for the comfortable shop space for the customers/ subscribers.The above depicted pie chart shows that, about 75% of the respondents are build a shop or rent a shop for 1-3 person service system at a time . On the other hands, few of the respondents have the ability to emerge the space of the space to 4-6 persons. From my survey, most of the retailers are involving in the mobile business (65%) because, it is the highest growth of business sectors now a day in our country. So, people are highly attracted to do business on this sector. some of the respondent replied that they are doing business with Electronic shops (17%), few are computer shops (8%), and few are CDs shops (9%). They are considered as a second earning source in the b usiness. picFrom the research, I have found that, most of the people are investing about 5000-15000 taka / per day, as the business is the daily income process like Point of Sales of SIMs and other things that provided by the company. In which as the subject of the matter is about small medium enterprise, like mobile shop or other mobile accessories units, people are investing at their susceptibility, about 58% respondents are doing business daily with the range of amount. About 39% are investing 15000 -30000 taka daily, for Point of Sales of different operators. From the graph, we can see that, Most of the Robi Retailers has the capability to invest 500-1000 Tk (75%) that placed in the inner city others have the capability investing 1000- 3000 Tk placing their shops on the main road.Compare to Grameenphone customers, retailers said that, they are not getting many customers of Robi in those areas, so they are providing low investment on Robi Easy lashings and SIMs. From the surve y, I have found that, most of the retailers are able to shit all of the operators SIMs in an average amount of 25 SIMs in a week. On the other hand, and few retailers can sell more than 25 that range into 50 (32%). The amount of selling is very low because, the strictness of Government rules and regulation may be a constraint like high price SIMs, SIM Tax, BTRC registration form to all operators. In this reason, customers are rarely encouraged to purchase a new SIM with connection.From the pie chart, we can see that, most of the weekly SIMs sales are Airtel Operators (78%) that represents the foremost position in the market in the current period. They are providing more facilities like ( Instant Bonus, Load Returns, New Sim Offers etc) that the other operators in the market. On the other hand, other operator like Robi (13%) is in 2nd position, because they are offering new packages in which those are attracted by the customers like the pertly package Robi Club. From my Survey, I tried to identify, the market leader in Point of Sales as Daily Load Sales. From the chart, we can see that, Grameenphone is in 1st position in the market all over the country.Consequently, Banglalink is in 2nd Position. In some areas, Airtel & Robi are ahead in between of them. From the pie chart, most of the retailers are satisfied about the facilities of Robi provided to them (79%). Few of the respondent replied that they are getting more facilities as being a serious seller (11%). Also their expectation can increase if they get proper services about retailers relationship. From the graph, most of the respondents are satisfied about Robi statistical scattering Commission System (83%). They have more expectation from Robi getting more amount of Commission as per sales of Easy Loads/SIMs. Few of them complained about the distribution system.From the pie chart, most of the retailers are not satisfied about the distribution of Robi SIMs that provided to them (89%) because they ar e not getting actual have of SIMs in the market at the time. Sometimes they are delayed in reach to distribute there. They are getting very small amount of distribution of SIMs about to 5 -7 pieces. Few of the respondent replied that they are match about the facilities (8%). From my survey, most of the retailers are satisfied about the network status of Robi Axiata Limited. They are happy to see the network tower of Robi near to them . But some of them have complained about the network traffic in which the Easy Loads / SMS are not provided timely. It is really appreciated to the respondents, as they are highly satisfied about the sales representatives of Robi Axiata Limited.Because representatives are communicating with the retailer daily, as they are also happy to get anything what they want about the loads. 4. 1 Key Findings of the Study After evaluating the available data I got some findings. The datas were totally related with each other . Every output I got has relation with the previous one or the contiguous one. So the findings should be related with the created problem concern. ? As a promotional tools, Robi Axiata Limited more on Light Box in many retailers shop in Mirpur. Because , This is the first impression that attracted by the customers when they come for services in the retailers shop like Easy Loads, Purchasing Sims, or come for knowing new packages and services.Light box is complied with LED Box which is transparent and bright. ? Robi is not concerned much as spotlighting Shutter Branding. Because, Robi doesnt use this thought because of the peak hours time. Shutter is always open and the branding is not visible in the meantime. ? Most of the people are involved in the mobile business as their primary earning. Because it is the most high growth sparing sectors in our country. So, people are eagerly interested involving in this business and gain profit. ? In this area, it has been a place of employment. Anyone can invest with a low capit al and low risk. It doesnt need to have very special skills to run the business. When a business is going to start for a retailer, the official processing is not much effective. Retailers often face hazardless. ? piteous investment ability for Robi Axiata Limited by the retailers capability that severely depends on Sales results. Now a days, competitively, Robi is in third place in customer subscriber in the market, so the retailers are investing more on others operators like Grameenphone & Banglalink. ? There is a commodious demand of Robi SIMs, but there is much enough distribution system. There is a lack of distribution channel activities in Robi, it manages less SIMs distributions to the retailers, but in case of distribution, Robi is trying to increase the SIMs distribution, which is on process. Overall facilities are fine to the retailer. The facilities are providing in case of Sales outcomes, which is given in Commission base to the retailers. In case Robi retailers, they are getting counselling quickly than other operators. ? In this time, Robi network is satisfactory all over the areas. In this time, Robi spends a huge amount of money to set up more frequent network coverage all over the country. study to the past situation, Robi hasnt been faced problems in case of network facility. ? SIM distribution is very bad to the retailers for selling to the customers. This is a major problem in SIMs distribution for the retailers nd also the incompatible series of SIMs number which are chosen by the customers while purchasing. ? Retailers are not received satisfactory amount of SIMs distribution according to the demand in the market. ? Sales representatives are ought to be very active and is satisfactory to the retailers. Communication is utmost important increasing relationship level among retailers and customers. Robi has been managed it very successfully to them. ? Robi has no service desks compare to the other operators, which is hampering the effect ive service delivery to the customers. When customers are faced in any problem, they are not capable to come to share their problems to Robi Sheba because these are not nearly situated.Service desks in any retailers shop can solve this problem instantly. 5. 0 Recommendation Some of the recommendations we can deliver for the Robi Axiata Limited on Point of sales (POS) classification from preparing this research. Those are presently written below in key points ? Promotional Advertising in Branding Robi needs to be innovative and creative. ? Robi should focus on other advertising tools that have not been taken by the management. ? Robi should open a training center on POS to increase the knowledge and skills of the retailers. ? Robi should have a service desk in every retailer shops to increase the level of expiation of both retailers and customers. Robi should increase the SIMs sale availability to the respected high demand areas so that the retailers can sell the product of Robi t o the customers easily. ? They should think about the highest sales retailers, and provide extra commission on their sales. ? To sustain in the market, Robi should focus on retailers needs and wants that need to identify. ? They must pay commission and provide facilities as much as quickly so that their expectations are fulfilled. ? They should think more in improvement of the relationship between the company and retailers. 6. 0 Conclusion Point of sales is a marketing tool to which has been in use to develop the business operation efficiency of companies. Robi from the year 2010 in the lead is practicing Point of sales to increase the sales and revenue to gain profit.For Robi Axiata Limited to be profitable telecommunication company, there has to an effective Point of Sales plan to be demonstrated clearly to the retailers A system of duty and flow of information throughout the organization and also retailers need to be established so that the retailers have the trust to the compa ny. All the decisions can be managed from the perspective of point of sales so that the company can classify the better retailers shop and provide practised facilities to them. From this research the company can easily make decisions to them. 7. 0 Appendix Fig 01 Work plan of Robi Axiata Limited pic RSP= Robi Sheba Partner Figure 02 Distribution Channel of Robi Axiata Limited Pos classification questionnaire survey Pos Name ______________ Pos code ________Pos address ________________________________________________ Pos owner name _______________________ Phone Number _______ Visibility 1. Light box 2. Shutter branding 3. buy at painting 4. Space of the shop a. 0-99 sqft b. 100-150 sqft c. 150-200 sqft d. 200-above 5. Customer accommodation a. 1-3 person b. 4-6 person c. 7-10 person d. 10 to above 6. Business type a. Mobile phone b. Electronic c. Computer d. Cd e. Others 7. Investment ability in a day (taka) a. 5000-15000 b. 15000-30000 c. 30000-50000 d. 50000 to above 8 Investmen t ability of Robi (taka) a. 500-1000 b. 1000-3000 c. 000-5000 d. 5000 to above 9 weekly SIM sale all operators a. 0-25 b. 25-50 c. 50-100 d. 1500 to above 10. Weekly SIM sale individual GP BL ROBI AIR CT TELE 11. Daily load sale GP Bl ROBI AIR CT TELE 12. The facilities of Robi a. Very good b. good c. subside d. Bad. e. very bad 13. Distribution system of Robi a. very good b. good c. moderate d. Bad. e. very bad 14. SIM distribution system of Robi a.Very good b. good c. moderate d. Bad. e. very bad 15. Robi network status a. very good b. good c. moderate d. Bad. e. very bad 16. Weekly SR visit a. One tome b. two time c. three time d. four time e. daily 8. 0 Reference & Bibliograph ? Marketing RESEARCH An Applied Orientation Naresh K. Malhotra, 5 th EDITIONS, 2008, Prentice-HALL, USA. ? Anm Khaled (Specialist, Consumer Sales & Services, Market Operation Division ? Sabbir Shoaib (Specialist, Consumer Sales & Services, Market Operation Division) ? www. robi. com. bd ? www. google. co m pic BL GP