Term Paper on:

Sales force management

of

Banglalion Wimax

MKT 364: Sales Force Management

Prepared for:

Rahma Akhter
Faculty, School of Business

Prepared by:

Group: “Sprit”

University of Information Technology and Sciences (UITS)
Date of Submission: 6th April 2011
6th April 2011
Rahma Akhter
Faculty
School of Business
University of Information Technology and Sciences (UITS)

Dear Madam,

We are the student of sales force management course were assigned to submit a term paper on ‘Creating a sales force process. Our term paper is based on “Sales force management of Banglalion Wimax”.

We considered your remarks and instructions very carefully while preparing this term paper. We have tried our best to follow your schedule, format and discipline. We tried to focus all the areas related to this term paper and we also used your lecture to fulfill your requirements.

Thank you for your consideration.

Sincerely Yours,

MD. Shahadat Hossain
ID: 09310010

Group List

|Sl No |Name |Id |
|01 |MD. Shahadat Hossain (G.L) |09310010 |
|02 |Sorif Hossain Majumdar |09310264 |
|03 |MD. Sujon Mia |09310100 |
|04 |Abu Zafor |08310057 |
|05 |MD. Anamul Karim |07410041 |

Acknowledgement

Making a term paper is such a thing of pleasure. But doing this is also a tough thing. With the help of some people we finally were able to finish the task that was assigned to us by the course instructor Rahma Akhter. While doing this term paper we faced some problems and with the help of those people we overcame those problems. For that, we are really grateful to some guys. And we want to acknowledge our gratitude to them.

First of all, we would like to thank the almighty Allah who has given us the required knowledge and the power to finish this term paper. Then we would like to thank the course instructor of MKT 364 (Sales force management) Rahma Akhter who assigned us such an interesting task to do. We are also very grateful to her because she followed us to the right way to complete a difficult task. Her assistance was remarkable and very fruitful for us. She provided sufficient information when needed.

Some friends contributed with ideas and suggestions that enhanced this term paper. We would like to thank the people who provided discerning comments and suggestion.

Finally, we debt to some people who helped us to finish the term paper. In short, we hope the dedication of this term paper to them can acknowledge and offset the sacrifice they have had to make.

All the group members were really co-operative. They did their best to prepare this term paper comfortably. Thanks to all who helped us to complete this term paper successfully!

Executive Summary

This term paper on ‘Creating a sales force process is the part of Sales force management (MKT 364) course requirement. As we are the students of Business studies the term paper is very helpful for us as it is giving an overall idea about creating a sales force process for a real company. To prepare this term paper we have created a sales force process of Banglalion Wimax communication.

Banglalion Wimax is a high speed internet connection company in Bangladesh positioning itself to become the market leader in offering different kinds of packages to the consumers for spread internet all over the country. The company offers packages for sell their products. By creating a new service category and utilizing the first-mover advantage, Banglalion Wimax positions itself for rapid growth and gains a strong opportunity to raise entry barriers for possible competition.
Table of content

Serial Topic Page no.

Introduction ……………………………………...…. 01 Origin of the Study….…..……………………..…… 01 Objective and Methodology………………………. 02 Scope and Limitation………………………………. 02

1. Company profile………………………….……….... 03 1.1 Vision…………................................... 04 1.2 Mission………..............................….. 04 1.3 Objectives………..........................…... 04

2.0 Use of wimax……………………………………………. 05
3.0 Upcoming service of Banglalion………...…………. 05
4.0 Benefits summary………………………….…..…………. 06
5.0 Banglalion Package …………………………….……… 06 5.1 Prepaid package ...........................................06 5.2 Postpaid package ........................................ 07
6.0 Banglalion package & pricing ….……….....…….….....07
7.0 Coverage …………………………….…….....……….… 08
8.0 Sales force management of Banglalion ..….............…09
9.0 Promotion sales and Marketing………………….….....11
10.0 Swot analysis…………………………….…………..…...11
11.0 Organizational Structure…………………………..........13

Introduction

Banglalion Communications Ltd is the leading BWA operators in Bangladesh having nationwide license in 2.5 GHz band. We are committed to build a connected Bangladesh through wireless telecom solutions and create a new impact on our business, society, economy, lifestyle and people surrounding us.
Banglalion WiMAX brings the latest technology which enables you to enjoy high speed connectivity which is mobile and wireless. We understand that people and businesses in Bangladesh need and want faster, accessible, and affordable wireless broadband services and we are working hard to ensure those. We are a company with integrity, dynamism, commitment and innovation who are making sure smooth, uninterrupted services for data, video and voice.

We are passionate about our products, services and customers. We are also committed to develop new services, products and facilities to meet your requirements. In this ever changing world, Bangladesh is changing and Banglalion will remain focus to your needs and we are online access to the world of information, business, excitement, and lifestyle.

Origin of the Study

The term paper is done as a part of the course MKT 364 (Sales force management). The term paper is based on creating sales force process for a communication sector because, as we found much interest in the playing internet around the world.

The term paper is prepared for Ms. Rahma Akhter, faculty of School of Business, at University of Information Technology and Sciences. It is prepared during the semester Spring-2011 and would be submitted in the same semester.
Objective and Methodology

We are the students of Business Studies. So, we must know how to be sales force management in a company and how they provide their product to the customer. This term paper will be very helpful and informative for us. The purpose of this term paper has given an overall idea about creating a sales force management of a company.

Objectives of the term paper

➢ To fulfill academic requirement, ➢ To gain practical knowledge of sales force management practices, ➢ To create a complete and successful sales management for a new company, ➢ To gain knowledge and experience of preparing an enriched and proper term paper.

Scope and Limitation

We have got the scope of preparing these kinds of term paper for our course instructor Rahma Akhter. We are grateful to her for providing us such scope. Preparing the term paper has greatly widened our practical knowledge and experience about creating sales management for a company or organization which will help us in future work life.

Limitations:

We faced some barriers and limitations during collection of data for this term paper. The limitations were as bellows:

➢ Lack of required data for this term paper in potential sources we searched, ➢ Lack of our knowledge of creating proper sales force management, ➢ Some confidential factors were excluded in this study. The manager and employees did not share the company’s secret with others which might have impeded data collection.
1. Company profile

Banglalion Wimax was first founded in our country in 2008 as only some limited internet connection, but as day by day it become a largest wimaz internet connection all around the country. Banglalion is connection people in any where. We will do so by offering the best consumer experience in an environment driven by high performance, constant innovation, teamwork and opportunity for wealth creation.

|Name of the business |Banglalion Wimax |
|Form of Business |Private |
|Industry |Telecommunication |
|Type of Business |Service oriented |
|Service offering |Connecting people with in a moment |
|Target market |All over the country |
|Location |Silver Tower (18th Floor), 52 Gulshan Avenue, Circle-1, Dhaka-1212 |
|Starting of Business |2008 |
|Source of capital |Personal and borrowed fund |

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1. Vision

The vision behind the company is to connecting around the country, convenient, and easy to use.

2. Mission

Our mission is to enhance customer service to connecting people, customer retention and increase their expectation. We strive to customer high speed data transfer facilities. We put our efforts to increase customer satisfaction when consumers connect to the communication, to streamline the problem resolution order in all possible ways.

1.3 Objectives

In order for the company to operate, a number of specific ingredients are needed. Following are things to put in place before the service can be offered.

➢ Develop a customer service & customer satisfaction software application ➢ Develop successful relationships with online information. ➢ Develop strategic alliances with online connection.

2. Uses of Wimax

There is some specific place where wimax used. Those are given below, ➢ Providing a wireless alternative to cable and DSL for broadband access. ➢ Providing data and telecommunications services. ➢ Providing a source of Internet connectivity as part of a business continuity plan. ➢ Providing portable connectivity.

That is, if a business has both a fixed and a wireless Internet connection, especially from unrelated providers, they are unlikely to be affected by the same service outage.

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3.0 Upcoming Services of Banglalion

Banglalion currently offers 9 Internet packages of varying speed and data limit along with three hardware unit namely ODU (outdoor unit), IDU (indoor unit), and a USB dongle. Banglalion plans on providing following services

1. Mobile IP Telephony. 2. Live IP TV. 3. E-Learning. 4. Video Conferencing. 5. Secured VPN 6. ATM Connectivity IP PABX. 7. Online Radio. 8. Audio-Video Streaming. 9. Tele Medicine. 10. MAN for Corporate offices having presence in different locations. 11. Remote Surveillance 12. Online Gaming Service etc.
4.0 Benefits Summary

At Banglalion wimax, we feel we provide a value-added service to a variety of consumers. By having a safe and easy-to-use return service, the company benefits more people than simply the average customer.

5.0 Banglalion packages

In the customer based banglalion wimax provide two types of packages for there valued customer. Those packages are given below.

➢ Prepaid package ➢ Postpaid package

5.1 Prepaid Package

No contracts! No monthly bills! That is the flexibility and convenience that Banglalion Prepaid offers you. Access the internet as much as you want and whenever you want. It’s an easy, no-commitment plan that powers you to manage your internet experience the way you want at a value-for-money rate. Your Internet access is supported by our 4G (Fourth Generation) WiMAX Technology.

Banglalion Prepaid offers a combination of hard-to-beat value propositions:

➢ A dedicated network solely built for data service (i.e. internet). ➢ No sharing with other type of service (i.e. voice). ➢ The only Wimax operator in the country with a strong presence in 7 (seven) divisional cities and the highest number of BTS ➢ Stable & high speed internet. ➢ Convenient refills of Tk. 300 and Tk. 600 through scratch card. ➢ Charges are on actual usage up to the byte level.

5.2 Postpaid Package
Postpaid package is one kind of package where keep a fixed amount of deposit money. Here the monthly bill provide by the company. In large area or official work this package is so much essential. Here all bill pay into the bill pay center.

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6.0 Banglalion Packages & Pricing

According to customer based banglalion provide a pricing list. This is given below.

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Note: 1. VAT is applicable on monthly fee. 2. Additional Usage Tk. 0.15/MB 3. Fair usage policy is applicable for unlimited package.
7.0 Coverage

Banglalion currently covers some areas of Dhaka, Chittagong, Sylhet, Rajshahi, Khulna, Rangpur & Barisal city with hopes of covering all the major areas of Dhaka city by the end of 2010, entire Dhaka city by second quarter of 2011, and the entire country by the second quarter of 2013. Banglalion has already made some strong presence in Chittagong by covering some major areas in the city with about 14 BTS. Meantime, network rollout in other major cities such as; Narayanganj, Gazipur, Mymensingh, Comilla, Noakhali,Laxmipur, Satkhira, Bogra, Cox's Bazar are about to begin. These cities and peripheries are expected to be under the coverage of BanglaLion coverage by the 3rd quarter of 2011 and by the end of 2nd quarter 2012; BanglaLion plans to bring most of the areas of the country under its seamless coverage.

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Note: The blue pointers indicate Banglalion Coverage Areas

8.0 Sales force Management of Banglalion Wimax

Banglalion wimax have a powerful and strong sales force team. They play different way for advertisement there product and service. There are some way which is given below.

1. Road Show 2. Road Activation 3. Trial program 4. Participate fair and festival 5. Call center’s calling etc

Road Show

Banglalion is on the road now. Our motive is to reach people at heir doors & connect them by the magic of Wimax. Get Wimax, Go Digital

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Road Activation

Banglalion start road activation program. They want to go to there valued customer door to door.
[pic] [pic]
Trial program

Banglalion Wimax start a new trial program for identify net speed. Here customer realized there expectation up to product performance.

[pic] [pic]

Participate fair and festival

Bamglalion Wimax always participate different kinds of computer fair and festival.

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9.0 Promotion, Sales, and Marketing

Promotion of the service will be executed through both push and pull strategies. The push strategy will call for the use of direct sales force and industrial marketing to introduce the service to online user. Once success has been achieved in the push strategy, the pull strategy will utilize a large-scale advertising campaign to further build up consumer demand.

Push strategies: ➢ Putting ad on websites ➢ Personal selling by sales force ➢ Talking competitive advantage ➢ Internet pollutions etc.

Pull strategies: ➢ TV advertising campaign ➢ Radio ➢ Newspaper ➢ Banner ➢ Billboard, leaflet etc

10.0 SWOT analysis

Business houses allover the world are using internet for the expansion for their communication. This is a huge subject and top most professionals are engaging themselves on using internet.

Strength

➢ 24 hours a day, 7 days in a week our service in operation. ➢ We can do internet all activities by only plug and play the internet modem. ➢ The products reach to customers directly from the wholesaler at a reasonable rate than the market value. ➢ It is fast and effective. ➢ By visiting different websites one can within a short time can compare the price and buy on the best connection. ➢ Low formality steps. ➢ Any kinds of communication are very fast and can be done from any part of the world.

Weakness

➢ There is no direct interaction between the customer and the high authority. Therefore, the scope of convincing the customer does not exist. ➢ Many times, we prefer to buy the product by reaching personally to the market rather than purchasing through local area. ➢ Sometimes, browsing performance cost increases the product cost. ➢ No. of potential customers who can buy Internet connection is still not enough.

Opportunity

➢ Everyday number of Internet users is increasing in a rapid way. ➢ People of tomorrow will feel more comfortable to use easy products through easiest way. ➢ Big companies are already faults in this field so; they are making people habitual and confident about there service.

Threat

➢ Dishonest persons entering in this field and cheating in buying connection, damage the confidence and faith of common users on Internet. ➢ Easy entrance for new competitors.

11.0 Organizational Structure

Those activities that are not crucial to the corporate success (i.e. payroll) will be outsourced or subcontracted. Below are brief summaries of major responsibilities for corporate officers.

➢ Board of Directors: oversees the overall strategic direction and progress of the company. Specific areas include operational soundness, financial stability, and long-term well-being of the corporation. ➢ President: responsibilities include strategic guidance of the enterprise, exploration of expansion opportunities, and strategic alliance facilitation and management. ➢ Chief Executive Officer: the main responsibility is to maintain a strategic fit between the corporate resources and external factors. Responsibilities include running of the overall day-to-day operations, technological and operational soundness, and financial stability. ➢ Director of Finance and Operations: responsibilities include financial oversight, safeguarding of assets, and human resources management. ➢ Director of Information Technology: responsibilities include overall technological efficiency, software development, and information control. ➢ Director of Sales and Marketing: responsibilities include sales generation, marketing programs development, and public relations.

Bibliography

➢ Sales Management -Written by Norman A.P. Gpvoni.

➢ www.wikipedia.com ➢ www.banglalionwimax.com