Group MembersMehwish Aqeel (8403)

Syeda Samra Fatima Jaffery (7328)Mahjan (5775)

Aimen Haleem (8337)Nuzhat Jabeen (6159)Mazher Akhter (7164)

PAKISTAN TELECOMMUNICATION COMPANY LIMITED

Introduction

PTCL is an abbreviated form of Pakistan Telecommunication Company Limited and is the backbone of the country regarding Telecom.

The PTCL is the main communication authority in Pakistan which is partly government owned and partly privatized entity. The organization works for the betterment of the telecom while holding about 2000 exchanges in whole country with the largest landlines structure in the region.

Type PublicTraded as KSE: PTCIndustry Telecommunications corporation

Genre TelecommunicationFounded August 14, 1947Headquarters Islamabad, Islamabad Capital Venue, Pakistan

Key people Walid Irshaid(President, CEO)Naguibullah Malik(Chairman)Muhammad Nehmatullah Toor(SEVP, CFO)Muhammad Nasrullah

Products WirelessTelephoneInternetIPTV

Revenue  U.S. $1.24 billion (2012-2013)Net income  U.S. $155.2 million (2013)Owner(s) Pakistan Government

Etisalat TelecommunicationsSubsidiaries Ufone GSMWebsite www.ptcl.com.pk

Sales Management Parameters Sub Parameters Score

Leadership Vision

Management’s involvement 4

25Sales in the eye of management 5Organizational Communication 4Style of leadership 3Marketing vs. Sales Conflicts 2

Sales Culture

Ceremonies 3

25Stories 4Symbols 2Selling methodology 4Language 4

Compensation

Quota Setting 2

25Fixed Salary 5Commissions and its delivery to employee 0Trips 2Fringe benefits 4

Training and Development

Hiring criteria 5

25Orientation to company 4Ongoing training (Functional and Soft skills) 4Job enrichment 3Support for education 3

Performance Evaluation

Frequency of evaluation 4

25Criteria of evaluation 4Methodology 2Feedback on evaluation results 3Rewards 4

Leadership Vision

Sales Culture

Compensation

Training and Development

Performance Evaluation

0

5

PTCL sales' parameters

Weighted score

LEADERSHIP VISION

Management InvolvementMain objective is Sales Volume & Sales GrowthMeetings are conducted every week

Sales in the eye of managementAdvisory team is directly involved in corporate sales

Organizational Communication The PTCL follow the both directions, top to bottom and vice

versa The upper level listens to lower level and encourages them

to participate in the discussion Have effective and speedy communication policy and

procedures

Style of leadershipDemocratic leadershipThis style involves the leader including one or more employees in the decision making process.This style is of mutual benefit

Marketing and Sales Conflictmarketing for corporate sales, team directly reach corporate office via phone or by references. There is no conflict face between the marketing and sales team, and its an ideal scenario.

Ceremonies

Annual Sales Conference

Stories

Symbols

Selling Methodology Awareness Teamwork

Language English Urdu

Pay-packages are quite disturbing and

discouraging for the employees.

Most of the areas two or three employees

working at the same levels get different

packages.

Due to blockage of channel of promotion and

lack of career growth employee dissatisfaction is

high.

Quota setting Previously 70% sales quota was meet from south but now PTCL is shifting their

business to central Punjab and north areas. Quota setting at regional level are unrealistic.

Fringe benefits Bonuses, Allowances, Free internet service, Free telephone facility, Transport facility,

Medical facility and Accommodation.

Fixed Salary Sales representatives salaries are fixed in PTCL. Weather they achieve their sales target

or not .

Commissions and its delivery to employee At the corporate level there is no concept of commission in PTCL sales representatives Salaries are fix at a certain amount weather they achieve their target or not.

Trips No trips are allowed to PTCL sale reps.

AKA:"human resource development", and

"learning and development".

Training at every level of hierarchy.

January 23rd- 2012, PTCL trains 115 senior

executives.

Hiring criteria Indirect hiring Direct hiring - 11 departments

Orientation to company Synchronize

Ongoing training (Functional and Soft skills) OSS, Annual training calendar

Job enrichment Succession planning

Support for education CSR, Afaq Educational Expo-2012

A formal review of an employee's performance, usually covering a 12-month period. In PTCL on the basis of cooperation, communications ability, initiative, punctuality and technical (work skills) competence evaluation is take place.

Frequency of evaluationPurpose of this is to give employees recognition when work is done well or point out issues that need attention.

PTCL using quarterly based evaluation for employee.

Criteria of evaluation

Methodology

Feedback on evaluation results

Rewards Financial rewards Non-financial rewards