Contents

1.

Introduction.........................................................................................................................................2
1.1

Vision Statement:..................................................................................................................2

Mission Statement:.........................................................................................................................2
Company History:...........................................................................................................................2
1.2

Management:.......................................................................................................................3

1.3 Product and Services:.............................................................................................................3

2.

1.4

Competitors:........................................................................................................................4

1.5

SWOT Analysis:..................................................................................................................4

1.6

Matrixes.............................................................................................................................6

Problem........................................................................................................................................9
Telemart Freelancer Program:.........................................................................................................9
Problem:.........................................................................................................................................9
Feasibility Report:..........................................................................................................................9

1. Introduction
1.1 Vision Statement:
The vision behind Telemart is to represent all the leading brands of mobile phones, IT and
networking products, home appliances, home entertainment products and all other consumer
electronic under one roof.

Mission Statement:
Converging 22 years of rich experience and pioneer status by providing one stop solution for all of
your consumer electronics need through retail and online stores backed by efficient after sales
service.

Company History:
The group started off with cellular services representation, as exclusive dealer of the then, top service
providers, Pakcom limited, a Millicom company from 1993, under the name and style of Trade Link
Enterprises. He then started dealing in connections of the three service namely Paktel (cable & wireless),
Mobilink (Orascom), and Pakcom limited (Millicom) and started providing facilities like sale of mobile
handsets devices of all international brands as well as accessories, mobile connections, after sale
services / customer cares etc. later on he has all united under one roof of Trade Link Enterprises.
The Trade link Enterprises then moved one step ahead and rolled out the concept of united services under
one roof & it attracted the attention of Nokia Corporation, which offered distribution rights to the firm
and soon afterwards other international brands also offered distribution rights as well, which included
Sony Ericsson, Siemens, Motorola, I-Mate and Samsung.
Chairman of Tradelinks Mr Abdul Rauf Essa Lead United Mobiles as a Founder and Chairman
successfully for 13 years & Now he have moved one step ahead and started Telemart.

1.2 Management:
Telemart has a Total of nearly 150 employees. Telemart have established itself in a way that it can never
be a owner based company and therefore have a complete hierarchy to whom the power is transferred.
CEO of the company is Mr Abdul Rauf Essa whereas his son is the Director of the company who is
looking after everything. Every department follows a hierarchy to report but still the company have an
open door policy where everybody can directly talk to the Director.
Organization has 2 Offices in Pakistan and they also have there offices in UAE and USA. Every office
has a territory defined and has a different Sales Manager. The hierarchy is well defined so that powers can
be shifted accordingly.

1.3 Product and Services:

In the Wholesale & Retail business Telemart focuses on Cellphones, Tablets & there accessories. Whereas
in Online Telemart deals with all the Technological devices. For the corporate clients Telemart provide
end to end solutions in which they even provide furniture etc and is even providing them services like
shooting a Tv commercial etc.
Telemart is operating as business partners for all the major brands in Pakistan for mobile phones, tablets,
laptops, DSLR cameras, Audio & Video devices and accessories. Telemart is also provide networking and
security/surveillance products and consumer electronics.
Some of the Categories are mentioned below:

24KT Gold Plated Phones

Mobile phones
Tablets
Tv and Video
Laptops
DSLRs
IT products
Home audio and theater
Consoles and games
Home Appliances
Other consumer electronics

1.4 Competitors:
As a whole Telemart has no competition as no company is working on such a diverse module of business
i.e. wholesale, retail, Online & corporate.
Only the online store of telemart has competition where the biggest competitors are mentioned below:

Homeshopping.pk
Daraz.pk
Symbios.pk
Tcsconnect.com

1.5 SWOT Analysis:

Strengths

Differentiated Business module

Biggest whole sale network (400 wholesellers nationwide)
More than 150 employees
6 company owned outlets
125 franchise outlets
Official application available on Google Play and Apple store
Vast Distribution network
23 years of experience in the industry
Brand name
Widely known inside the industry
Distribution of all brands (including Apple dealership)
Official reseller of Apple (I-PHONES)
Social media advertising
BTL activities

Weakness

Excessive workforce
Pricing issues between the company and franchisees
Undiversified workforce (male oriented)
Lack of focus (too many brands)
Tough management of the distribution network
Sole proprietorship
Lack of proper public awareness
Danger of franchisees ruining the brand name

Opportunities

Increasing number of online customers

International market
Preference towards genuine products
Increasing the brand portfolio (home appliances)
Expansion of the franchising network
Increasing the company owned outlets
ATL activities (TVCs)

Threats

Law and order condition

Economic trends
Taxes and duties
High cost of logistics
Indirect competition (Daraz,Home Shopping)
Customers misconception about online shopping (lack of trust)
Threat of new entrants (low barriers to entry)

1.6Matrixes
IFE Matrix (Internal Factor Evaluation)
STRENGHTS

WEIGH
T

RATE

123456store
7891011121314-

0.04
0.04
0.03
0.04
0.07
0.03
0.03
0.05
0.05
0.04
0.03
0.05
0.08
0.04

4
4
3
3
4
4
4
4
3
4
4
4
4
3

WEIGHTE
D
SCORE
0.16
0.16
0.09
0.12
0.28
0.12
0.12
0.20
0.15
0.16
0.12
0.20
0.32
0.12

0.05
0.04
0.03
0.05
0.05
0.06
0.07
0.03

2
1
2
2
2
1
2
1

0.10
0.04
0.06
0.10
0.10
0.06
0.14
0.03

Differentiated Business module

Biggest whole sale network (400 wholesalers nationwide)
More than 150 employees
6 company owned outlets
125 franchise outlets
Official application available on Google Play and Apple
Vast Distribution network
23 years of experience in the industry
Brand name
Widely known inside the industry
Distribution of all brands
Official reseller of Apple (I-PHONES)
Social media advertising
BTL activities

WEAKNESS
1516171819202122-

Excessive workforce
Pricing issues between the company and franchisees
Undiversified workforce (male oriented)
Lack of focus (too many brands)
Tough management of the distribution network
Sole proprietorship
Lack of proper public awareness
Danger of franchisees ruining the brand name

Total

2.95

EFE Matrix (External Factor Evaluation)

OPPORTUNITIES

RATE

WEIGH
T

1234567-

4
2
4
3
4
4
3

0.10
0.05
0.10
0.08
0.08
0.08
0.05

WEIGHTE
D
SCORE
0.4
0.1
0.4
0.24
0.32
0.32
0.15

1
2
1
3
4
3
2

0.10
0.08
0.12
0.03
0.05
0.05
0.03

0.1
0.16
0.12
0.09
0.2
0.15
0.06

Increasing number of online customers

Planning towards international expansion
Preference towards genuine products
Increasing the brand portfolio (home appliances)
Expansion of the franchising network
Increasing the company owned outlets
ATL activities (TVCs)

THREATS
81011121314trust)
15Total

Law and order condition

Economic trends
Taxes and duties
High cost of logistics
Indirect competition (Daraz,Home Shopping)
Customers misconception about online shopping (lack of
Threat of new entrants (low barriers to entry)

2.81

Competitive Profile Matrix (CPM)

Telemart
Critical Factor
Brand reputation

Weight Rating Score

0.10
4
0.40

HomeShopping
Rating Score
4
0.40

Symbios
Rating Score
2
0.20

Level of product integration

0.05

0.10

0.15

0.15

Range of products

0.05

0.05

0.15

0.20

Successful new introductions

0.15

0.60

0.15

0.15

Market Share

0.15

0.45

0.30

0.45

Sales per employee

0.03

0.12

0.06

0.06

Low cost structure

0.04

0.08

0.16

0.08

Variety of distribution channels

0.08

0.32

0.08

0.08

Customer retention

0.08

0.24

0.16

0.08

Superior IT capabilities

0.04

0.08

0.08

0.12

Strong online presence

0.09

0.36

0.09

0.18

Successful promotions

0.16

0.64

0.16

0.32

Total

1.00

3.44

1.94

2.07

2. Problem
Telemart Freelancer Program:
Telemart is planning to launch a freelancer program which will provide employment and learning
opportunities to individuals of all age, gender and class. Through this program, people across the
country can generate sales for Telemart through the online portal and earn commission sitting at
home.
The process is simple yet innovative. We all use multiple consumer electronic products daily, eg.
Cell phones, laptops, tablets etc, and the same is the case within our social circle. Now what if by
just placing orders for the people in your circle, you earn unlimited amount of income? For
instance my friend wants to buy a new phone, instead of going to the market, searching for a
reliable shop and then bargaining on a price, I could just ask him the model of the phone he
wants, order it on his behalf through my Freelancer account and the phone will be delivered to
my friend at his door step with a Cash on delivery feature. Now as per an agreed contract of mine
with Telemart, whatever profit the company earns on that very order, I would get some
percentage of it as my commission.

Problem:
This Freelancer program is totally a new idea which has never been practiced anywhere in the
world in this way. Therefore, the company CEO Mr. Abdul Rauf Essa discussed with us the issue
about the feasibility of this program and also about how to market it in the best and most cost
effective way. We as a group of 8 individuals would cater the following problems:
a) Whether the Freelancer Program is feasible or not?
b) If feasible, then how should they market it among the public?

Feasibility Report:
9

Telemart discussed the idea about the feasibility report with our group. During the discussion
they explained us about how do they want us to prepare the feasibility report about this program
for them. Basically they want us to do a research on university students that whether the idea is
attractive to them and if it is, then how would it be feasible. For this research we have agreed to
provide them a questionnaire based research survey of about 300 to 400 respondents from the top
universities of Karachi. We have chosen Karachi as our location because this whole freelancer
campaign would first be tested in Karachi as it is the main commercial hub of Pakistan. If found
successful, the company would then launch this program in other cities.
During the course of work on this project, we are going to design a questionnaire which will be
floated among the desired target audience. The questionnaire will consist of generalized
questions which will depict their mindsets about the interest in such a program. The results of
this questionnaire will be the first step towards our experiential learning project. As this will tell
us about the general perception of the youth.
The reason why we selected university students is that Mr. Essa emphasized on the fact that such
programs basically will be most beneficial for the youth. This is because they are the ones who
mostly desire to earn sitting at home while studying. If we can get a positive response through
this questionnaire then only can marketing strategies be useful for the company. While we were
discussing this questionnaire idea, Telemart also provided us some results of the questionnaires
which the company got filled through the official website.

The questionnaire was filled by 300 respondents irrespective of what city they belong to. The
questions and the details about the responses are as follows:

Q1) Are you keen to use your free-time for earning extra cash sitting at home?

10

Q2) Would you be interested in joining Telemarts Home-Based Sales agent program?

11

Q3) Do you think you can generate sales on our online shopping website on behalf of your
friends, family etc?

Q4) If given the chance, what do you expect to earn on an average in one month through
generating sales for Telemart as an online agent?

12

The conclusion we got from the results is that people have given a positive feedback initially.
Though we will make some changes and add details to the questions and then float it within our
respondents.
After we conduct the research and make a feasibility report through the research outcomes, next
comes the phase of designing the marketing strategies for Telemart.
We have proposed a 7-steps plan as the proposed solution to their problem which will not only
make it easy for the public to understand the program but also help to market it on a large scale.

13

Step 1: Online Application form

14

We have designed this basic form which will be available on Telemart's website and retail utlets.
The information collected from these forms will be enough for the basic screening which
Telemart would do for this program.

Step 2: Analyzing form

This is the step in which the administration department of Telemart will go through each entry
and record the information. Once recorded, all the candidates will be called on their contact
numbers and all the information will be verified. Soon after all the entries and backups are made,
the screening process will be started. This will depend on the criteria set by the management i.e.
preferred locations and age groups etc. This is because in the initial stages, the company would
not want a very scattered group of freelancer agents.
The next part of this step is to make a new shortlisted candidates list. Through this list, the
shortlisted people will then be contacted for the next step.

Step 3: Personal/Skype Interview

Till now, the administration department would be ready with the screened and shortlisted list of
candidates. Now, a representative from the company would fix Skype or personal interview
appointments with all the shortlisted candidates. Those who are out of Karachi, or unable to
travel easily can go for the skype interview and others could visit the head office.
The interviews will be conducted by the HR and Sales team of Telemart. The basic structure of
this program would be explained with some details about the company. The personality and
credibility of the candidate will be judged by asking open ended general questions. As this is not
a particular job interview therefore no fixed format will be followed. The basic reason for this
interview will be to know the person more who wishes to become your agent. As it is understood
that this agent will be talking a lot about the company to its target customers, therefore it should
be necessary to assess the person's capability and way of dealing with matters. This is what this
interview will be all about.

Step 4: Selection and signing of contract

After the interview has been contacted, company will get an idea about the candidate and then
will decide whether the indivual is capable of carrying the program forward or not. If the
company believes that the indivual is capable of selling the products in large quantities, it will
move onto drawing a contract which will be a written settlement between Telemart and the
interested indivual. The contract will provide details of the commission and all the other terms
and conditions which the company has set up for every indivual to fulfill, whoever decides to be
a part of this revolutionary program. The contract will have to be signed by both the parties so
that it serves as written evidence if later any one of the party decides to cut off the ties with the
other party.
15

Step 5: Providing Commission Plan, Training and Sales Enhancement Video

Next step would be to provide the details of the commission. The plan in short says that the
person will earn a commission of 75% of the sale value after the payment is made. The plan will
help serve as a written document for clarifying all the complicated details for the potential
salesman. The plan will also specify when exactly will the salesman receive his hard earned
commission and the company will make sure that the salesman receives his hard earned money
always on time.
Telemart will also go to the last extent in ensuring that the interested indivual recognizes his
hidden talents and achieves his potential. Therefore the company will do whatever it can to
develop the skills and knowledge of the indivual as the indivuals development will in return help
in increasing the overall sales of the company. Video tutorials will be provided to all potential
salesman, these tutorials will all have in depth knowledge and tips for selling products in large
quantities to the customers. These videos will also have in dept information about the products
and will make sure that the salesman has all the knowledge he needs about all the products
available to be sold on Telemarts website.

Step 6: Providing Business Card and Official Email Address

Business card is the identity of every professional doing a job. That card serves as an association
which that indivual has with his company. It provides a sense of belonging and makes the
indivual feel valued. Therefore Telemart will make sure that every salesman gets a separate
business card with Telemarts name on it. The card will also serve as a sense of security for the
potential buyers who might buy products from the new salesman. The person will show his
business card and make sure that the customer has full surety he belongs to Telemart and the
products which he is selling are also authentic products. An official email address will also be
provided where all the company mails will be sent. These similar email addresses fasten up
communication and make sure that all the companys employees are connected to one another on
one single portal.

Step 7: Promoting the Program on Social Media and Official Website

This will be the last step of the whole process. Telemart enjoys huge presence on social media
especially on Facebook. The Facebook page is constantly updated every day. The page not only
displays the new product offerings but also displays the latest activities of the company inside
and outside the organization. Similarly the facebook page would be used to promote this Free
Lancer program so that all the interested indivuals and active followers of Telemart know about
the program and try their luck if they feel they are capable of being a part of the program. Online
promotion would be a very important step in making sure that the company gets its message
across and gets all the capable candidates to apply for the program. If the right people see the
16

online posts and apply and become a part of the program, this will be highly beneficial and
profitable for the company itself. All the investments in online promotion would result into high
potential salesman which in the end would translate into huge number of sales for the company
and huge amounts of profits in the future. Messages regarding the program would also be posted
on the companys website. The website caters to a large number of users everyday and placing a
message on the website would again help in getting the message across and in encouraging more
and more to adopt this program.

It is also important to note here that our project is not only restricted to the term report of
Strategic Marketing and to this course and semester only. Once we deliver the feasibility report
of this project to Telemart they will implement it practically. So this project has a huge
importance for our team because it involves investment by Telemart as well and practical
implement of this program based on our report. So telemart will trust us with their money and
time which makes this project and report riskier and challenging.
This program is one of its kind and will provide various benefits and generate a lot of
employment in Pakistan.
The benefits for the individuals are as follows:
1. No Inventory needed
2. No Location
3. No age limit
4. No Rigorous testing.
5. No loss on inventory
So you can make money from your home with ease and comfort as Telemart will not be giving
any permanent sales targets. The ambassadors can make sales as per their comfort of time and
receive commission. The successful Brand Ambassadors will receive franchise offerings as
well.
So to make this all possible Telemart will work with our team and we will collaborate together to
design strategies for this program and work of each and every minute detail and make this
program possible for Telemart and implement it.

17

Secondary Research
Article #1

The articles talk about growing income in the free lancer sector and hoe
the government are recognizing the achievements of Free lancer unions
and giving them cuts on taxes.
Sales agent like Ms Horowitz was very shy and poor but then became a
free lancer which meant she was a free contractor not a salary paid
employee.. She was able to grow as a person and enhance her. skills .
Furthermore she got the opportunity to free contractor and earn as much
as she wants it was a turning point in her life.
The Freelancers Union, which is based in Brooklyn, doesnt bargain
with employers, but it does address what is by far these workers No. 1
concern, by providing them with affordable health insurance.
Impressed by that success, the Obama administration recently
awarded Ms. Horowitzs group $340 million in low-interest loans to
establish cooperatives in New York, New Jersey and Oregon that will
provide health coverage to freelancers and tens of thousands of other
workers.
So this means all the developed countries are promoting free lancer
unions and program because its a huge source of revenue for them
giving them huge incentives.

Freelancer has huge advantage you can go to yoga class or on vacation

whenever you want it also means economic vulnerability. An
internal Freelancers Union survey found that 58 percent of the groups
members earn less than $50,000 a year from freelancing and that 29
percent earn less than $25,000. Therefore it means while being a
freelancer agent u can not only focus on work but enjoy a good
standard of living by focusing on all the extra curricular activities.
18

Freelancer program is becoming a booming sector in todays developed

economies and is making it impact felt all over the world.

Article #2:

This article talks about Freelancers Medical, the clinic arm of the
Freelancer Unions Freelancers Insurance Co., has been around for two years
now, aiming to provide the citys middle-class contract workers with the sort
of team-based, VIP health care frequently available only to And ths shows
according to the article that the experiment seems to be a success. The
company says 86% of its surveyed clients say they would recommend the
service to a friend. The insurance has a 98% reenrollment rate which is a
huge success!
According to customer the best part is the company-run clinic. Its in a huge
downtown Brooklyn loft space that looks like a fancy yoga studio and
functions as a sort of North Pole of holistic health care.
Not only do I get free physicals, I have a free health coach who emails every
week about my running routine and coffee addiction. All the customers are
really satisified with free lancer program.
The free lancer program of health insurance is successful firstly because, the
actual cost savings might not be all that impressive. Clinic-based care is
almost always cheaper thanks to economies of scale, but theres likely a self-

19

selection factor at work as well. People who make the clinic their primarycare provider are likely younger and healthier than the overall pool.
And while Freelancers Insurance convinced 17% of its 24,000 members to
join the clinic, an insurance company catering to a wider demographic might
not fare as well. It remains to be seen how attractive this is for people with
chronic or serious illnesses, says Sherry Glied, dean of NYUs Wagner
Graduate School of Public Service. Overall point of view is that , it has huge
scope especially in the health sector if adopted in Pakistan

Article #3:
This articles contains some tips of earning extra money by converting your spare time into something
productive while having the same level of entertainment. It promises you to make you a millionaire
overnight only if you own a computer and have an internet connection as there are so many opportunities
available that you can attain to earn money.
It talks about the website such as www.fiverr.com where you can make money through writing article
consisting of 500 words or read some fortune or by taking crazy photo or making videos of yourself
If you are skillful and more business oriented that you can earn money through the websites like
www.guru.com or www.odesk.com where you can find online jobs mainly of writing articles or creating
graphics or creating spreadsheet for the company or people. Generally if you can write 200-300 word
article in an hour your are most likely to earn $30 dollars in an hour and can increase you savings.
Similarly telemart gives its customer similar opportunity to earn online by recommending its product to
their friends and family who can buy the products from www.telemart.com

Article #4:
This articles discusses the strategy used by tupperwave in order to increase its sale and to reach more
customers and increase its target market and market share. The strategy was to give a low cost internet
access to the customers so that they can personalize their own website and can sell tupperwave products
on their personalize website and earn commission through it. The orders were to be processed by the
company itseld giving a 20% commission to their customer that made the sale possible
Telemart has introduced a similar project to increase its sale and to give benefits to their customer by
giving them the opportunity to earn commission over making sale for the company. Where telemart is

20

creating separate accounts of the customer where they can have listed telemart product and they can make
sale through it by recommending their friend and families.

Article #5:

This article discusses about the new increasing trend around the world which
is of home based jobs. The reason why this trend is increasing is that people
now avoid much mobility and want to take use of the technological advances
of the world i.e. online meetings, interviews etc. Apart from this, globally the
economic downfall has also made many people go for multiple jobs which
means that they do work outbound normally for companies etc but after they
get home they resume some other online or home-based jobs to earn extra
income. This is another major reason why the demand for such jobs have
increased.
The article mentions some of the major employers for home based jobs
which mostly has call center agents who could sit at home, make sales and
earn commission as well as a basic salary. This is similar to the freelancer
program which we are working on but the major difference is the telephonic
sales here and online sales at Telemart. The article also mentions customer
representative jobs in which people work only to guide the company's
customers through phone calls about the services they offer. Another unique
kind of a job is by Spheris which provides support to medical professionals.
Their services include medical transcription and clinical documentation.
The reason why we cannot find such jobs in abundance in Pakistan is that
firstly there is very less knowledge among the general public about such
sorts of employment, secondly frauds, false commitments etc are the cases
which are left unheard in our social system so companies avoid such hiring.

Article #6:
If we take the essence of Telemart's Freelancer program and its commission
based element, this will directly link to the article mentioned above. As we
know that the Freelancer program is purely based upon commission based
sales, this article also explains the major kinds of commission based jobs
which are available around the world. Though it has nothing exactly similar
21

to Telemart's program for online sales but the commission element is present
in all of the mentioned jobs.
According to the article the major chunk of commission sales jobs are
through Retail Sales, Automotive Sales, Marketing Sales agents and
Insurance Agents. Giving some review about these jobs the article also
discusses some experiences of such employees. One major factor to consider
is that often these jobs are not enough for one's earning. This is primarily
because commission based jobs are only beneficial if you are a good sales
person and the product you are selling is easily sold. If this is not true, then
you only waste your time making cold calls but your product is not sold. So if
you are not good at selling, or your product has no potential, the commission
based employees lose in the long run.

Article #7:
This paper explores the reasons for the slow growth in online shopping in China. Also this paper studies
the impact of factors of eBay and EachNet in terms of sales achievements. The findings indicate that the
major deterrents to online shopping in China are consumers lack of trust in online vendors, legal
concerns, low price-oriented market stimuli, limited choice of goods, and infrastructural inadequacy like
under-developed payment systems and system insecurity.
Applying this article in our case, as we are checking the feasibility of our Freelancer program in Pakistan,
so this can be related as there can lack of trust while buying from telemart on behalf of others for the sake
of commission or it can also involve in any legal concerns. There are many factors that can provide
barriers to our Freelancer program as mentioned earlier.

Article #8:
This paper talks about factors affecting online New Zealand buyers behaviour, and the relationships
between the factors and the type of online buyers and then they can further develop their marketing
strategies to convert potential customers into active ones, while retaining existent online customers. It
also investigates how different types of online buyers perceive websites differently. This research found
that website design, website reliability/fulfillment, website customer service and website security/privacy
are the four dominant factors which influence consumer perceptions of online purchasing.
Relating this in our scenario, by developing such a program will motivate online shopping customers to
buy more from us and in return they will be benefited in terms of commission. In that way, they will ask
from their surroundings, peers, friends and family if they want to buy any product then ultimately he will
be adding more customers in our profile. As this paper studies the perception about people buying online
therefore we also want to see how well our program is being responded in the light of the customers.
22

Article #9:
The article basically talks about the car dealerships and their systems of commissions. Whenever
a car dealer uses to sell a car, he uses to earn large amounts of commission. There use to be a
proper meeting, salesman use to explain all the features of a car and then use to persuade the
buyer to pay the required price as quickly as possible. However now the times have changed.
Customers are getting more and more educated and technology literate. They know how to
search for the required cars online. Previously the salesman use to show the car around and tell
about its features, now the customer already knows everything about the car thanks to the
internet. Similarly there are few online websites who also give away the prices of the cars hence
further reducing the negotiating capability of the car salesmen.
Therefore now most of the companies are ending the sales commission systems and are
encouraging the employees to spend more time im front of the computer screens to interact with
customers. They are paid a flat rate for generating sales in large amounts through the computers
and the internet. At Nissan the transition of bring online salesman was tough. The company had
to search for the new recruits who can communicate through their computers and sell large
amounts. Similarly at Toyota most of the sales staff sits in front the computer screens and all
they do is wait for the customer to communicate with them online.

Article #10:
Avon is an American brand which is renowned for its products in the fields of Avon Products,
Inc, known as Avon, is an American international manufacturer and direct selling company in
beauty, household, and personal care categories. For more than 125 years, Avon Representatives
have brought beauty into the lives of women. Company first focused on door-to-door sales, then
in the workplace to colleagues and friends, and now online. Some of the companys most famous
sales representatives come from USA, Italy, Phillipines, Romania, Russia and Mexico. The
article talks about an Australian woman who started off as a sales woman selling beauty products
of the brand Avon and has now become one of the most successful businesswoman of her
country, Australia. Carrol Bradford is the name of the woman and she with the help of her team
has managed to turn over $1.5 million in sales in one year alone.
Carrol Bradford is one of the most successful businesswoman in Australia. Joined Avon just for
filling in for her sister. Eight years on, Carrol boasts a team of 500 staff across the country.

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With her success,Mrs Bradford has even been able to convince her husband Greg to become an
'Avon Man'. When she ended up sick in hospital one day, she had to call on Greg, a full time
bricklayer, to make her deliveries for her. And he's decided to stay on, delivering products to
customers in their Brisbane area on Saturdays. He's now earning the equivalent of his salary as
an Avon salesman. According to Carrol two most important factors are working hard and looking
after your customers. She believs that It's true that you only get out what you put in and for her
that meant working really hard at it, especially starting out. She set small goals for myself at first,
then bigger ones, then bigger ones.
She also believes that knowing your products is extremely important. She herself uses all the
products and loves them and then this helps her in selling it to the customers more
confidently.Carrol Bradfords sales team has been the number one selling team for the past three
consecutive years however she stills believes in improving and growing, she is aiming to achieve
a target of $1.6 million the next year

Article #11:
This article tells us about the pitfalls of hiring sales people on commission (freelancers) and then
provides some rules for turning the scheme in to a success. The number one mistake businesses
make is in assuming that commission only sales people are just like employed ones, just paid
differently. Learn from businesses who have successfully used self employed sales people for
years. Expecting a freelancer to provide all his own leads, with no data provided to get him off
and earning quickly is another way of losing them very quickly. The quicker you pay salesperson
his commission the more loyal and hard working he will be. Pay weekly on income you have
received through his sales. To keep a freelancer motivated and on task, you need to be aware of
your role in managing him. Do not expect him to work under the same terms and conditions, or
to have the same relationship with him as an employed sales rep. While you can expect him to
represent your business in a professional way, you do not own him or his time. Give him the best
product and product related sales training possible. Even if he is experienced in selling a similar
product, he still needs to know yours inside out. Freelancers rarely stick around long. Take the
attitude of Well it was great while it lasted and be prepared to move on too. The drop off
within the first month of contracting with a freelancer is very high. The reason is simple. Just as
you do not need to commit to them long term, so they arent needing to commit to you.
Remember free means, not tied, not no cost! You are not tied to your freelance, and they
are not tied to you in any traditional sense. But set it up right, treat your them with respect, and
as equals, be prepared to go the extra mile for them when necessary, and you could find the
perfect partner for your business, who stays with you for many many years, helping your
business flourish.

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Article #12:

This article talks about the changing trend towards online shopping in Pakistan. The fact that the
new online marketplace is expanding and consolidating itself is reflected in the growth of
numerous C2C (consumer-to-consumer) and B2C (business-to-consumer) startups, focusing on
online marketing and selling and offering a wide range of products - fashion-wear, footwear,
casual clothing, jewellery, electronics, computers, handsets, books, gifts, toys, and what not - to
be sold and bought online. There are several factors that have impacted growth of e-commerce
industry in Pakistan; some include availability of fast-speed internet to a limited segment of
population, power shortages, lack of public trust on portals conducting e-commerce and
awareness about the online marketplace, payment solutions, and delivery logistics infrastructure.
Since most people do not have access to credit or debit cards or do not want to use plastic money
for shopping only owing to security concerns, majority of e-commerce companies like kaymu.pk
have adopted the cash on delivery model. Increase in online shopping is beneficial to every one
retailers, producers and consumers. While it is convenient, cost and time effective for the
buyers, it helps boost sales and margins of the retailers and producers and increases their access
to a more diverse clientele without any additional investments in their businesses.
Article #13:
Article #14:

Primary Research:
Paste Questionnaire here!

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Analysis:

According to our survey, the majority out of 200 respondents was of males which were around 60 percent.
Whereas the female respondents were approximately 40 percent. This shows that interest of males in
generating money through the Telemart Freelancer Program. This also shows that in this program we have
the interest of both the males and females. This confirms that we will able to attract a large population in
this program.

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According to the responses the highest majority lies between the age group of 21-25 followed by the age
group of 26-30. Between age group of 15-21 and above 31 were least interested in this program.

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As we can see that the number of respondents who said yes is around 120. So this shows that there is a lot
of interest of the people to participate in this program. This shows us about the feasibility and strength of
this program that if implemented many people would love to participate in this program. Usually students
would love to earn while sitting at home because it is a great way to manage your daily expenses by your
own self. So we believe that if the company implement this program it will be very successful in its
implementation. This program will provide convenience to those who will participate in this program.

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We can see that Telemart as an organization have a very positive image and brand loyalty within the
minds of the people as 120 respondents said that they would like to join this prestigious company in their
freelancer program. Whereas around 35 of the respondents said no and around 40 of them said Maybe. So
this shows that Telemart will have a successful program if they implement it. Majority is in the favour of
joining Telemart and the rest which said no can be further surveyed or interviewed to figure out the
reasons of their such response so that Telemart can take such steps or measures to change the mind of
such people so that most of them would like to join this program.

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es

Around 90 of the respondent said yes which shows us that there is a lot of potential in this program and
that people believe in majority that this program will be successful in Pakistan. Looking at the Pakistani
environment where such a program has huge potential because we have a large population of youth which
have showed a lot of interest in this program. So Telemart has a huge market to tap with this program and
it has a lot of strength to be successful in the long run. We have a huge market of students in Pakistan who
would love to take advantage of this program and earn some extra money while being a student and
managing their daily expenses. In Pakistan where there is a lot of problems of Traffic such a program will
provide a lot of convenience to the participants of this program as they can work from home.

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In this question we just wanted to get an idea of what the people think of their own capabilities and their
reach. Most of the people think and are confident that they will be able to generate large sums of sales on
the basis of their own social circles. They believe they have a huge circle consisting of several friends and
family members, they are quite close to them and they will be able to sell products to them. Whereas on
the other hand 48 respondants believe that they will not be able to generate sales on the basis of their
social circles, their social circle is not huge enough and selling phones would not be easy for them.

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The Telemart freelancer program is one of its kind. It is quite an innovative program and has never been
introduced inside Pakistan. This question inside the questionnaire had mixed responses, around 82 people
said that they have heard about this program before. These kind of programs are quite commonly used in
the foreign countries by several corporations and therefore they are quite aware of this sort of program
which involves providing incentive in the form of sales commission. However they said this is quite a
new program and slightly different from the other customary sales commission program they have heard
before.
Around 65 people said that they have not heard of this project before and this is quite new to them and
around 38 people were not sure whether they have heard about this program before or not.

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Sales job is quite a tough job however it is quite rewarding as well. Sales job yield large amounts of
rewards however it requires large amount of effort, hardwork,and time plus involves lot of travelling as
well. So we asked people what do they dislike about a sales job the most and the majority of respondants
said that the amount of time they need to dedicate is the most difficult part of the job. Similarly around
58 people believed that travel is the factor that pushes people away from the sales job.

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Experience plays a very important role in sales related jobs. With experience a person develops skills as
how to deal with different people and make a sale. According to our findings, 85 respondents said that
they do not have prior experience in the field of sales which may be due to the reason that most of them
are still students. 62 respondents replied that they have past experience with sales job while 50 were not
sure of whether they have any prior experience or not.

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Pay plays an integral part for a person to accept any job. We asked in our survey about the pay that an
individual expects to receive on average in RS as a result of generating sales for Telemart as an online
agent. According to our findings, the highest majority lies in the range of Rs 10001 to 15000. The next
high lies in the range of Rs 5001 to 10000 which was the response of around 50 people.

Marketing strategies
Marketing plays a very important role in selling a certain project and make it look
appealing. If the marketing of a program fails to appeal the target audience, the
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project is bound to fail eventually. Telemart believes in extensive marketing, the

organization is never hesitant in investing large sums of money in marketing and
promotions. The products are constantly marketed on social network platforms and
communicate with thousands of users online.

For the Telemart freelancer program we have designed the following marketing
startegies which we believe will be appropriate for the promoting our program to
the target audience.
STRATEGY #1: BTL ACTIVITIES
Btl activities are a highly preferred by the organization itself. Telemart has always
invested large sums of money in its Btl activities; these activities have always been
on a large scale and have been able to attract large crowds at different locations.
now for the freelancer program we will be getting out various btl activities at
different touch points. Stalls will be setup at different malls and various social
events inside the city. Target audience will be key factor in btl activities as the
main aim of btl activity is to reach out to the right people. So, the location will be
selected according to the number of people who visits regularly. Malls like dolmen
mall, ocean mall, emerald tower and park tower are the location where youngster
comes in large numbers over the weekend. So the btl activities will be organized
over the weekends only to save cost and also to reach out maximum output, these
activities will have an attractive setup, games, company employees will be
available in teams to tell the interested people about the program and have them in
applying for the project. There will be music and lights to grasp the attention of the
youngsters so that they attend the stall and collect information.

STRATEGY NO # 2: SOCIAL MEDIA MARKETING

The program will be promoted on most of the social media platforms. Social media
is a platform which is exceptionally famous among the youngsters. They use social
networking to connect with their friends and relatives, social media is fast and a
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very easy hassle-free way of communicating to whole new world of people. The
most commonly used social media website is Facebook while other platforms like
Twitter and Instagram are also used quite regularly.
The telemart page on facebook has around 600,000 likes and almost 3million
reach monthly . The program will be promoted on the daily basis with the
commission rates and all the issues will be related to the program and all the
queries will be dealt with to satisfy all the sales agents. We have taken 50 sims
package from Zong and URL number is bought which will be completely
dedicated for the purpose of this program . Our staff will be there to guide the sales
agents and will be present at all the time .
Strategy3: University Drive
Telemart staff will go to all the renowned universities like iba, cbm, szabist ,
Karachi university to give information about the program to all the youngsters who
are very much interested in extra earning money sitting home therefore they will be
our the major potential segments to target. They will be asked to fill form at that
moment and after taking interviews shortlisting will be done and they will become
our official sales agents of Telemart .

Stategy 4: SMS marketing

Telemart has customer database of 50,000 people and through their sms software
they will be sending details of the program to them along with the link to our
online form so that they can fill it and get registered to our sale agent list for
further processing and interview processes for the final list.

Conclusion:
In this whole project, we have firstly developed a simple 7 step plan for Telemarts
problem. This 7 step plan had everything which Telemart would need to recruit and
select its Freelancer agents. Our plan started from the basic form which interested
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potential agents would fill till their interviews and ends on their marketing on
Telemart's social network.
Next we took help from the Secondary research and tried to take a review of all the
similar or related programs like ours which were or are in action around the world.
Through this we understood the increasing trend of house based and internet based
jobs. The companies were however different but it still gave us the idea of the
increasing interest in such sorts of jobs.
The next step we took was doing the Primary Research where we designed a
questionnaire, and circulated it through our social circles and links into 4
universities i.e. IoBM, Szabist, IBA and Iqra. While analyzing the results, we took
50 responses from each university which gave us a total of 200 respondents. While
analyzing we got to know that both males and females looked interested in such a
Freelancer program like Telemart has. Apart from that we found that the income
bracket of 5000 till 15000 was the most desirable by our respondents. People were
very much interested in joining such a program and most of them were optimistic
about being able to generate sales through this. The experience however was
something which most of the respondents didn't have but it was obvious as we
targeted this research on the university students. So trainings and guidance could
be given to agents who are new to sales job.
When we analyzed and became sure that this program has potential and will be
liked by many people, we came towards our last step of this project which was to
design the marketing strategies for this program. This was a challenging task as we
had no idea about the company preferences regarding this. So we took help from
Mr. Abdul Rauf Essa. He helped us in explaining how the company does marketing
and what mediums do they prefer. Also, he explained us about the possible options
for marketing in their affordable budget for this campaign.
We group members along with the management of Telemart found out that this
program has high potential and it will be very good for the company, its
stakeholders and for the society as a whole too. This is because profits will
obviously be earned but this program will also bring earning opportunities for
many people who are either unemployed or are not earning sufficient enough for
their needs. Considering the high unemployment in the country and high inflation,
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this program will be an example for many companies and will also start a new
trend which will help our economy as a whole.

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