1. ENTERPRISE SALES (TELECOM SECTOR)

2. TELECOMMUNICATIONS INDUSTRY IN INDIA :OVERVIEW
2ND Largest
US $20 Bn
Components
Mobile (Wireless)
Fixed-line (wireline)
Internet Services
Establishments operating and maintaining switching and transmission facilities to provide direct communications via airwaves
Companies that operate and maintain switching and transmission facilities to provide direct communications through landlines, microwave or a combination of landlines and satellite link-ups
Includes Internet Service Providers (ISPs) that offer broadband internet connections through consumer and corporate channels
Telecommunications market in the world
Number of internet users in the world
Estimated revenues from sale of telecom equipment in FY 2016
Telecom Sector Revenues (USD Billion)
Growth in total subscribers
Composition of subscribers (FY16)
2.4%
97.6%
Wireline
Wireless

3. Access Service Provider-wise market share (wireless subscribers FY17)
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: Urban:
Teledensity
The mobile segment’s teledensity surged from 14.6 per cent in FY07 to per cent in FY17
Total fixed-line subscription stood at million, while teledensity dropped to 1.92
In FY17, BSNL is the market leader with a % share, followed by Bharti Airtel (15.53 %)
BSNL, MTNL and Bharti together account for % of the total fixed-line market in FY17.
Technology
GSM dominates the market – 98.66% share
CDMA has remaining – 1.34% share
*Data till Feb 2017

4. IDEA CELLULAR Company Profile • Year of establishment : 1995
• CEO & MD : Himanshu Kapania
• Chairman : Kumar Mangalam Birla
Mission
"We will Delight our Customers while meeting their individual communication needs anytime anywhere"
We survive because of our customers
Idea Cellular, an Aditya Birla Group Company, is a pan-India integrated GSM operator offering 2G, 3G and 4G services, and has its own NLD and ILD operations, and ISP license.
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.
Idea’s 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
The company has stayed at No. 1 position in Customer Satisfaction Survey, consistently, for the last few years
The leading market research firm Forrester in its ‘Customer Service Index 2016’ has ranked Idea at No. 1 position in customer service and rated it as “good” - the only wireless service provider to achieve this feat
Idea won the prestigious ET Telecom Award in 2017 for Best Enterprise Mobility Solution.
Idea has consistently retained its leadership position in Mobile Number Portability (MNP), continuing to grow its net gain from MNP to 20 million. 1 in every 4 customers chooses Idea as a preferred telecom operator

5. COMPANY OVERVIEW S O S O S O COMPANY MARKETING SALES
by meeting their communication needs anytime anywhere
our customers
Delight
Providing seamless communication services to the consumer with value added services to give them a complete solution
COMPANY OVERVIEW S
Provide seamless
service through
communication & VAS
Launch 360 degree marketing campaigns trough various platforms O S
COMPANY
Launch
360 degree
marketing campaigns
through various platforms
Increasing the current customer base and reaching new customer segments both effectively and efficiently O S
MARKETING O
SALES

6. 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:
Long sales cycles
Multiple decision makers
Characteristics of Enterprise Sales
Salesperson’s Functional Requirements
Involves high touch
Buying signal is just a state of ‘progression’
High Customization
Ability to negotiate
Build relationships
Map the account
Scout out Newer opportunities

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

8. Identification of Key Accounts
SEGMENTATION
Strategic Accounts; R > 500 Cr
LCBA Accounts; 100 < R <500
MCBA Accounts; 30 < R < 100
Identification of Key Accounts
Based on Size of the Enterprises- i.e. Revenue of the client enterprises
Employee base and number of offices pan India
Identifying accounts where there is requirement of telecom solutions
Growth opportunity i.e. competitors presence, Idea’s existing presence
Penetrated Accounts
Non- Penetrated Accounts
Empanelled Accounts
Non- Empanelled Accounts

9. CORPORATE LEVEL CIRCLE LEVEL CMO IBS Head Mr. Rochak
IBS Marketing Head Mr. Bhushan Sethi
GM Wireless Solution: Mr. Vishal Pandit
NPM: iVR
NPM:ACS
NPM:TFN
GM Wireline Solution: Mr. Vivek Sharma
NPM: MPL
NPM: ILL
NPM: PLQ
Dedicated A/c Manager in every Circle, who is called the Enterprise Account Manager.
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.
All the EAMs and NAMs in every circle report to Area Sales Manager (ASM)
All ASMs report to the Regional Heads in every circle
A Direct Sales (DS) team present in each circle (e.g. 8 to 9 DSEs in UP West)
The DS team is internally divided into the Acquisition team and fulfillment team

10. CHANNEL SALES AGENCIES
Channel Sales Agencies (CSAs) carry on the sales of Idea’s 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 doesn’t stay on the network for a minimum of 3 months, doesn’t pay the bill or if he doesn’t 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 commissions

11. SALES TRAINING Types of Sales Training Mediums of training
Functional Training
Behavioral Training
Classroom training
Digital Training
Product: its features & benefits knowledge, Process know-how
How to Sell, Persuasion techniques, Handling different customers

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

13. THANK YOU