1

INTERNSHIP REPORT

ON

Submitted to:
Miss Irum Sherazi

Submitted by:
Usman Majeed Chohan

ME-07-57
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IN THE NAME OF ALLAH, THE MOST BENEFICENT, AND THE MOST

MERCIFUL:

FROM THE GLOURIOUS QURAN

“It is not righteous that you turn your faces towards the East And the

west but righteousness is this that one should believe in ALLAH and The last day and the

Angels and the Book and the Prophet (PBUH) and giveaway wealth out of the love for

him to needy and the way-farer and the Beggars and for the way-farer and the beggars

and for (the emancipation of) the captives, and keep up prayer and pay the poor rate; and;

the performers of their promise, and the patient in distress and affliction and in time of

conflicts these are those who are true (to themselves) and these are they who guard

(against evil)”

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D EDICATED TO M Y
Mother
W HO A LWAYS C ARE M E
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PREFACE

In Master of Business Administration Internship Program is an important part to give

students an opportunity to have experience of practical field. Unless and until the students

experience the novelty of practical work. Their knowledge of what they study in

theoretical courses remains incomplete. The most important point in an Internship

Program is that the student should spend their time in a true manner and with the spirit to

learn practical orientation of theoretical study frame work. This book is project provides

an introduction to the previous, current and future Marketing situation of Telenor. In this

book, I tried my best to produce maximum current data for analyzing their Marketing

strategies and position with respect to their competitors but human error/mistakes is

always possible

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ACKNOWLEDGMENT

All praises to almighty Allah who bestowed upon us the desired wisdom gratitude and

forbearance to accomplish a very demanding and challenging task.

Once demanding task, and we challenging we mean the kind of data required for

compiling this report is not only scattered but also boundary less. The limits are

undefined and one can include data as much one can.

The data varies from sources and dynamic in nature. Each passing day the statistics are

changing due to new exploration and discoveries.

Under such operating enrolments it was well view impossible for the team to accomplish

the assigned task without the timely appropriate and valuable guidance and support of my

honorable teachers and also the right direction provided which set the pace for initiating a

reasonable report.

I also express our gratitude to our parents, as without the incentive support and

cooperation of these of these personalities we would not have been where we are.

I also thank to the persons I met in order to get information about certain organizations.
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TABLE OF CONTENTS

EXECUTIVE SUMMARY

A. Historical Background
B. Introduction
C. Department Analysis
D. Marketing Strategy
E. Product Line
F. Corporate Sales
G. Product Consideration
H. Analysis
I. Suggestions
J. Conclusion
K. Overall Recommendation

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EXECUTIVE SUMMARY

This report provides an introduction to the previous, current and future marketing of

“Telenor Pakistan”. In this, I tried my level best to produce maximum current data for

analyzing their marketing and sales strategies and position with respect to their

competitors. This project is based on corporate sales and marketing, so my priorities have

to;

 Give brief introduction of mobile companies in Pakistan and then see how

“Telenor” is working.

 Corporate sales working and the strategies for corporate sales.

 New products and services offered by the telenor.

 Analyze current market positions, products, services, competitive, distribution and

macro environment situation of company on the customer/subscribers.

 SWOT analysis is the heart of Marketing.

 To give a clear idea about marketing strategies of “Telenor” advertisement, sales,

distribution, price, promotion and target market.

 Give overall recommendation to improve the existing condition of “Telenor”.

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A. HISTORICAL BACKGROUND

Telenor acquired the license for providing GSM services in Pakistan in April 2004, and
has launched its services commercially in Islamabad, Rawalpindi and Karachi on March
15, 2005. The official opening was held in Islamabad with the President of Pakistan
General Pervez Musharraf as the guest of honor and a Telenor delegation headed by CEO
Telenor Jon Fredrik Baksaas. On March 23, 2005 Telenor started its services in Lahore,
Faisalabad and Hyderabad.
Telenor has its corporate headquarters in Islamabad, with regional offices in Karachi and
Lahore.
The license terms stipulate that by year 4, Telenor will cover 70% of Pakistan's 297
administrative Tehsil headquarters. Telenor will fulfill the license requirements and
provide superior quality coverage.
Telenor is proud to build mobile communication infrastructure in Pakistan and looks
forward to combining its experience in mobile technology with the local Pakistani high
level of competence. Telenor’s primary aim is to offer top quality mobile services and
promote healthy competition in the mobile market.
The company has covered several milestones over the past eleven months and grown in a
number of directions.
Telenor has successfully signed interconnect agreements with all four incumbents during
December 2004, allowing its subscribers to exchange voice and data with subscribers on
all active mobile networks including Paktel, Instaphone, Ufone, Mobilink and Warid.
Upon the successful set up of our LDI unit, Tore Johnsen CEO and President of Telenor
Pakistan, and Kjell Nordbo, CTO, made the first official TP international call to Norway
on January 27.
In addition to recruiting hundreds of people, Telenor established its Call Center on
January 28 in Lahore.

B. INTRODUCTION

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Launched on March 23,2005, Telenor is a new cellular operator in Pakistan. Pak Telecom
mobile Ltd. offers Telenor services to you, which a 100% is owned independent
subsidiary of Pakistan Telecommunications Corporation Ltd and base company in
NORWAY. Also working in twelve countries.
Telenor has been a highly successful venture both in terms of subscriber uptake and
coverage. With fastest expanding coverage, unmatched product leadership, and consistent
focus on customers, Telenor has emerged to be the most prominent player in the market
in the short span of its operations.

This is Telenor

Telenor is emerging as one of the fastest growing providers of mobile communications

services worldwide. Telenor is also the largest provider of TV services in the Nordic
region.

Telenor is organised into three business areas; Mobile operations covering 12 countries,
and Fixed-line and Broadcast services covering the Nordic region.

The Telenor Group

 More than 129 million mobile subscriptions worldwide

 Strong position in the growing Scandinavian market for broadband services
 Largest provider of television and broadcast services in the Nordic region
 Revenues 2006: NOK 91.1 billion
 Workforce: 33 500 man-years
 Listed on the Oslo Stock Exchange

Mobile operations

Telenor has ownership interests in 12 mobile operators across Europe and Asia. Our
international mobile footprint covers more than 650 million people.

Fixed
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Telenor is Norway's leading provider of fixed-line telecommunications services, and is

strongly positioned in the rapidly growing Nordic market for broadband. Offers include
analogue and digital fixed-line telephony, as well as broadband voice over IP, Internet
access, value-added services and leased lines.

Broadcast

Telenor is the leading provider of television and broadcasting services to consumers

andenterprises in the Nordic region. We also operate the national terrestrial broadcast
network in Norway and we are the leading provider of satellite broadcasting services in
Nordics.

Our history

For over 150 years, telecommunications has played a vital part in the development of
modern Norwegian society. As the incumbent provider, Telenor has been the driving
force in the development of a highly sophisticated home market and is now one of the
largest mobile operators worldwide.

The introduction of the telephone

The years of 1855 to 1920 was a pioneering period in the history of Norwegian
telecommunications. During two generations, the Norwegian society experienced the
introduction of three new means of communications: the telegraph in the years of 1850,
the telephone around 1880 and wireless telegraphy – radiotelegraphy – at the turn of the
century. The spread and use of telecommunication was modest compared to later
periods, but as entirely new features they received a fair amount of attention.

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Pioneer in mobile communications

Telenor is a pioneer in mobile communications. Manual mobile telephony services were
introduced in Norway in 1966, as a forerunner to the automatic NMT system, which
appeared in 1981. Its digital successor, GSM, was introduced in 1993, and third
generation mobile network, UMTS, was launched for commercial use in 2004.

Norwegian telecom becomes a public corporation

In 1994, Norwegian Telecom was established as a public corporation. One year later, it
changed its name to Telenor. In December 2000, Telenor was partly privatised and
listed on the stock exchange.

…and expands internationally

Telenor has undergone momentous change as a group – from being a strong, national
operator with significant international holdings to be coming an international, world-
class provider of mobile communications services.

Telenor now has mobile operations in 12 markets around the world, many of which are
seeing high growth. In each of these markets we will drive towards greater
competitiveness, building on the many strengths we have forged during our more than
150 years of history and on our international experience.

PakistanTelenor acquired the license for providing GSM services in Pakistan in April
2004, and launched its services commercially in Islamabad, Rawalpindi and Karachi on
March 15, 2005. The official opening was held in Islamabad with the President of
Pakistan General Pervez Musharraf as the guest of honor and a Telenor delegation
headed by CEO Telenor Jon Fredrik Baksaas. On March 23, 2005 Telenor started its
services in Lahore, Faisalabad and Hyderabad. Telenor has become the second largest
cellular network in Pakistan by launching over 1100 destinations within two years!

Telenor has its Corporate headquarters in Islamabad, with regional offices in Karachi and
Lahore.
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The license terms stipulate that by year 4, Telenor will cover 70% of Pakistan's 297
administrative Tehsil headquarters. Telenor will fulfill the license requirements and
provide superior quality coverage.

Telenor is proud to build mobile communication infrastructure in Pakistan and looks

forward to combine its experience in mobile technology with the local Pakistani high
level of competence. Telenor's primary aim is to offer top quality mobile services and
promote healthy competition in the mobile market.

The company has covered several milestones over the past twenty two months and grown
in a number of directions.

Telenor has successfully signed interconnect agreements with all four incumbents during
December 2004, allowing its subscribers to exchange voice and data with subscribers on
all active mobile networks including Paktel, Instaphone, Ufone, Mobilink and Warid.

Upon the successful set up of our LDI unit, Tore Johnsen CEO and President of Telenor
Pakistan, and Kjell Nordbo, CTO, made the first official TP international call to Norway
on January 27.

In addition to recruiting hundreds of people, Telenor established its Call Center on

January 28 in Lahore.

VISION

Our Corporate DNA

At Telenor Pakistan, our lives are made up of our Corporate DNA i.e. our Vision and
Values. We believe that competencies influence a person what he or she is.

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Vision

Our vision is simple: we exist to help our customers get the full benefit of communication
services in their daily lives.

The key to achieve this vision is a mindset where everyone of us works together; making
it easy to buy and use our services; delivering on our promises; being respectful to
differences; inspiring people to find new ways.

Get this right and Telenor will be a driving force in modern communication and customer
satisfaction

CORE VALUE

Make it Easy

We’re practical. We don’t over complicate things. Everything we produce should be easy
to understand and use. No waste. No jargon. Because we never forget we’re trying to
make customers’ lives easier.

Keep Promises

Everything we set out to do should work, or if you don’t get it, we’re here to help. We’re
about deliverance, not overpromising – actions not words.

Be Inspiring
We are creative. We strive to bring energy into the things we do. Everything we produce
should look good, modern and fresh. We are passionate about our business and
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customers.

Be Respectful
We acknowledge and respect local cultures. We do not impose one formula worldwide.
We want to be a part of local communities wherever we operate. We believe loyalty has
to be earned.

GOALS

Telenor's main goal is to create value for shareholders through serving the customers,
employees, partners and the general public interest.

In a long-term perspective, a strong market and customer focus, as well as a strong

commitment to our employees and to society, will provide the best platform for creating
incremental value.

Values shall be created through profitable and robust growth. Such growth shall be based
on the development of solutions that simplify the use of, and strengthen the usefulness of,
advanced communication technology. Telenor shall contribute to give customers greater
freedom of choice and more options. Telenor's solutions shall simplify people's workday,
make businesses and activities more efficient, and increase their competitive powers

 We will aim to offer services that support and improve your daily life

 We will make sure our services are easy to use and our prices are transparent and
understandable.

 We will only communicate in an honest and truthful way

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 We will treat you with respect and friendliness and give prompt and informed
service

 We will protect your personal information and respect your right to privacy

 We will listen to and value your feedback

Tore Johnsen, Chief Executive Officer

Tore took over as CEO of Telenor Pakistan in August 2004. He is a member of the Board
of USF (Universal Service Fund) and Chairman of the Board of PMD (Pakistan Mobile
Number Portability Database (Guarantee) Limited).
With over 30 years experience within the Telenor Group, Tore has spent a considerable
amount of time on international assignments in Europe, Central Asia and Asia. His most
recent position in Asia was CEO Digi, Telenor’s Malaysian mobile company. Tore
Johnsen has an MSc in Electronics from the University of Technology, Trondheim,
Norway.

Here to Help

For 150 years, Telenor has pioneered communication technology. Our innovation was
necessary to enable movement and development across Scandinavia’s long distance and
harsh natural conditions. Today we are a major worldwide player, but have the same
single focus: helping people to communicate.

The new Telenor brand articulates this ambition and our new logo is a symbol of
movement and change – our continuous evolution to enable people to communicate
better.
The whole Telenor group is committed to our brand promise. We want to make it easy
for customers to get what they want, when they want it. We will keep promises and
deliver what we say. We will innovate to deliver fresh ideas, and as a global player we
respect our customers and their local cultures wherever we operate. Across all markets
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where Telenor has a presence, the Telenor group is united to help our customers get the
full benefit of communication services in their daily lives. In simple words, we’re here to
help.

The Brand

At the heart of our new brand is a new logo. It’s a symbol of balance, movement and
change. It represents our philosophy of innovation and democratic process and takes its
inspiration from Scandinavia’s long history of design inspired by nature.

Of course a brand is much more than just a logo – it’s a set of ideas, a way of doing
things and measure of behavior.

Of course in many ways Telenor already stands out. We have shown impressive growth
and an increasingly international focus, particularly in new growing markets but we can
go – and need to go – much, much further.

“Our aim is to be the trusted mobile service provider for the Pakistani customer”
Within one year of operations Telenor Pakistan today is the fastest growing network in
the country with a rich portfolio of products and services. We have edge of introducing
products which are industry first and provided consumers with more and more convenient
options of communication.

Our brand is truly customer centric. We believe in understanding our customer’s needs
which have changed and are changing constantly therefore continuously driving us to
innovate in terms of our products and services.

Global Perspective

Telenor has decided to change worldwide. Why? Because our customers have changed,

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our markets have changed and the world has changed. Standing still is not an option. The
last fifteen years have seen a huge growth in mobile network coverage and an equally
rapid evolution of customer requirements. During the last decade, on a global level,
Telenor has witnessed a massive growth in subscriptions, intense competitive pressure
and an ever increasing focus on price. Today our customers’ needs vary dramatically
according to local market conditions hence the need to change along with them.

OBJECTIVE AND STRATEGY

Telenor Pakistan is committed to being both an industry leader in the management and
implementation of corporate ethics and to make this an integral part of our business
development.

Objectives
The three primary objectives for Telenor Pakistan's emphasis on corporate ethics are:
Telenor Pakistan's customers shall be confident that the company runs its operations in an
ethically responsible manner
Telenor Pakistan's employees shall be proud of the way in which the company handles its
social responsibility.

Telenor Pakistan’s other stakeholders, expecting high standards of social commitment,

shall have high regard for the company.

Strategy
Telenor Pakistan is committed to corporate ethics in all its activities by making it an
integral part of the corporate culture.

CORPORATE GOVERNANCE

Telenor Pakistan considers good corporate governance to be an essential tool for

achieving our vision, value creation and strategic goals, and for maintaining a healthy
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corporate culture. Furthermore, good corporate governance is imperative for credibility

and for access to capital.
Our corporate governance includes openness and transparency towards the company’s
owners, the Board and Group Management, as well as other interested parties such as the
Group’s employees, customers, suppliers, creditors, public authorities and society in
general. Rules and procedures provide Telenor Pakistan with a sound platform for good
corporate governance and for the further development of a positive, responsible and
robust corporate culture.
The Management is responsible for ensuring the existence of internal rules, procedures
and structures that can efficiently secure value creation for all stakeholders and where
authority and responsibilities are clearly set out and mutually understood.

CODE OF CONDUCT

Telenor Pakistan’s activities should serve to illustrate that business success in demanding
markets can be achieved without compromising ethical principles or international norms.

Our Codes of Conduct have been adopted by the Telenor Board and are a key
management tool for influencing all our activities.
The Codes of Conduct cover areas that are important for ensuring solid business ethics in
all aspects of our activities. They contain specific and practical rules, and set the
standards for how individual employees should conduct business when faced with
competition and demands for meeting business objectives.

Failure to comply with the Codes of Conduct results in sanctions suited to fit the nature
and extent of unauthorized actions. The Codes of Conduct apply to managers, employees,
hired staff and anyone acting on behalf of Telenor Pakistan.

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TELENOR FIRSTS
Telenor takes pride in setting standards through market initiatives and is the first cellular
company in Pakistan to:

 Offer real value for money packages

 Introduce Life time free incoming
 Offer 32k Power SIM
 Start GPRS / MMS / WAP Data services

MILESTONES
Telenor is the only GSM Operator with 2.5G GPRS service, which is the ‘next
generation’ technology and offers:

 High Speed Data Services through Your Telenor

 WAP Data Services CEO
 Multi-Media Messaging Service (MMS)
 First Class Customized Data & Voice Solutions
 For their clients including Mobile EVP VP VP
CTO CMO CFO Office.
PGA HCD IT

Directors
Director
Marketing
Director P&P
Telenor Structure
Manager
National
Director
Director Director OSS
Director
Safety & Director
Securities

National Director Assistant

Managers Support Team Managers Support Team Support Team Manager
Director S&D Post Paid Manager

Director
Director Assistant Assistant
Assistant Director CRD Executive People
support Team Manager Manager
Excellence

Executive Support Team Executive Officer

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Corporate Sales Structure

CHIEF
EXECUTIVE

Director Postpaid

Direct Corporate
Postpaid

Assistant Manager CS

CSM

CSE/DSE

CSO

DSO

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C. DEPARTMENTAL ANALYSIS

TELENOR has the following setup.

 Human Resources
 Finance Department
 Sales Department
 Marketing Department
 Customer Service Department
 Engineering Department

1. HUMAN RESOURCES DEPARTMENT

Human resources department is responsible for all personal management activities. All
welfare polices relating to the organization and employees benefits passed through this
human resources department.

2. FINANCE DEPARTMENT
Finance department is responsible for all financial matter of the company, which include
payroll.

3. SALES DEPARTMENT
. Sales department is responsible for the sales of the product. Telenor has qualified sales
staff on permanent bases & temporary bases.

4. MARKETING DEPARTMENT
Marketing department looking all marketing activities. Advertisement, availability of
POS & also sales promotion activities. Marketing and advertisement departments work
together for latest modification and development of product.
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5. CUSTOMER SERVICES DEPARTMENT

The customer service center provides major services to customers as well take follow up
of their complaints
Major Provided Services
 New connection sale
 Sim registration
 Change of owner ship
 Sim replacement
 Package plan change
 Mobile number portability
 Bill payment
 Easy Load/ Scratch cards
 Resolving customers complaints
 Have direct coordination with customers
Major software’s used to perform these activities
 SIEBLE
 COPE
 TSU
 TRACKER
 VAD (vouchers administrator)
 CHRIS
 SIEBLE

TSU
There is ticket system. First of all customers have to take ticket then on the call of their
ticket they have to proceed the specified counter. TSU is actually used to call customers
and is linked with ticket machine.
SIEBLE

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All sim registration, sim replacement, change of ownership, package plan change, MNP
(mobile number portability),Bill payment are done by Sieble
COPE
This S/W is basically used to measure employee’s performance. They have to enter the
ticket number, mobile number of customers and type of activity performed by employee
TRACKER
All financial and non financial activities are done in TRACKER.
VAD
It contains details about the balance cards. It is used usually in case of over scratched or
damaged cards and when the customers card recharging status is barred.
CHRIS
It contain the customers call details, GPRS history, FAC (first call activation)
Date. Easy load, card recharging history, and when the customers Easy Load status is
barred.
ENGINEERING DEPARTMENT

Engineering department is very imported in this organization. Engineering department

give all technical support & maintain the cellular network.
Wherever you go, Telenor goes with you! While traveling abroad, you can rely on your
Telenor Postpaid subscription to stay connected.
Our extensive International Roaming network covers over 125 destinations, the most
comprehensive worldwide coverage offered by a mobile operator in Pakistan.
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ADVERTISING

In Telenor Marketing department is respected for all types of advertisement.

Types of Advertisement

 Target audience either consumer or business

 What is being advertised a product Vs company
 The objective sought the stimulation of primary on selective demand

Creating the Message

Most of the Telenor advertising is on Newspapers, boards, magazines, and posters and on
television at different channels.
This gives message to customers, product that we are better than other mobile companies.
They advertise on short run and long run basis. Changing patterns as per customer,
product and competitive situation.

Budget For Advertisement

Telenor spends 15-20% of their budget on advertisement.

Sales Promotion

 Telenor used several strategies/project for sales promotion purpose

 Their main object for sales promotion to increase the customers
To increase brand loyalty and increase sale of Telenor scratch cards

D. MARKETING STRATEGY

Strategy

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“Telenor's strategy is to maintain the company's leading position in Norway and develop
profitable international mobile operations in emerging markets.”

Target Market
For Telenor there is no particular group customer (people or organization) for whom they
design a particular marketing mix.

Geographic Segmentation
Telenor divides their market into Groups based on their location I.e. North, South, and
central Regions of Pakistan

Behavioral Segmentation
It is based on consumer’s product Related behavior. In case of Telenor the general
behavior of person varies from place to place

Positioning And Differentiation

By the term positioning we mean Telenor image in consumer’s mind in relation to
directly competitive Companies (Mobilink and Paktel) Telenor customers vary from
region to region as it has economical package. Therefore, it is very common in middle
man. Card system (Prepaid) is also very popular among all the classes of people.
Similarly, by the term differentiation we mean, the Strategy in which Telenor uses
promotion to distinguish its packages from their competitors.

Positioning In Relation To Their Competitors

No doubt, Mobilink has strong market position but Telenor positioned itself effectively
on the basis of economical/low cost packages.
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Positioning In Relation To Product Class Or Attribute

Telenor is 100% subsidiary of Norwegion Mobile Company so Telenor is using this
positioning strategy to seek an edge over their competitor.

Positioning By Price And Quality

Package price of Telenor is low as compared to Mobilink and Paktel.
Voice quality of Telenor is better than all competitors.

E. Product Line

By the term Product Line we mean a broad group of products intended for similar uses
and having similar physical characteristics.
Product list based on two main types.
1. Prepay
2. Post Paid

1. Prepaid
It is based on the card system and it will be off at certain time period.

 Telenor Azadi.
 Talk Shawk
 Djuice

Services

Aik Paisa Sms

No balance? No problem!

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Telenor introduces, for the first time in Pakistan, Telenor Aik Paisa SMS, to ensure that
all our valued customers always remain connected, even when they are low on balance.

Even with a balance of 1 paisa, you can send an SMS, ask for a callback or request for a
balance transfer with the Telenor Smart Share service. All you need to remember are the
formats that you can SMS to 140.

Bubble Sms

Bubble message is a voice sms that allows you to express yourself in a whole new way.

Pic Share

For the first time in Pakistan, Telenor Presents PicShare.Photos and Videos captured
from your mobile phone are automatically uploaded on to your PicShare web gallery.
Then you can add comments and share them with your friends and family. It’s that
simple!

Conference calling

You can initiate multi-party conference calls with as many as three people including
yourself.

Call Forwarding

You can forward your calls to your Voice Mail Account or any other Telenor mobile
number.

Easy Load

Now you can decide how much you want to pay to recharge your Telenor Prepaid
account. Visit any Telenor easyload Agent and recharge your Telenor Prepaid account
from anywhere between Rs. 10 and Rs. 1,000.
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GPRS
Get continuous access to Internet from your mobile phone or your personal computer
with Telenor's largest GPRS service at over 1100 destinations across Pakistan as well as a
host of international countries.

This service has been set up by default in your Telenor subscription and can be activated
on your handset on demand.

WAP
Browse your favorite sites, whenever you want, on your WAP enabled mobile phone's
screen. Wireless Application Protocol or WAP gives you easy access to Internet on your
mobile phone. Your access to your favorite websites will be faster through Telenor GPRS
service.

Please note that your handset and the website both need to be WAP enabled for this
service to be used.

International Sms

Enjoy Sending & Receiving text messages to & from your friends and family with
Telenor's Short Messaging Service. It's a great way to keep in touch! The Short
Messaging Service (SMS) is activated on your Telenor subscription automatically.

Sharing Beyond Borders

Now you are the privileged one to send and receive International MMS. So bridge all
distances, just by sharing precious moments through pictures, movies and sounds with
your loved ones across borders to 37 operators in 27 global destinations.

Telenor Missed Call Alerts(MCA)

Telenor introduces another value-added service for the convenience of customers who do
not have a mailbox subscription. Whether you are out of the coverage area or your cell
phone is switched off, you can never miss a call with Telenor's Missed Call Alerts. MCA

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provides information about the caller's mobile number, date & time, and frequency of
calls.

Telenor Smart Share

Telenor values the sharing of little things in life. Smart Share is a service that enables
sharing your Telenor Prepaid credit with any of your friends or family who are also using
a Telenor Prepaid connection.. Share anything between Rs. 20 to Rs. 500 from your
credit. Relish the unlimited joys of sharing.

Smart Tunes Catalogue

Telenor Smart Tunes replaces the "Tu Tu" (ring-ring) sound that callers hear when they
call your Telenor Number. Telenor Smart Tunes lets your friends & family listen to your
favorite tunes every time they call you.

Mobile Tv

For the first time in Pakistan, Telenor allows users the flexibility to use a variety of ring
back tunes with different settings. You can purchase as many Smart Tunes as you want.
With Smart Tunes, you can either select one common Smart Tune for all the callers or
select up to 30 different Smart Tunes for 30 different callers.

Now watch your favorite local and international channels with your Telenor connection.
Enjoy a great mix of entertainment, news, sports, music and business channels on
Pakistan’s largest EDGE & GPRS enabled network, anytime, anywhere. Telenor Mobile
TV is available for all Telenor Prepaid and Postpaid customers.

Telenor Mobile TV is GPRS-dependent service and works best in Telenor EDGE

Hotspots all across Pakistan. You can check whether you are in an EDGE

Mobile Number Portability

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We thank you for making the smart decision of porting to Telenor. You are assured of a
cellular service experience with us that will surpass all others in quality, reliability and
value. Our smart value added services will refine your communications everyday, making
them simple and effective. Prepare yourself for a courteous reception from our well-
skilled Customer Services team, anytime you wish to talk to us.

Now you can see, hear and feel the true potential of your existing mobile number with
Telenor services that give the number new life.

Telenor Advantage

You have made the smart move by porting from your existing mobile phone company to
Telenor.

2. Postpaid

It is based to line rent and regular billing system. Experience premium connectivity and
more with all new postpaid packages from Telenor.
 Enjoy a host of exclusive services on your Telenor Postpaid connection.
 Enjoy the freedom of traveling abroad while constantly being in touch with your
dear ones, friends and business partners.
 Packages

Telenor's Postpaid gives you the freedom of getting more while paying less. Telenor
Postpaid offers unique features like nationwide flat call rate, lowest monthly line rent,
free missed call alerts and a lot more.

GPRS services coupled with the largest roaming facility in over 125 countries, Telenor
Postpaid is bound to make your life more comfortable and connected.

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Telenor Postpaid tariff is simple with no hidden charges. Offering unmatchable

convenience, easy to use services and exceptional voice quality, Telenor promises a
quality experience.

Postpaid Services

All packages include basic & value added services such as SMS, MMS, GPRS and
International Roaming.

International SMS

Enjoy Sending & Receiving text messages to & from your friends and family with
Telenor Short Messaging Service. It's a great way to keep in touch! The Short Messaging
Service (SMS) is activated on your Telenor subscription automatically.

Bubble Message

Bubble message is a voice sms that allows you to express yourself in a whole new way.

Send a bubble today - 'Talk, Send & Listen'.

MMS

Share the moment instantly with Telenor's Multimedia Messaging Service!

You can send and receive real photos, color pictures, audio clips, text or a combination of
the three with your MMS phone to another MMS phone or to any e-mail address.

GPRS / WAP Portal

Get continuous access to the Internet from your mobile or your personal computer with
Telenor's largest GPRS service at over 300 destinations across Pakistan as well as a host
59 32

of international countries. Surf the web and download all the information you want with
just a few easy clicks.

This service has been set up by default in your Telenor subscription and can be activated
on demand. Your handset needs to be configured for the GPRS usage.

WAP Portal

Browse your favorite sites whenever you want on your WAP enabled phone screen.
Wireless Application Protocol or WAP gives you easy access to Internet on your mobile
phone. Your access to your favorite WAP sites will be faster through Telenor GPRS
service.

Please note that both your handset and the website need to be WAP enabled for this
service to be activated.

International Direct Dialing

You can call your friends and family living abroad with Telenor's International Direct
Dialing Service offered on your Telenor Prepaid and Postpaid subscription.
International Direct Dialing is activated on your Telenor subscription by default.
All you need to do is dial the relevant country code, area code and the telephone number
you wish to call!

Voice Message Service

VMS allows you to leave messages on the mobile phones (in case you are the caller) and
receive them( in case some one calls you), in both the cases this service would help you
under following circumstances.

Voice Message Service Works Under These Scenarios

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VMS allows you to leave messages on the mobile phones (in case you are the caller) and
receive them( in case some one calls you), in both the cases this service would help you
under following circumstances.

DISTRIBUTION
 Distribution Channel
 Type of Market

Cities Telenor has its own office and their sales force working/ night to promote sales
effectively.

F. Corporate Sales

Starting as of 9th February 2009,  introduces amazing three new postpaid price
plans that are convenient to understand, economical to use and yet flexible enough to be tailored
to customer’s life style and communication needs. This one has been a long time coming and is
one of our major accomplishments for this year. With the launch of these new packages we will
further enhance our market growth in the telecom industry.

 Catering to customer needs and demand we have come up with 3 new packages
 
1. Easy
2. Simple
3. Free
 
 Tariff Details:
 
 All 3 packages come with the same Tariff i.e.

Call From Charges

TP to TP Rs.0.50/30 sec + tax
59 34

TP to Other Network Rs.0.75/30 sec + tax

SMS From Charges
TP to All Networks Rs.0.75/SMS +tax

 
o Catch Line: (Lowest refundable deposit)Becoming a postpaid customer was

never so EASY)

o Monthly Line rent: Rs.100

o Refundable minimum deposit: Rs.650

  
o Catch Line: (SIMPLE free minutes) 50% on Telenor & 50% on any other network

including PTCL

o Monthly Line rent: Rs.500

o Refundable minimum deposit: Rs.1500

o Free Usage: 500 free minutes(250 on-net & Off-net)

  
o Catch Line: (Freedom of Use)On Calls/SMS/Data or any Telenor Service

o Monthly Line rent: Rs.1500

o Refundable minimum deposit: Rs.3500

o Free usage: Up to Rs.2000 for any serv

Persona Add-On Details

For the first time in the GSM Industry we are now offering Add-Ons “SMS, Voice,
GPRS/EDGE, Weekend & Money for Money” to Postpaid customers. “Bundle service
segregation (Bundle 1, 2 & 3/Unlimited) for SMS, Voice, EDGE & Money for Money is
Mutually Exclusive (means at a time one segregated bundle service can be activated)”.

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System (Siebel,
Add Ons Segregation Details Available For
POS) Name
Bundle 1 SMS Bundle 1 200 SMS @Rs. 25 per Month For All 3 Price Plans
SMS Bundle 2 SMS Bundle 2 500 SMS @Rs. 50 per Month For All 3 Price Plans
Unlimited SMS Unlimited Unlimited SMS @Rs. 150 per Month (Fair usage of 5000 SMS) For All 3 Price Plans
Bundle 1 Voice Bundle 1 50 Minutes@ Rs.50 per Month (25 for TP-TP & 25 for Other networks) Easy & Simple
220 Minutes@ Rs.200 per Month (110 for TP-TP & 110 for Other
Easy & Simple
Voice Bundle 2 Voice Bundle 2 networks)
600 Minutes@ Rs.500 per Month (300 for TP-TP & 300 for Other
For All 3 Price Plans
Bundle 3 Voice Bundle 3 networks)
Bundle 1 EDGE 1 10 MB@ Rs. 75 per Month For All 3 Price Plans
GPRS/EDGE Bundle 2 EDGE 2 50 MB@ Rs. 200 per Month For All 3 Price Plans
Bundle 3 EDGE Unlimited Unlimited EDGE@ Rs. 500 per Month (Fair usage of 2GB) For All 3 Price Plans
Pay Rs. 500 for Unlimited Calls on Weekend. Weekend Offer starts from
Weekend - Weekend For All 3 Price Plans
0000 Hrs to 2359 Hrs on Sunday (For Telenor Calls Only)

Money for Bundle 1 More Money 1 Pay Rs. 500 and get usage of Rs. 600 (Use for all TP Services) For Free Package Only
Money Bundle 2 More Money 2 Pay Rs. 1000 and get usage of Rs. 1200 (Use for all TP Services) For Free Package Only
 36

GPRS/EDGE (With Add-Ons)

EDGE 1 EDGE 2 EDGE Unlimited
Line Rent 75 200 500
Free Units (MB) 10 50 2 GB
Rate after Bundle Free MB Usage (Rs./MB) 12 8 5

GPRS/EDGE (Without Add-Ons)

Rate if no Bundle Associated (Rs./MB) Rs.15/MB

Persona Special 5:

“With Exciting NEW Special 5, persona customers can now add 5 numbers (On-Net) of loved
ones to their Friends and Family (F&F) list. They will get 50% discount on all calls they make on
these 5 numbers”.

 Subscription charges of this service are Rs. 150 + Tax

 Call to F&F will be charged @ Re. 0.25 per 30 seconds (24 Hrs)
 Additional Rs. 300 security deposit will be required for this service. Following matrix

shows the minimum credit limit required for Special 5 against each price plan.

Persona Minimum Credit Limit for

Price Plan Special 5 (Rs.)
Easy 650 + 300 = 950
Simple 1500 + 300 = 1800
Free 3500 + 300 = 3800

 This service is available for all 3 Persona Price Plans (Easy, Simple & Free).

If monthly value of your combined add-ons is

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Less than 100:               No additional deposit

Greater than 100:          Additional deposit = Twice the add-on value*
*Please use attached sheet to calculate Required Credit Limit for Add Ons having monthly value greater
than Rs. 100 against each price plan.

PERSONA SPECIAL OFFER FOR SOUTHASIAN TEXTILE

BUSINESS 1

Line Rent 150

Free Minutes within Group 200
After Free Minutes within Group Rs.0.50
Telenor To Telenor Rs.1.00
Telenor To Other Mobile Operator Rs.1.50
Telenor To PTCL Rs.1.50
SMS Rs.0.50 (On any network)

BUSINESS 2

Line Rent 250

Free Minutes within Group 550
After Free Minutes within Group Rs.0.50
Telenor To Telenor Rs.1.00
Telenor To Other Mobile Operator Rs.1.50
Telenor To PTCL Rs.1.50
SMS Rs.0.50 (On any network)

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BUSINESS 3

Line Rent 600

Free Minutes within Group Unlimited Free (Fair
usage:5000 min)
Telenor To Telenor Rs.1.00
Telenor To Other Mobile Operator Rs.1.50
Telenor To PTCL Rs.1.50
SMS Rs.0.50 (On any network)
Rs.500 500 min (50% off-net) 50 MB/ 50 SMS
Rs.1500 1500 min (50% off-net) 150 MB/ 150 SMS
VALUE-ADD-ON
Rs.5000 U/L min, U/L SMS, U/L GRPS
Fair Usage: 5000 Min (50% Off-net), 5000 SMS, 2GB GPRS

1
Rs.150 500 CUG Min
Rs.500 U/L CUG Mins (Fair Usage: 5000
Min)

Consolidated Billing Discounts

Criteria (Billed Amount) Discount
0 - 10,000 0%
10,001 – 25,000 5%
25,001 – 50,000 10%
50,001 and above 15%

 All above rates are charged on per minute basis

 You can avail only one value add ons in your package
 All charges are stated exclusive of tax

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 Billing discounts offered are applied on before tax bills

In addition, Telenor Pakistan provides:

o Optimal line rents for all levels of usage
o Exciting and Flexible Price Plans
o Best for business call rates
o Unbeatable free minutes

o Instant access to personalized service round the clock through dedicated staff
o Quick and Easy sales activation for all Business Customers
o Dedicated Customer Care Unit for Business Customers

Additional Features

Services Rates

CLI FREE
Missed Call Alerts FREE
Activation of Conference Calling FREE
Call Waiting FREE
Activation of CUG FREE
MMS Receiving FREE
Internet/WAP/MMS Subscription FREE
MMS Sending Rs. 5.00
Itemized Billing FREE
Activation of Call Forwarding FREE

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Telenor Persona Packages

PERSONA TARIFF/30 SEC
Economy Favorite Special Classic
Monthly Line Rent 250.00 500.00 1,000.00 1,500.00
Free Minutes 250.00 500.00 1,000.00 1,500.00
Call Charges (Rs.) per 30 seconds
To Telenor Weekend Tariff 0.50 0.40 0.30 0.20
To Telenor Weekdays 0.75 0.50 0.40 0.30
To other Mobile Operators & landlines 1.25 1.10 1.00 0.90
To Telenor F&F 0.50 0.40 0.30 0.20
To other Mobile Operators & Landline F&F 1.00 0.90 0.85 0.80
Closed User Group 0.25 0.25 0.25 0.25
SMS (Rs.) per SMS charges
To Telenor 0.50 0.50 0.50 0.50
To Other networks 1.00 1.00 1.00 1.00
International SMS 5.00 5.00 5.00 5.00
MMS (Rs.) per MMS charges
Outgoing MMS 5.00 5.00 5.00 5.00
Incoming MMS 0 0 0 0
International MMS 15.00 15.00 15.00 15.00
EDGE (Rs.) per MB charges
EDGE/GPRS 15.00 15.00 15.00 15.00
Split of Free Minutes
To Telenor 150.00 300.00 600.00 900.00
To other mobile operators 50.00 100.00 200.00 300.00
To Landline 50.00 100.00 200.00 300.00
International Calls (Rs.)
Zone 1 2.25 2.25 2.25 2.25
Zone 2 7.00 7.00 7.00 7.00
Zone 3 13.00 13.00 13.00 13.00
Zone 4 17.00 17.00 17.00 17.00
Minimum Credt Limit 1,000.00 1,500.00 2,500.00 3,500.00

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Please note:

 All charges are exclusive of government taxes

 Free minutes cannot be carried forward to the following month
 Free minutes will be deducted from the first call made at the beginning of the billing cycle
 Weekend tariff applies to On-Net calls
 Duration of weekend tariff applies from Sunday 0000 to 2359
 GPRS is charged on 64 KB basis

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Telenor Data Packages

TP – DATA PRICE PLANS

Details Data 1 Data 2 Data 3 Data 4
Express Times
EDGE/GPRS Bundle
Monthly Charges 100 500 1000 500
Bundle Free MB 15 150 1500 150
Rate per MB (after Bundled) 15 15 10 15

Minimum Credit Limit for EDGE/GPRS only 500 4,000 4,000 4,000

SMS Bundle
Monthly Charges 100 250 0 100
Bundled Free SMS 200 500 20 200
Rate per SMS (after bundled) 0.8 0.7 0.50 0.80

Credit Limit addition for SMS Bundle 500 1,000 0 500

Minimum Credit limit for EDGE + SMS 1,000 5,000 4,000 4,500
Activation Charges (One time) 0 0 500 0

Please note:

 Data Packages are available as post-paid only

 In Data 1 SMS bundle can be bought w/o EDGE bundle. In other packages EDGE bundle is
mandatory
 Services (SMS, Voice, GPRS) for which the bundle is not bought, will still be available on
variable rates
 Voice call charges are Rs. 5 per 60 sec (on any national landline/mobile network)
 Voice (outgoing & incoming) is available by default and can be deactivated on demand.
 Deactivation of voice service suspends both outgoing and incoming voice call facility.
 GPRS is charged on 64 KB basis.
 Outside the country, roaming tariff is charged i.e. bundle free MB/SMS cannot be used.

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USB EDGE Stick

Telenor Pakistan is now offering USB EDGE Stick for data users, which
can enable our corporate clients to use our EDGE/GPRS facilities on
their Laptops and desktops. Specifications for the EDGE Card are as
follows:

Make: Huawei

Model: EG-162

Price/Unit: Rs 12,700/-

Value Added Services

1. Smart Mail

 A mobile application that pushes emails, meeting requests, calendar

updates and other information to a wide range of mobile devices
 Everything - including read/unread/sent emails, drafts, deletions and
attachments - is fully synchronized with the email server, including
Exchange, Domino, IMAP or POP3
 With a maximum number of GPRS roaming partners, you can use this
service in over 65 destinations worldwide

2. Mobile TV

 All the Telenor Customers can now view up to 22 TV channels on their

Telenor mobile screens.

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3. EDGE

 Telenor Pakistan offers the largest Edge / GPRS Network across Pakistan
to all its valued customers. With this facility available at every site in
Sindh and over 90% nation wide, Telenor users can now enjoy Mobile
Internet connectivity at a speed which is around 4 times faster than
conventional GPRS.

4. E-load for Postpaid

 Telenor is the only company offering electronic recharge for not only
pre-paid but also to postpaid connections. Now all postpaid users have
the flexibility of paying their outstanding bills at more than 150,000 retail
outlets all over Pakistan.

5. Web Self Service

 Telenor offers this unique feature for better organizational control. The
contact person will have the ability to view all important information such
as ownership details, billing address, monthly billing etc. Users can also
directly download bills through this service.

6. Telenor EasyLoad Corporate Solution

 The Telenor EasyLoad Corporate Solution is a powerful desktop

application
that allows a user to send EasyLoad to one or more Telenor numbers
from
his/her computer. The Telenor EasyLoad Corporate Solution sends
EasyLoad
via a GSM device connected to the user’s computer. The application
supports
devices connected via Cable, Infrared, or Bluetooth.

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International Roaming

Wherever you go, Telenor goes with you! While traveling

abroad, you can rely on Telenor’s Premium Postpaid
connectivity.

Our extensive International Roaming network covers over

125 destinations for voice and over 65 destinations for GPRS
Roaming., the most comprehensive worldwide coverage
offered by a mobile operator in Pakistan. A detailed price
structure for International Roaming can be obtained from
our website www.telenor.com.pk.

International Dialing Rates

Group 1 Group 2 Group 3 Group 4

Rs. 2.25 Rs. 7.00 Rs. 13.00 Rs. 17.00
Countries Countries Countries Countries
Australia (L) Malaysia (L+M) Saudi Arabia (L+M) UK (M)
Austria (L) South Africa (L) UAE (L+M) Afghanistan (L+M)
Belgium(L) Thailand (L+M) India (L+M) Oman (L+M)
Canada (L+M) Hong Kong (L+M) Iran (L+M) Qatar (L+M)
China (L+M) Cyprus (L+M) Turkey (L+M) Italy (M)
Denmark (L) Russia (L+M) Japan (M) Spain (M)
France (L) South Korea (L+M) Australia (M) Egypt (M)
Germany (L) Japan (L) Uzbekistan (L+M) Bosnia Herzegovina (L+M)
Greece (L) Sweden (L) Kuwait (L+M) Germany (M)
Ireland (L) Bangladesh (L+M) Netherlands (M)
Italy (L) Sri Lanka (L+M) Denmark (M)

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Netherlands (L) Philippines (L) Norway (M)

Norway (L) Taiwan (M) Bahrain (L+M)
Portugal (L) France (M)
Singapore L+M) Philippines (M)
Spain (L) Rest of the world
Switzerland (L)
Taiwan (L)
United kingdom (L)
(USA) (L+M)

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Group 5 Group 6 Group 7

Rs. 30.00 Rs. 70.00 Rs. 150.00
Countries Countries Countries
Belgium Mobile Base Ascension Somalia Cuba
Bulgaria Mobile Central African Repl Somalia Golis Cuba-Guantanamo Bay
Invivent
Comoros Chile Fixed-Audiotext Somalia Hormuud Diego Garcia
Djibouti Cook Islands Somalia Miccom Niue
Fiji Estonia Fixed-Special Somalia Somtel Norfolk Island
Services
French Guyana Mobile Falkland Islands Switzerland Mobile Global Poland Dial-Up Internet
Net Access
Guyana Greenland Tuvalu Russia Global Tel
Italy Mobile Intermatica Guinea Bissau Saint Helena
ItalyMobile –Elsacom Iceland Mobile-Null Niu Sao Tome And Principe
Italy Mobile –RFI Kiribati Solomon Islands
Mayotte Mobile Korea North Tokelau
Saint Pierre & Miquelon Liechtenstein Mobile
Somalia Onkotel Marshall Islands
Somalia Soltelco Nauru
Somalia Telcom Palau
Somalia Telcom Bosaso Papua New Guinea
Sweden Mobile Others Poland Directory Service
Switzerland Mobile Orange Portugal Fixed-Video
Switzerland MobileTele2 Vanuatu
Zimbabwe Mobile Econet Samoa West

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G. PRODUCT CONSIDERATION

Technical Nature of Market

Telenor is basically a communication products it needs stray after sales service.

Therefore, all sales men and dealers have sufficient technical knowledge of all packages.

Middle Consideration

Telenor select middle man/ dealer on following Basis

 Regional Basis
 Qualification Basis
 Experience Basis

Conflict and Control in Channel

In Telenor Regional General Manager are responsible to remove any type of conflict
between direct sales and indirect sales.
Normally conflict begins when one channel member perceives another channel member
to acting in a way that prevents the first member form achieving to distribution
objectives.

Sales Force
The goal of all marketing efforts is to increase profitable sales by offering want
satisfaction to satisfaction to consumer over the long run.
The sale force of Telenor achieved above goal by adapting following selling methods.

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Personal Selling
All direct and indirect sales people used personal selling method i.e. communication
information to persuade somebody to buy something.

Advertising

In Telenor marketing department is responsible for all types of advertisement

Types Of Advertisement

Target audience either consumer or businessman what is being advertised, a product Vs

company. The objective sought the stimulation of primary on selective demand.

Message Creating

Most of the Telenor advertising is on Newspaper, Boards, Magazines based on Always

Ahead. This gives message to customers that we are better than other mobile companies.
The advertise on short run and long run basis Changing patterns as per customer, product
and competitive situation. For advertising marketing personals are trained by SIEMENS

Sales Promotion

Telenor used several strategies/ projects for sales promotion purpose

 Advertising on different media

 Free SMS on pre paid
 Free Airtime
 Free activation on expired connection
Note: Telenor basic theme is to give two types of promotions

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 One kind is that for long time period.

 Second changes within a month.

Marketing Objectives

1. Customer services.
2. Telenor is committed to meet the needs of business interpreter rare in Pakistan.
3. Telenor will be able to provide third generation communication system to its
customers in the 21st century.

Financial Objectives:

1. Increase in employment,
2. Want from its employee’s superior performance and innovative qualities.
3. Profit earning

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H. Analysis

SWOT ANALYSES

Strengths
1. High growth in coverage
2. Established customer base including community
3. Less churn rate than competitors
4. Present in all four provinces
5. Coverage on GT road
6. Large dealer network
7. Large sales force
8. Telenor established as brand and realizing continuous growth
9. Established corporate Sales Forces
10. 100 % coverage on Motor Way

Weakness
1. Billing and information system
2. Help line must be properly equipped
3. Rates on the other network

Opportunities

1. Less charges on same network

2. 30 second billing
3. Friend and Family members

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4. Less SMS charges

5. Low call rates on PTCL
6. Video Mail
7. Voice Mail on Prepaid
8. Call waiting on prepaid
9. Call conferencing on prepaid
10. Can charge up to Rs. 10 to Rs. 1000.
11. MMS at lower charges.
12. Call diverts.
13. Inter national roaming at SAUDIA ARABIA on the event of “HAJ”.

Threats

1. Competition with other competetor companies.

Market Mix

1. Product
2. Price
3. Place
4. Promotion

Product
1. Voice quality of Prepaid must be better
2. Improvements in the range of areas
3. Package should be more made more attractive for customer
4. Sending mail should be in easy form

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Pricing
1. Post Package price must be more economical
2. Validity period must be increased as compare to competitors
3. SMS facilities must be free

Place
1. Area coverage must be expand
2. Telenor will be enter into the third generation communication

Promotion
1. Telenor should make their advertisement method in most effective way
2. Sales staff should receive higher incentive for motivation purpose
3. Dealers/ Salesperson should provide proper technical training
4. Provide complete knowledge about competitors to their sales staff
5. Improve billing system
6. Provide good image to post paid customer
7. Improve behavior of employees in front of customers.

Competition Marketing

In competition marketing an organization identifying key competitors; assessing their

objectives, strategies, strengths and weaknesses, and reaction patterns; and selecting
which competitors to attack or avoid, and applying the strategies that strongly position
the company against competitors and that give the company the strongest possible
strategic advantage.

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Competitor Analysis

The process of identifying key competitors; assessing their objectives, strategies,

strengths and weaknesses, and reaction patterns; and selecting which competitors to
attack or avoid.
Steps In Analyzing Competitors

Identifying the
company’s
competitors

Determining
competitor’s
objectives

Identifying
competitor’s
strategies

Assessing com
Peatiter’s strengths
and weaknesses

Estimating
competitor’s
reactions

Selecting
competitors to
attack and avoid
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Basic Competitive Strategies

More than a decade ago, four basic competitive positioning strategies that companies can
follow, three winning strategies and one losing one. The three winning strategies include:
Overall Cost Leadership
Low cost through production and distribution.

Differentiation
The company concentrates on creating a highly differentiated product line and marketing
program so that it comes across as the class leader in the industry.

Focus
The company focuses its effort on serving a few market segments well rather than going
after the whole market.

Middle-Of-The-Readers:
Do not pursue a clear policy.

Balancing Customer & Competitor Orientations

Competitor-Centered Company
A company whose moves are mainly based on competitor’s actions and reactions; it
spends most of its time tracking competitor’s moves and market shares and trying to find
strategies counter them.

Customer-Centered Company
A company that focuses on customer development in designing its marketing strategies
and on delivering superior value to its target customers.

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Market-Centered Company
A company that pays balanced attention to both customers and competitors in designing
its marketing strategies.

I. Suggestions

1. The focus of providing the service must be customer oriented.

2. Tariff must be lowered down.
3. Govt checks and balances must play its role.
4. Services must be improved.
5. Training program for customers.
6. Coverage must be enhanced

J. Conclusion

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1. On the bases of my research I have conclude that:

2. Employees view Telenor as a good organization because of good salary package
and good image in the market
3. “Telenor” follows open door policy and appreciate ideas of employees.
4. It motivates employees by giving them incentive, rewards, bonuses, commission
and appreciating individual’s performance.
5. There are high growth chances in “Telenor”
6. It has friendly job environment,
7. Teamwork and better services (in terms of coverage) are reasons of its success.
8. Its future plan is to expand in different cities and specially to give full coverage.

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K. Overall Recommendation

1. Customer should be attended at once after entering into office.

2. Inquiry should enhance to avoid fake sales.
3. Employees should be given enough knowledge about the competitors.
4. Video cameras should be installed in the customer care department to observe
their performance.
5. Mission and philosophy of the company should be properly communicated to the
employees.
6. Proper training should be given to sales person s and they should follow a proper
schedule for sale calls.
7. Telenor should develop a separate office for corporate client and should be given
special importance.
8. Telenor should introduce a training program for dealers to improve its image.
9. Sales person should not use their mobile frequently while discussing with
customers as it creates bad impression.

Bibliography
 Annual Report of Telenor Pakistan
 www.Telenor.com
 www.Telenor.com.pk

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