LETTER OF ACKNOWLEDGEMENT
First of all we would like to thank the Almighty, to make us able and capable to complete our work with full determination and courage.
It is indeed an honor for us to prepare this report, which was assigned by our teacher Mr. Muneer Ahmed, who gave us treasured insight on this subject. His untiring support and influencing attitude of bearing with us has surely been a driving force for us. It is due to his tireless efforts, consistency of instructions and the support, that I have successfully completed this report.
We would also like to thank Mr. Ghaus Regional sales manager of Sindh and Balochistan who help us and give us all information related to ZONG. Last but not the least we would like to thank all our colleagues and friends who were a great moral support.
Sincerely yours,
Aftab Arif Bombia (5874)
Sufyan Younus (6007)
Rizwan Sadiq (5738)
Areeb Zahid (6013)
Sidra Tariq (5812)
Muhammad Ammar (
Irfan Rasool (4549)
TABLE OF CONTENTS
INTRODUCTION 3
CMCC 3
CMPAK 3
ZONG 4
CURRENT SCENARIO 5
COMPANY AND MARKET SHARE OF COMPETITORS 6
PAKISTAN OPERATOR DIFFERENTIATION 8
COMPARISON OF TELENOR WITH ZONG 9
ORGANIZATIONAL SALES STRUCTURE 9
FINDINGS AND ANALYSIS OF FINDINGS 11
GEOGRAPHICAL SPECIALIZATION 11
CUSTOMER SPECIALIZATION 11
SALES FORCE ANALYSIS 11
SALE TACTICS 12
SALES CHANNELS-MARKET ACCESS 12
FRANCHISER 13
DEALERS 13
CUSTOMER SERVICE CENTRE 13
FREE LANCERS 13
TERRITORY MANAGEMENT 14
COVERAGE PATTERN 14
SALES FORECASTING 14
MOTIVATING AND COMPENSATING SALES PEOPLE 15
RECRUITMENT AND SELECTION 16
RECOMMENDATIONS 17
INTRODUCTION
INDUSTRY OF PAKISTAN
CMCC
China Mobile is the world's largest telecom operator with over 415 million customers (as of June 30, 2008). By turnover it is second to Vodafone, which owns 3.3% of China Mobile. China Mobile is also fifth in global brand equity according to Brands rankings. Having a customer base of over 300 million customers,...