SALES MANAGEMENT @ AIRTELBY-

VIKRAM 02PRASHANT 12MAIMUNA 47SHEHNAZ 48HARSHAD 11TAUSIF 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