Driving Mobile Accounts Sales: Strategic Imperative for Telenor Pakistan (Record no. 52884)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02597nam a2200229 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20191121125326.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 191121b ||||| |||| 00| 0 eng d |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Awan, Muhammad Luqman |
| 9 (RLIN) | 35008 |
| 245 ## - TITLE STATEMENT | |
| Title | Driving Mobile Accounts Sales: Strategic Imperative for Telenor Pakistan |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 240-261 p. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | In October 2013, Mahboob Ali Shah Manager Financial Services Planning Telenor Pakistan (TP) needed to make decisions on the future of Mobile Accounts Sales officers (MASOs). TP had two businesses, i.e., GSM (96 per cent revenue contribution in TP 2012 sales) and financial services offering (4 per cent revenue contribution in TP 2012 sales) under the brand name of EasyPaisa.<br/><br/>TP launched EasyPaisa in 2009 with a view to reach out to the unbanked segment (60 million people). By 2012, EasyPaisa had a brand awareness of 80 per cent with the largest footprint of 36,000 EasyPaisa shops. Mobile accounts (MAs) were introduced in 2010 which could be operated only by Telenor sim and; hence, offered a great opportunity for TP to attract and retain customers for continual usage of its complete offerings.<br/><br/>TP developed an elaborate go to market strategy (direct as well as indirect) to reach its customers effectively. Territory Sales Supervisors (TSS) has been the focal contact point between TP and their franchises since the launch of GSM services in 2005; however, as TP increased their offerings in the realm of financial services and offered diverse services such as MAs it became difficult for TSS to focus on MA and other financial services products whereas ironically MA contributed only (5 per cent) in KPI of TSS.<br/><br/>At the same time, selling of MAs required different selling process as opposed to selling GSM services to franchisees and subsequently to retailers. Due to this change in the selling process, highly successful TSS had not been able to achieve sales targets for MA.<br/><br/>In order to achieve corporate objectives for MA sales, Mahboob needed to make a choice from among different possible options for MASO’s expansion to achieve this year’s target of 350,000 MA, out of which until now he could achieve only 224,000. |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | Sales strategy |
| Uncontrolled term | sales compensation |
| Uncontrolled term | sales skill |
| Uncontrolled term | sales process |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Awan, Muhammad Usman |
| 9 (RLIN) | 35009 |
| Personal name | Naseer, Omer |
| 9 (RLIN) | 35010 |
| Personal name | Khan, Usman Mumtaz |
| 9 (RLIN) | 35011 |
| 773 0# - HOST ITEM ENTRY | |
| Host Biblionumber | 26021 |
| Host Itemnumber | 77394 |
| Main entry heading | SHAIKH, SHAZIB |
| Edition | maharashtra |
| Place, publisher, and date of publication | Sage Publication NEW DELHI |
| Other item identifier | 55511171 |
| Title | Asian Journal of Management Cases |
| International Standard Serial Number | 0972-8201 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Management Cases |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Date acquired | Total Checkouts | Full call number | Barcode | Date last seen | Price effective from |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Main Library | Main Library | 21/11/2019 | Vol 16, No 2/ 55511171CSD6 | 55511171CSD6 | 21/11/2019 | 21/11/2019 |