ENTERPRISE SALES (TELECOM SECTOR)

Shreya Jargad B025

Haider Jawed D0
Roshan Agarwal E003
Aurindum Mukherjee E045
Vinay Dubey E023
Tapadyuta Jena E037
Dhaval Thacker E064
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 TELECOMMUNICATIONS INDUSTRY IN INDIA :OVERVIEW

2ND Largest Components US $20 Bn

Telecommunications market in the
world
Number of internet users in the
world
Growth in total subscribers
Establishments operating and maintaining switching
Mobile Estimated revenues from sale of
and transmission facilities to provide direct
(Wireless) communications via airwaves telecom equipment in FY 2016
Companies that operate and maintain switching and
transmission facilities to provide direct
Fixed-line
communications through landlines, microwave or a Telecom Sector Revenues (USD Billion)
(wireline)
combination of landlines and satellite link-ups
Includes Internet Service Providers (ISPs) that offer
Internet broadband internet connections through consumer
Services and corporate channels

Composition of subscribers (FY16)

2.4% 97.6%
Wireline Wireless

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 Less-Wire Mobile winner Wired winner?
Wireless Subscriptions (in millions) Top 5 players*
Bharti Airtel (23.25% share)
Vodafone (17.80 % share)
Idea
Reliance Jio
BSNL

74.98% of the market

Access Service Provider-wise market share
(wireless subscribers FY17)

Rural: 52.84
Teledensity Urban: 165.04

The mobile segments teledensity surged from Total fixed-line subscription stood at 24.52
14.6 per cent in FY07 to 90.70 per cent in FY17 million, while teledensity dropped to 1.92
In FY17, BSNL is the market leader with a
Technology 56.60 % share, followed by Bharti Airtel
GSM dominates the market 98.66% share (15.53 %)
CDMA has remaining 1.34% share
BSNL, MTNL and Bharti together account for
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86.35 % of the total fixed-line market in FY17.
*Data till Feb 2017
 IDEA CELLULAR
Company Profile Mission
Year of establishment : 1995 "We will Delight our Customers while meeting their
CEO & MD : Himanshu Kapania individual communication needs anytime anywhere"
Chairman : Kumar Mangalam Birla We survive because of our customers

Idea is one of the top three mobile operators in India, with an

annual revenue in excess of USD 5 billion and a revenue market
share of 19%

With nearly 200 million subscribers, Idea ranks sixth in the global
rankings of operators in subscriber terms, for single country
operations

Ideas pan-India network covers over 400,000 towns and villages

across the country

Is present in all 22 telecom circles in the country

Distribution is robust, comprising of 8,780 exclusive Idea outlets

Idea won the prestigious ET Telecom Award in 2017 for Best

Enterprise Mobility Solution.
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 Delight COMPANY OVERVIEW
our customers S
by meeting their
communication needs
anytime anywhere
Providing seamless
communication services to O
the consumer with value
added services to give them a
complete solution Provide seamless S
service through
COMPANY communication & VAS

Launch 360 degree O

marketing campaigns trough
various platforms Launch
360 degree S
marketing campaigns
through various platforms
MARKETING

Increasing the current

customer base and reaching O
new customer segments both
effectively and efficiently

SALES 5
 ENTERPRISE SALES

Method of trading used by organizations when

procuring large contracts for goods and/or services
where the customer takes control of the selling
process.

Complex sales involve:

1. Long sales cycles
2. Multiple decision makers

Characteristics of Enterprise Sales Salespersons Skill-set Requirements

Involves high touch Ability to negotiate

Buying signal is just a state of Build relationships
progression Map the account
High Customization Scout out Newer opportunities

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 IDEA ENTERPRISE SERVICES
50,000 accounts and governs all the accounts with
turnover greater than 30cr Presence in 11 Circles
Handles a total worth of Rs.1500 Cr
Aspires to become 10% contributor of overall revenue of Punjab
Idea in the next 3 years. Delhi
North
UP West
Market Offerings
MP
Audio Central
Conferencing Hosted IVR Call recording Maharashtra
Solution
Gujarat
West
Mumbai
Workforce Internet Leased
Click to Call
Tracking Line
Tamil Nadu
Kerala South
Karnataka
Toll Free Machine 2 Lead
Solutions Machine Management AP

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 SEGMENTATION

Identification of Key Accounts Strategic Accounts; R > 500 Cr

Based on Size of the Enterprises- i.e. Revenue LCBA Accounts; 100 < R <500
of the client enterprises

Employee base and number of offices pan India MCBA Accounts; 30 < R < 100

Identifying accounts where there is requirement

of telecom solutions
Penetrated Accounts
Non- Penetrated Accounts
Growth opportunity i.e. competitors presence,
Ideas existing presence

Empanelled Accounts
Non- Empanelled Accounts
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 CORPORATE LEVEL CIRCLE LEVEL

CMO
Dedicated A/c Manager in every Circle, who is called
the Enterprise Account Manager.
IBS Head IBS Marketing Head
Mr. Rochak Mr. Bhushan Sethi If the said account is headquartered in a particular
circle, the EAM of that circle is called the National
Account Manager (NAM) of that particular account.
GM Wireless Solution: Mr. GM Wireline Solution: Mr.
Vishal Pandit Vivek Sharma All the EAMs and NAMs in every circle report to Area
Sales Manager (ASM)

NPM: iVR NPM: MPL All ASMs report to the Regional Heads in every circle

A Direct Sales (DS) team present in each circle (e.g. 8

NPM:ACS to 9 DSEs in UP West)
NPM: ILL
The DS team is internally divided into the Acquisition
team and fulfillment team
NPM:TFN NPM: PLQ

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 CHANNEL SALES AGENCIES
Channel Sales Agencies (CSAs) carry on the sales of Ideas connections to the customers through various
activities that include desking, gate-crashing, tele-calling to name a few.

Most CSAs have two types of employees i.e. FOS & tele-callers whom they use for customer acquisition.

Sell postpaid connections which can fall under any sub type such as COCP (Company owned company
paid), COIP (Company owned individual paid), IOIP (Individual owned individual paid) and IOCR (Individual
owned company reimbursed).

FOS follow 2083 strategy : 20 people in a day, 8 hot cases, and 3 converts.

Commission depends on the type of connection that the CSA brings on the network (new connection/
MNP), the kind of plan sold (Rs. 299/349/499, etc.), the number of connections he has achieved and how
many people he employs to achieve his target

Claw back : If the on boarded customer doesnt stay on the network for a minimum of 3 months, doesnt
pay the bill or if he doesnt use the connection at all, deductions are made from the commissions paid to
the CSAs.

Partners who achieve preset targets get benefits like a sponsored trip or added incentives and
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commissions
 SALES TRAINING

Types of Sales Training

Mediums of training

Behavioral
Functional Training
Training
Classroom Digital
training Training
Product: its How to Sell,
features & Persuasion
benefits techniques,
knowledge, Handling
Process know- different
how customers

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Sales
Traini
Types of training Levels of training Medium of
ng Functional Corporate training
Product & Process HQ employees + Classroom
Behavioral Field employees Preferred method
How to sell Circle Digital
Interaction skills For different circles Motivational videos
Persuasion like Punjab, Haryana App based learning
techniques etc.

My Development Program

Employees get to decide the area in

which they wish to get trained
Post training, evaluation is done
Part of the appraisal 12
THANK YOU

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