Group Members

Mehwish Aqeel (8403)

Syeda Samra Fatima Jaffery (7328)
Mahjan (5775)
Aimen Haleem (8337)
Nuzhat Jabeen (6159)
Mazher Akhter (7164)
PAKISTAN TELECOMMUNICATION COMPANY LIMITED
I ntroduction
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 Public
Traded as KSE: PTC
Industry Telecommunications corporation
Genre Telecommunication
Founded August 14, 1947
Headquarters Islamabad, Islamabad Capital Venue, Pakistan
Key people Walid Irshaid
(President, CEO)
Naguibullah Malik
(Chairman)
Muhammad Nehmatullah Toor
(SEVP, CFO)
Muhammad Nasrullah
Products Wireless
Telephone
Internet
IPTV
Revenue U.S. $1.24 billion (2012-2013)
Net income U.S. $155.2 million (2013)
Owner(s) Pakistan Government
Etisalat Telecommunications
Subsidiaries Ufone GSM
Website www.ptcl.com.pk
Sales Management Parameters Sub Parameters Score

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

Sales Culture
Ceremonies 3
25
Stories 4
Symbols 2
Selling methodology 4
Language 4

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

Training and Development
Hiring criteria 5
25
Orientation to company 4
Ongoing training (Functional and Soft skills) 4
Job enrichment 3
Support for education 3

Performance Evaluation
Frequency of evaluation 4
25
Criteria of evaluation 4
Methodology 2
Feedback on evaluation results 3
Rewards 4
0
0.5
1
1.5
2
2.5
3
3.5
4
4.5
5
Leadership Vision
Sales Culture
Compensation
Training and
Development
Performance
Evaluation
PTCL sales' parameters
Weighted score
LEADERSHIP VISION

Management I nvolvement
Main objective is Sales Volume & Sales Growth
Meetings are conducted every week


Sales in the eye of management
Advisory 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 leadership
Democratic leadership
This style involves the leader including one or more
employees in the decision making process.
This style is of mutual benefit


Marketing and Sales Conflict
marketing 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
J ob 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 evaluation
Purpose 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