An overview of direct sales in the business market of Bangladesh: a study on Grameenphone Ltd.

Abstract

Grameenphone Ltd (referred to as GP) is the leading telecom service provider in Bangladesh. It has better network with better services. Its wide coverage of network and flawless Customer service makes it the pioneer. To reach this position the most important is the workforce of Grameenphone. The skilled workforce and their tremendous work make a difference with the telecommunication service provider companies. This report is the result of my twelve weeks long internship program conducted in Grameenphone Limited and is prepared as a requirement for the completion of the BBA program of BRAC University. As a result I needed to submit this report based on the “An overview of Direct sales in the Business market of Bangladesh”. The objective of the report is to find out the actual scenario of the Grameenphone sales approach in Bangladesh. Data for this report has been extracted from primary sources as well as secondary sources. Primary sources are visit, personal observation & survey, face to face interview and practical deskwork. Majority of the secondary data was obtained from the direct sales department of Grameenphone Ltd. A survey is done with the help of well designed questionnaire to get the necessary primary information. The survey is done within the GP sales personnel of Direct sales department. The Direct sale of GP is also known as corporate sales. According to GP sales direct sales incorporate with the corporate markets of our country. They are classified according to different parameters like revenue, turnover, reputation, and brand name & various other factors, discussion of which are beyond the scope of the report. The rest of the business organizations are considered as SME and Individual according to GP sales. According to GP the corporate market is also classified as two different types, they are strategic and general. Grameenphone has launched Business Solution in the year of 2006. Business Solutions is a complete, quality business communications service from Grameenphone – designed especially for the business community in Bangladesh. Direct Selling Cycle is of GP shows its business to business (B2B) sell. From the bellow cycle I find seven steps for a mature and quality sale. In the first step the sellers establish contact with the potential customer and try to take an appointment from the prospective customer. Then in the second step the seller organizes himself or herself for the next step based on the need of the customer. In the third step the sellers meets with the 6 customer at the convenient time of the customer and negotiate about the product and its price and other related services. Fourth step includes internal approval and supervisor’s involvement to make proposal for any particular customer. In the fifth step the seller submit the proposal to customer along with an agreement paper depending on the need of the customer. In step six, the seller delivers products and activates the products. In the final step the seller keep long term relation with the customer and provide further required service for up dales and more revenue generation.