SALES MANAGEMENT @ AIRTEL

BY-

VIKRAM 02
PRASHANT 12
MAIMUNA 47
SHEHNAZ 48
HARSHAD 11
TAUSIF 49
 AIRTEL – COMPANY PROFILE
• Airtel is one of the leading providers of
telecommunication services with presence in all
the 22 licensed jurisdictions (also known as
telecom circles) in India and operations in Srilanka,
Bangladesh and in Africa.

• The company offers mobile voice and 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 over 200 million customers across

its operations at the end of Nov 2010.
ORGANISATION STRUCTURE OF AIRTEL
 SALES PROCESS
• Sales Process of AIRTEL takes care of the process of taking the products of
the company to the intended end-customers.

• This complex process involves the quite a range of activities varying from
Strategical decisions of selling and distribution planning to Operational
level activities of Selling, workforce management.

• Some of the activities involved in Sales PROCESS are

– Deriving the Selling Strategy
– Identifying channels and sources for the sales set up.
– Implementation of the selling strategy
– Territory Planning
– The Selling Process
– Distribution Strategy
– Distribution channel management
– Management of Sales Force of the company
include recruitment, Training, Evaluation etc.
SALES ORGANISATION
STRUCTURE
 TERRITORY ALLOCATION

Airtel Operates in all the 22 telecom circles

in India. Each circle (state) is split into
four zones (east, west, south & central).
Each of these zones are then split into
two territories (Urban & Upcountry).
 CHANNEL STRATEGY
• Channel Design process involves setting up of new distribution
Channels as well as modifying existing channels.

• This design process involves careful assessment of multiple factors

which affects the buying behavior of the people. These factors will
subsequently impact the success of the distribution channel.

• Some of the factors are

– The Channel Environment
– Buying Behavior
– Sales Objective of the Company
– Type of Product etc.
 CHANNEL STRATEGY
• In the case of Airtel’s mobile connections, both pre-paid and
post-paid products needs different kind of distribution
channels.

• Distribution channels for Post Paid Connections:

– Direct Sale Agencies ( DSA)
– Franchisee Showrooms
– Agencies for Corporate

• Distribution Channels for Pre paid Connections:

– Company ----Distributor ---Retailer (General Merchants, Mobile
Shops etc.)
– Company -----Distributor --------Multi Brand Outlets (MBO)
DSA
SHOWROOM
RETAILERS
MBO