Telenor Sales Report

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Telenor Pakistan
Sales Management Report

Submitted By: Humair Ahmed Khan Kandhari
M.Moiz-Ul-Haq

Submitted to: Mr. Javed Mehmood

Contents
Acknowledgement3
Vision and Values4
Company Overview4
Telenor Products and services6
Products6
Services7
The Competition9
The Hierarchy11
Departments within different regions11
The Sales Channels12
The Sales Hierarchy14
Selling Methodology15
Prospecting15
Qualifying15
Foot in the door15
Presenting the sales pitch15
Closing the Deal16
Follow Up16
Sales Forecasting17
Sales Budgeting17
Compensation18
Employee Motivation18
Reward System18
Compensation and benefit plans18
Salary policy19
Performance Appraisal System19
Frequency of the Performance Review19
Practices at Telenor for Performance Appraisal System20
Performance Review20
Recommendations23
Appendix24

Acknowledgement

We extend my heartfelt gratitude to Telenor Pakistan for this wonderful opportunity and experience. We would specially like to thank Ms. Saadia Pervez, Area Manager, South 1, Mr. Athar Ali Shah, MNP Executive, Mr. Muhammad Raza, Postpaid Executive and the Sales & Distribution Department specially the Operations Team for helping us on our report. Most importantly, we are grateful to the Mr.Javed Mehmood and the Institute of Business Administration for empowering us with enlightening education that is constantly being reinforced by all our experiences with the professional world. We thank everyone sincerely and deeply.

Vision and Values
The vision of Telenor is:
“We're here to help”
Telenor deeply focuses on facilitating its customers to get full benefits through the different communications services. A lot of credit to achieving this goal needs to be given to the Telenor sales team. The vigilance and dedication with which they work enables that Telenor remains accessible at even the most distant places in Pakistan.

Telenor’s four core values provide the guiding principle for their entire sales team. The core values are: * Make it Easy
* Keep Promises
* Be Inspiring
* Be Respectful
From the perspective of the sales team their main task is to make it easy for Telenor’s products and services to reach the customers and deliver the promises that the company makes. Amongst the sales team the seniors or the team leads lead from the front and inspire the best performance out of their teams. But in the entire process the sales persons are required to respect each other irrespective of their rank, status, caste, influence or any other factor. These core values are made an integral part of the culture at Telenor through constant trainings of the employees so that these values are ingrained in their every activity. Company Overview

Telenor Pakistan acquired a GSM license in 2004 and began commercial operations on March 15, 2005. At the end of May 2010 it had a reported subscriber base of 23.65 million, and a market share of 24% making it the country's second largest mobile operator. Telenor Pakistan is the country's single largest European investor, with investments in excess of US$2 billion. Telenor Pakistan is 100% owned by the Telenor Group, an international provider of high quality voice, data, content and communication services in 14 markets across Europe and Asia. Telenor Group is among the largest mobile operators in the world with over 195 million mobile subscriptions in 2010 and a workforce of approximately 34,000. Offering mobile financial services

In November 2008, Telenor Pakistan acquired 51% of Tameer Microfinance Bank. In 2009 'Easypaisa' was launched. This made Telenor first telecom operator in Pakistan to partner with a bank to offer mobile financial services.  Contributing to Pakistan's economy

The Company continues to contribute to Pakistan's economy. Here are some of the key features: * Telenor has created 2,500 direct and 25,000 plus indirect jobs. * Expansion of...
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