Interim Report

RECRUITMENT & SELECTION

AND
RETENTION OF FIELD SALES
EXECUTIVE

Pallavi Tiwary
10BSP0906

AIRTEL TELEMEDIA SERVICES

A REPORT
 ON

RECRUITMENT & SELECTION AND

RETENTION OF FIELD SALES
EXECUTIVE

BY
PALLAVI TIWARY
10BSP0906
AIRTEL TELEMEDIA SERVICES

A REPORT SUBMITTED IN THE PARTIAL

FULFILMENT OF THE REQUIREMENTS
OF THE PGPM PROGRAM OF IBS PUNE
DATE OF SUBMISSION: 7th April, 2010

ACKNOWLEDGEMENT
It gives me immense pleasure, to express my unfeigned and sincere

thanks to Prof. Dhananjay Keskar for giving me this wonderful opportunity to undertake my Summer
Internship Project at Airtel Telemedia Services.

I would also like to extend gratitude and heartfelt thanks to my Company Guide Mr Rahul Kalyani
(Zonal Sales Manager) for his wholehearted support and invaluable guidance, for his inputs and
constant encouragement during the course project.

I am equally grateful to my Faculty Guide Prof Gauri Parab for her guidance and constant support and
supervision as well as for providing necessary information regarding the project.

Lastly, I would like thank my family and my friends for their love and support without which it would
not have been possible for me to undertake this project.

PALLAVI TIWARY

10BSP0906

Table of Contents
SUMMARY...................................................................................................5
INTRODUCTION TO RECRUITMENT & SELECTION AND RETENTION.........6
OBJECTIVE OF THE PROJECT....................................................................7
INTRODUCTION - Bharti Airtel....................................................................8
Company profile........................................................................................8
Business Description................................................................................8
Quick Facts...............................................................................................8
MISSION...................................................................................................9
VISION......................................................................................................9
 SERVICES OFFERED BY THE COMPANY...............................................10
RECRUITMENT AT AIRTEL TELEMEDIA SERVICES..................................11
INTERPRETATION AS ON 6TH APRIL, 2011...............................................12
FUTURE PLAN OF STUDY..........................................................................13
REFERENCES............................................................................................14
ANNEXURE................................................................................................15
QUESTIONNAIRE FOR RETENTION........................................................15
QUESTIONNAIRE FOR ATTRITION:.........................................................17

SUMMARY

This projects deals with the Recruitment & Selection, and Retention of FSE’s (Field Sales
Executives) for Airtel Telemedia Services.

Objective of the project is to Recruit Field Sales Executive and also to study various HR
practices in the company like Retention, Attrition and Motivation which is done using various
tools like tie-up with HR consultants, Advertising in Newspapers, Campus Recruitment,
Reference through working employees, getting Questionnaires filled from currently working
FSE’s and also interacting with them.
The project helps the company to generate and increase its sales by hiring more FSE’s and
also by suggesting the company, various means to retain the manpower.

INTRODUCTION TO RECRUITMENT & SELECTION AND

RETENTION

According to Edwin B. Flippo, “Recruitment is the process of searching for prospective

employees and stimulating them to apply for jobs in the organizations.” Effectively,
recruitment is the process of getting the right kind of people to apply for the vacancies in an
organization.
Selection, on the other hand, is the process of choosing individuals who have the required
qualifications to fill jobs in an organization. Without qualified employees, the organization is
less likely to flourish. Therefore organizations on an average reject a high percentage of
applicants and a lot of time and effort has to be put in before a candidate is finally selected.

Retention of employees has become a primary concern in many organizations for several
reasons. As a practical matter, with lower turnover, every individual who is retained means
one less person to have to recruit, select and train. Also, organizational and individual
performance is enhanced by continuity of employees who know their jobs, co-workers,
organizational services and products and also the customers of the company.

The project mainly involves the Recruitment and Selection of FSE’s i.e. Field Sales
Executives for Selling of Broadband connections to the consumers which comprises the
students, households and others. The company adopts various means of recruitment and
selection like Advertisement in the newspaper, tie-up with HR consultancies, campus
placements from local colleges etc. A lot of emphasis is laid on various aspects before a
candidate is finally selected.

The projects also involves the study of various HR practices in the company like Retention,
Attrition and Motivation; and how the company deals with such a high level of attrition and
what it does to keep its FSE’s satisfied and motivated.

OBJECTIVE OF THE PROJECT

• To Recruit Field Sales Executive and bridge the gap between the required FSE’s and
existing FSE’s.

• To study various HR practices in the company like Retention, Attrition and

Motivation.
• To study how the company deals with such high level of attrition and what it does to
keep its FSE’s satisfied and motivated

• To suggest various means and methods to retain the existing FSE’s.

INTRODUCTION - Bharti Airtel

Company profile
Established in July 07, 1995, as a Public Limited Company, Bharti Airtel limited is a leading
global telecommunications company with operations in 19 countries across Asia and Africa.
The company offers mobile voice & data services, fixed line, high speed broadband, IPTV,
DTH, turnkey telecom solutions for enterprises and national & international long distance
services to carriers. Bharti Airtel has been ranked among the six best performing technology
companies in the world by business week. Bharti Airtel had 200 million customers across its
operations.

Chairman and Group CEO – Sunil Bharti Mittal

Business Description

Provides GSM mobile services in all the 22 telecom circles in India, Srilanka, Bangladesh
and now in 16 countries of Africa.

Provides telemedia services (fixed line and broadband services through DSL) in 88 cities in
India.

Provides an integrated suite of Enterprise solutions, in addition to providing long distance

connectivity both Nationally and Internationally.

We also offer DTH and IPTV Services

Quick Facts
Bharti Airtel’s product and services portfolio includes mobile services, home phones,
broadband, calling cards, DTH, IPTV, MPLS Services, satellite services, data transport
solutions and conferencing services.

• Bharti Airtel has more than 186 million customers.

• Operations in 19 countries across Asia and Africa.

• Bharti Airtel’s revenues in the financial year 2008-09 was Rs. 36,962 crores

(Around US $ 7.8 Billion dollars)

Bharti Airtel is

• 3rd largest in-country mobile operator in the world

• 6th largest in-country integrated telecom operator in the world

• Ranked number 5 in the best performing technology companies in the world by
business week

• India’s most innovative company by Wall Street Journal

• Winner of gallup great workplace for being one of the best places to work worldwide

• Ranked 188 in the FT 500 world’s largest companies 2009 ranked by financial times

MISSION
“Refine your processes, strive for dominance and build a brand.”

VISION
By 2015 Airtel will be the most loved brand, enriching the lives of millions.

SERVICES OFFERED BY THE COMPANY

• Mobile services - Bharti Airtel offers GSM mobile services in all the 23-telecom circles of
India and is the largest mobile service provider in the country, based on the number of
customers.
• Telemedia services - The group offers high-speed broadband internet with the best in
class network. With Landline services in 94 cities, we help you stay in touch with your
friends & family and keep you updated round the clock.

• Enterprise services - Enterprise Services provides a broad portfolio of services to large

Enterprise and Carrier customers. This division comprises of the Carrier and Corporate
business unit. Enterprise Services is regarded as the trusted communications partner to India's
leading organizations, helping them to meet the challenges of growth.

• Digital TV services - Discover the magical experience of digital entertainment with airtel.
From DVD quality picture and sound, the best and widest variety of channels and
programmes to the best on-demand content on airtel Live, your TV viewing experience
change forever with digital TV from airtel!

RECRUITMENT AT AIRTEL TELEMEDIA SERVICES

The prime purpose of the study is to adopt a best and the most cost effective recruitment and
selection methodology for the recruitment and selection of FSE’s and to study HR related
activities which are carried out in an organization. The project was in the Direct Sales
Department.
 The company adopts various means of recruitment and selection like Advertisement in the
newspaper, tie-up with HR consultancies, campus placements from colleges.

The first step was to give an advertisement in the newspaper through which many candidates
came in for Walk in Interview. The prospective aspiring candidates who came for the
interview were attended to with curtsy and professional manners-etiquettes. Then the initial
round of interview was taken thereafter folowing the final round of interview.

The other methodology adopted for the recruitment was to tie-up with various consultancies.
There were many terms and conditions by both, the company and the consultancy, which had
to be agreed before the deal could be finalized.

Also, placement cells of various colleges were approached for the recruitment process.

The projects also involves the study of various HR practices in the company like Retention,
Attrition and Motivation; and how the company deals with such a high level of attrition and
what it does to keep its FSE’s satisfied and motivated.

INTERPRETATION AS ON 6TH APRIL, 2011

During the course of the project, it was found out that getting the right manpower is very
difficult and it’s even more difficult to retain them. Moreover in case of FSE’s, the attrition
rate is very high due to the strenuous work conditions and high targets which makes it even
more difficult to retain the manpower.
FUTURE PLAN OF STUDY

During the course of study, questionnaires will be filled by existing FSE’s and those FSE’s
who have left the organization in order to conduct a study on Retention and Attrition. The
data collected will be useful in analyzing the reasons for such high rate of attrition and how
satisfied and motivated do the employees feel about their work.
REFERENCES

• www.airtel.in
ANNEXURE

QUESTIONNAIRE FOR RETENTION

• Name - ………………………………………………………………………………
• Designation-…………………………………………………………………………

• Date of joining-………………………………………………………………………

• Name of the channel working for-………………………………………………..

• Reporting team leader-……………………………………………………………….

• Contact no. -………………………………………………………………………….

1. How did you find the training given to you?

 Very Good
 Good
 Satisfactory
 Not Satisfactory

2. Is there anything more that you think should be in included in the training?

If yes, please specify? ……………………………………………………………….

3. Do you get sufficient support / handholding on field by your team leader? Yes/ No

4. Does your team leader accompany you on tough call? Yes / No

5. Do you get adequate channel support and guidance? Yes / No

6. What motivates you to perform better?

…………………………………………………………………………………………………
…………………………………………………………
7. Have you received any incentives in the past? Yes / No

8. If no, why couldn’t you qualify for the same?

…………………………………………………..
…………………………………………………………………………………………………
……

9. What are the challenges you face in your professional life?

………………………………….
…………………………………………………………………………………………………
……

10. Would you like to give any suggestion to the company in order to maximize productivity
and job satisfaction?
…………………………………………………………………………………………………
……

Date:
Name & Signature:

QUESTIONNAIRE FOR ATTRITION:

• Name – ……………………………………………………
• Position - ……………………………………………………

• Name of the channel - ………………………………………

• Team leader -………………………………………………..

• Contact No. - ………………………………………………

1. For how many months / years did you work for Airtel Telemedia Services and what was
your average monthly salary?
………………………………………………………………………………

2. What was the prime reason for you to leave Airtel?

……………………………………………………………………………..

3. Did you convey your problem to the company? Yes/ No

If yes, did your DSA listened to your problem and helped you to solve it?
Yes / No

If no, do you think Airtel would have helped you sort out your issues?
Yes / No

4. Has your team leader/ DSA been cooperative and understanding?

Yes / No

5. Did you get your salary on time?

 Yes / No
6. What was the best part about working or Airtel?
………………………………………………………………………………
7. If your issues are sorted out and if given a chance, would you be interested in joining
Airtel again.
Yes / No

Date:
Name & Signature: