SALES MANAGEMENT @ AIRTEL

BYVIKRAM PRASHANT MAIMUNA SHEHNAZ HARSHAD TAUSIF 02 12 47 48 11 49

Bharti Airtel has been ranked among the six best performing technology companies in the world by Business Week. fixed line. turnkey telecom solutions for enterprises and national & international long distance services to carriers. Bangladesh and in Africa. DTH. high speed broadband. The company offers mobile voice and data services. IPTV.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. ‡ ‡ ‡ . Bharti Airtel had over 200 million customers across its operations at the end of Nov 2010.

ORGANISATION STRUCTURE OF AIRTEL .

workforce management. Implementation of the selling strategy Territory Planning The Selling Process Distribution Strategy Distribution channel management Management of Sales Force of the company include recruitment. . ‡ Some of the activities involved in Sales PROCESS are ± ± ± ± ± ± ± ± Deriving the Selling Strategy Identifying channels and sources for the sales set up. Training. ‡ 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. Evaluation etc.SALES PROCESS ‡ Sales Process of AIRTEL takes care of the process of taking the products of the company to the intended end-customers.

SALES ORGANISATION STRUCTURE VP SALES & MARKETING HEAD SALES Head Post Paid Head Prepaid Zonal Head 1 Zonal Head 2 Zonal Head 3 Zonal Head 4 Manager Postpaid Manager Prepaid Territory Sales Manager (4) Channel Sales Manager (4) Retail Sales Officers (10) Channel Sales Officer (5) .

west.TERRITORY ALLOCATION Airtel Operates in all the 22 telecom circles in India. Each circle (state) is split into four zones (east. Each of these zones are then split into two territories (Urban & Upcountry). . south & central).

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. ‡ Some of the factors are ± ± ± ± The Channel Environment Buying Behavior Sales Objective of the Company Type of Product etc. These factors will subsequently impact the success of the distribution channel. .

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.) ± Company -----Distributor --------Multi Brand Outlets (MBO) . Mobile Shops etc.CHANNEL STRATEGY ‡ In the case of Airtel s mobile connections.

DSA .

SHOWROOM .

RETAILERS .

MBO .