Internship Report

On

Pakistan Telecommunication Company Limited

By
RAJA FAHEEM HAMZA
BBA (HONS) Marketing
Department of Management Sciences
Hazara University Mansehra

DEDICATION

For my parents, who advised me at all the outset, all those

years ago, to always crave for learning. For my teachers who
helped me to accomplish that dream. For my friends, they
were always there whenever they needed for,

ACKNOWLEDGEMENT
First of all I would like to thank Almighty Allah, who has given me strength
and courage to complete the Internship (project). This report has been written on
Pakistan Telecommunication limited (PTCL), one of the largest telecom company in
Pakistan. PTCL is the most reliable and largest coverage services carrier providing all
telecommunication services to public of Pakistan. Whether it is the office or company
in largest city or a small home in a small village, PTCL is present in every corner of
Pakistan for serving its valued customers. Moreover PTCL has started its services in
Azad-Kashmir, the state of Pakistan.

My reports is focusing on sales and distribution channel of PTCL at Regional

Office Abbottabad (HTR). The aim of internship was to review that how marketing
Strategies acts over the sales and distribution channels of PTCL.

Further I would like to thank all the Staff of PTCL. On their behalf, I have
completed my internship with a lot of marketing skills and experiences. I am really
thankful for their cooperation which made me able to write my experiences.

Mr. Iftikhar Khan (Regional Sales Manager HTR)

Mr. Tamaz Khan (In-charge OSS Mansehra)

Last but not least I would like to thank my supervisor

Mr. Asad shajhan

Who helped me and encouraged me to carry out my internship project. My

internship in sales was very helpful in gaining knowledge and experience based on
marketing strategies, functions policies to help me out in my job career. And I have
gained it.

RAJA FAHEEM HAMZA

Executive Summary
Internship report is very necessary part for completion of BBA Degree. My Internship
is done with Sales and Marketing department of PTCL-HTR. This internship report is
containing all the information regarding my experiences during my duty at PTCL.
Pakistan Telecommunication company limited PTCL is the single and most reliable
and largest coverage services carrier, which provide landline, Broadband, Smart TV,
And Evo Services all over the Pakistan. PTCL Regional office Abbottabad is
controlling all the Exchanges and franchises in Hazara region.
The Sales and marketing Department of PTCL is the most valuable Department of the
PTCL. Main purpose of report is to review the marketing strategies, system, and
procedures that have been adopted by PTCL. It is also the aim of report to analyze the
strengths, weaknesses, opportunities, and threats (SWOT ANALYSIS) of Sales and
Marketing department of PTCL. I have spent a good time in learning culture of PTCL
as well as the friendly working environment.
During my internship tenure, I have analyzed that there have been some problem
being faced in training department of Sales and Marketing. Training is the most
powerful tool as profitable investment that organization can make. Moreover training
help in optimizing of utilized marketing that can further help the employees to
achieve their individual goals as well as organizational goals respectively. I have
provided some suggestions and recommendations to training department for efficient
training for employees.
I strongly recommend that training department of PTCL should adopt the proper
evaluated system for evaluation of training process. In this way training must be
checked properly that will result in effective job performance of employees.

CONTENTS
Chapter 1.....................................................................................................1
INTRODUCTION TO REPORT.........................................................................1
1.1

INTRODUCTION TO REPORT.............................................................1

1.2

BACKGROUNG OF STUDY.................................................................1

1.3

INTERNSHIP OBJECTIVE....................................................................1

1.4

PURPOSE OF STUDY.........................................................................1

1.5

SCOPE OF STUDY.............................................................................2

1.6

METHODOLOGY OF RESEARCH.........................................................2

1.6.1

PRIMARY DATA............................................................................2

1.6.2

SECONDARY DATA......................................................................3

1.7

STUDY LIMITATIONS.........................................................................3

1.8

SCHEME OF REPORT.........................................................................3

Chapter 2.....................................................................................................5
Introduction To Organisation........................................................................5
2.1

LITERATURE REVIEW........................................................................5

2.2

BREIF HISTORY OF PTCL...................................................................5

2.2.1

Pakistan Post & Telegraph (P&T)...............................................6

2.2.2

Pakistan Telecommunication Corporation (PTC).........................6

2.2.3

Pakistan Telecommunication Company Limited.........................7

2.3

PTCLs VISION..................................................................................8

2.4

PTCLs MISSION................................................................................8

2.5

CORE VALUES...................................................................................9

2.6

CURRENT SITUTATION OF PTCL........................................................9

2.7

STRUCTURE OF PTCL........................................................................9

2.8

MAIN OFFICES OF PTCL..................................................................12

2.9

PROFILE OF PTCL............................................................................12

2.9.1

Business & Corporate Users.....................................................13

2.9.2

Other Business Specific Services.............................................13

2.9.3

Nationwide Infrastructure........................................................13

2.9.4

National Long-haul Core Network.............................................13

6

2.10 BOARD OF DIRECTORS...................................................................14

2.11 CORPORATE INFORMATION............................................................15
2.12 SERVICES OF PTCL.........................................................................16
2.12.1 SERVICES FOR CUSTOMERS.....................................................17
2.12.2 SERVICES FOR THE CORPORATE CUSTOMERS..........................17
2.13 AWARDS AND ACHEIVWMENTS......................................................18
Chapter 3...................................................................................................19
SAlEs Analysis...........................................................................................19
3.1

ANALYSIS OF SALES.......................................................................19

3.2

STRUCTURE OF SALES COMMITTEE...............................................19

3.2.1

General Regional Manger.........................................................19

3.2.2

Members..................................................................................19

3.3

ROLES OF SALES/MARKETING DEPARTMENT..................................19

3.4

THE HIEARCHY OF SALES/MARKETING DEPARTMENT.....................20

3.5

ROLES ACCOMPLISHED BY SALES/MARKETING..............................20

3.5.1

POLICY INITITAION....................................................................20

3.5.2

Recommendation.....................................................................21

3.5.3

Offerings..................................................................................21

3.5.4

Manipulate...............................................................................21

3.6

Products of PTCL............................................................................21

3.6.1

V-phone....................................................................................23

3.6.2

EVO Wireless Broadband..........................................................23

3.6.3

Broadband Pakistan.................................................................23

3.6.4

IPTV carrier (Smart television):................................................24

3.6.5

Pak net change:.......................................................................25

3.7

Establishment OF OSS...................................................................25

3.8

Competitive Advantage.................................................................29

3.9

PROMOTIONS.................................................................................30

3.10 MEDIA............................................................................................30
3.11 TELEVISION....................................................................................30
3.12 INTERNET.......................................................................................30
3.13 NEWSPAPER...................................................................................30
CHAPTER 4..............................................................................................31
4.1

ACTIVATION PROCESS....................................................................31
7

4.2

HLR DATA.......................................................................................31

4.3

PTCL DATA LIST CONTAINS.............................................................31

4.4

ON JOB TRAINING...........................................................................32

4.5

REFRESHING COURSES..................................................................32

4.6

PROMOTIONAL TRAINING...............................................................32

4.7

SEMINARS, CONFERENCES, AND WORKSHOPS..............................33

4.8

MEMBERSHIPS................................................................................34

4.8.1

INTERNATIONAL TELECOMUNION (ITU)....................................34

4.8.2

ASIA SPECIFIC TELECOMMUNICATION (AST).............................34

4.9

MARKETING ADMIN........................................................................35

4.10 PROMOTION:..................................................................................35
4.11 RESOURCE DEPLOYMENT:..............................................................35
4.12 ACCOUNTABILITY...........................................................................36
4.13 Customer Services of PTCL............................................................36
4.14 Corporate Services........................................................................37
Chapter 5...................................................................................................40
Swot Analysis............................................................................................40
5.0

SWOT ANALYSIS.............................................................................40

5.1

STRENGHTS:..................................................................................40

5.2

WEAKNESSES:................................................................................41

5.3

OPPURTUNITIES:.............................................................................42

5.4

THREATS........................................................................................42

Chapter 6...................................................................................................44
Recommendations & Implementation Plan...............................................44
6.1

RECOMMENDATIONS......................................................................44

6.2

Implementation plan for the tips:..................................................44

REFERENCES.............................................................................................46

Chapter 1
INTRODUCTION TO REPORT
1.1 INTRODUCTION TO REPORT
It is important for an internee to submit report as per requirement of fulfillment of Degree
Program. Internship is necessary to let internee apply their knowledge and skills in practices.
Internship enhance the skills of the students. This report is written on Pakistan
Telecommunication Company limited. In this report I have shared my personal experiences
of my internship tenure.

1.2 BACKGROUNG OF STUDY

Internship is necessary for a student, to go to other organizations and learn the practices and
compare these practices with their theories they have been taught in colleges/ universities.
This is a program of tenure 6 to 8 Weeks in which university/college refer their student to
different organizations and cooperation for learning the culture of Organization, and skills
that are necessary for later on job. And to apply their studies in daily practices. At the end the
student have to submit the report regarding this Internship.

1.3 INTERNSHIP OBJECTIVE

The motive of the internship is evaluating the SALES & MARKETING action and plans, in
corporate international/concerned organization and for evaluation of those Trainees with the
modern-day SALES AND MARKETING actions and plans. This report is essential academic
requirement for achieving Degree. To what extent the Practices are different from theory. To
realize how Pakistan Telecommunication Company limited has worked. To improve the
interpersonal, conversation and writing abilities. To find out what troubles Trainees are going
through if now not controlled properly.

1.4 PURPOSE OF STUDY

The purpose of internship to study the Pakistan Telecommunication Company limited (PTCL)
in marketing prospective and also to review the system and procedures that Sales &
Marketing Department of PTCL Adopted to make the organization prosper. How the
organization changed its structure with the passage of time. And what strategies were used by
1

the sales and marketing department of PTCL. The students have to apply SWOT analysis on
the organization to know the Internal Strength and weakness of the organization whereas the
opportunities and threat for the organization. Moreover he can provide suggestion to the
organization to avail opportunities and awareness from threats.

1.5 SCOPE OF STUDY

Due to insufficient time I could not study all the aspects and department of PTCL, I have
studied the activities involved in Training aspects and sales and marketing department of
PTCL, its activities of sales and promotions. I have applied the SWOT analysis on
organization and provided some suggestion and recommendation to organization that can
remove the obstacle from growing PTCL. The analysis done by me help the PTCLs manager
to judge the abilities. PTCL can uplifts itself through my recommendations.

1.6 METHODOLOGY OF RESEARCH

The two techniques are used for collection of data and writing the report. I have taken the
History if PTCL from its website and also the Guidelines and information were provided to
me by Senior Manager and Assistant Sales Manager for purpose of my report writing.

1.6.1

PRIMARY DATA

Primary data has been collected by:

Interviewing the Regional Sales Manager of Pakistan Telecommunication Company

Limited.
Personal observation.

1.6.2

SECONDARY DATA

Existing records and files is called secondary Data. So I collected from:

Employee Relation Manual of Pakistan Telecommunication Company Limited

2

 Information from official website of Pakistan Telecommunication Company Limited.

1.7 STUDY LIMITATIONS
There were two type of limitations for collection of data for this report. Most of the data of
PTCL is confidential, and it was difficult to get access to all the data regarding staff etc. the
other thing is insufficient time. The tenure of my internship was only 6 weeks I did not have
sufficient enough time to study all aspects of Sales and marketing Department, beside this the
required regarding company and its sale activities information is provided in this report.

1.8 SCHEME OF REPORT

The report is consisting of five chapters.

Chapter 1 is including introduction of report. Background of report, purpose of report, scope,

limitations and methodology of report. This chapter is focusing on related studies that are
containing detail for theme of necessary documentation of report.

Chapter 2 is focusing on literature review, brief history of Pakistan Telecommunication

Company limited. Mission, Vision, Core Values, information about Board of directors are
mentioned. Topic of The structure and services are also mentioned in this report.

Chapter 3 is analyzing the sales and marketing Department. Moreover this chapter is focusing
sales activities of PTCL.

Chapter 4 is about international members corporation, subsides of PTCL, its promotions and
offering.

Chapter 5 is focusing on the SWOT analysis of PTCL, i-e strength, weaknesses,

opportunities, and threats. This has been done with my personal judgment and analysis.

Chapter 6 is about recommendation and suggestions for Organization for training techniques.
I have given some carrying out plan through which PTCL can get benefit to improve training
Procedures.
3

Chapter 2
INTRODUCTION TO ORGANISATION
2.1 LITERATURE REVIEW
As the technology changed the way of communication got more and more developed than
before. In early centuries the people use to communicate by sending message through
pigeons. It took more than weeks for getting back the response of receiver. And sometime no
response. The way of communication were not fast and not safe enough. With the
development of communication, the telecom sector also became advance. This is not so far
centuries passed, but these ways are developed in last 25 years. From the last two year the
competition has so much increased that many of countries have developed their own telecom
sectors with the advance policies and machinery. Private telecom sector is leading in this era.
There is growth in this sector to quality that local as well as foreigner are also investing in
this sector for business purpose they are getting high return.

The Sole Landline Service Provider of Pakistan is Pakistan Telecommunication network, one
of the largest telecom industry... it was established in 1990 with name PTC Pakistan
Telecommunication Corporation, by separating its identity from Pakistan telephone and
telegraph. As the PTCL was the government entity there were deregulations in the
departments and the department was in loss, while there was a big competition in outside
world. The population of Pakistan at that time was 16 crore, and was fast growing population
whereas the penetration of ICT into economy was low. PTCL was the first landline provider
in the land of Pakistan serving its customers with maximum satisfaction. In 1994 PTC was
transferred to Pakistan Telecommunications Company limited. The brief introduction of
PTCL is described in this report.

2.2 BREIF HISTORY OF PTCL

As the Pakistan came into being India post and telegraph was transferred to Pakistan Post and
Telegraph. There were two duties performed by Indian post and telegraph, the postal services
and telegraphic services at the same time. On 14 august Pakistan came into being for taking
the initiative Indian post and Telegraph was the renamed as Pakistan post and telegraph
PP&T. It was the Base of PTCL. PP&T served its consumers till 1962.
5

2.2.1

PAKISTAN POST & TELEGRAPH (P&T)

August 1947, Pakistan post and telegraph was performing all postal and telecommunication
services. 12346 telephone lines were the starting connection of (P&T) whereas there were
only seven offices all over the Pakistan. After the Pakistan came into being, Pakistan
Telecommunication Company established with postal and telegraphic services. At that time,
telephone system were manual. This system continued until 1962. In 1962 Ayub Khans
Government decided to divide Pakistan post & Telegraph into separate divisions, Pakistan
Post and, Pakistan telephone and telegraph (PT&T). It was the first step taken in the direction
of reformation of telecommunication sector. In fact Pakistan Telegraph & Telephone was civil
service under the control of ministry. Decision making of this department was concentrated
with post of Director General, whereas General Managers and Chief Engineers were
Delegating Authorities and responsibilities. General Managers have to report Director
General Directly. This Centralized structure of PT&T was causing disorganization of
operations and long Deferment of Decision implementation.

2.2.2

PAKISTAN TELECOMMUNICATION CORPORATION

(PTC)
The Era of 1990s, there were many changes that brought up in economy of Pakistan.
The government of Pakistan was perused in deregulation and liberalization policies of
production and services businesses. The key changes regarding this matter were privatization
and deregulation of government departments of Pakistan. The major objective of government
was to reduce the load from Governments shoulder, by minimization of bureaucratic effect
and to develop the efficacy of these departments.

A main innovation occurred in the history of telecommunication in Pakistan by

deregulation and privatization of T&T. PT&T was transformed to statuary Corporation,
Pakistan Telecommunication (PTC). The December 15th, 1990. The legal identity of Pakistan
Telegraph and telecommunication (PT&T) was transferred to Pakistan Telecommunication
Company (PTC), detached entity from government of Pakistan. PTC was now a separated
from Pakistan Post, the relationship with the customers have been changed now PTC was
dealing with only those customers who have telegraphic communication matters. It was the
great opportunity for PTC to develop it technologies to serve its customers more efficiently.
By this Way PTC could get the maximum level of satisfaction from its customers.
6

2.2.3

PAKISTAN TELECOMMUNICATION COMPANY LIMITED

In 1990 PTC took the possession from PT&T. the government of Pakistan introduced the
licensing for mobile companies, prepaid telephones in Pakistan these actions were taken
under Pakistan Telecommunication Act 1991.

In 1994, PTC was converted into Pakistan Telecommunication Company Limited. There were
6 million voucher that could be exchangeable into to 600 million shares. The value for each
share was Rs: 10/- per share. This exchange of shares was in two separate placements. In
1996 there was monopoly of PTCL in all over the Pakistan on telephonic Basis. At the Same
year PTCL was listed in all the stock exchanges of Pakistan. Ufone and Paknet as the
Subsidiaries were launched by PTCL. Ufone was working over the mobile network and
Paknet was used to access the internet using landline of PTCL. The cards were used for the
internet accessing. With the passage of time market share of Ufone got increased and Paknet
was dissolve. Place of Paknet has been taken by Broadband which is 10 times faster than
Paknet.

Till the end of 2002 it was the right of PTCL to provide the basic services of telecom all over
the Pakistan. In 2003 Government of Pakistan announced the Deregulation policy in which
the competitor have got license to provide telecom services to People of Pakistan. These
licensees were issued by Pakistan telecommunication authority by the announcement of
Government of Pakistan. Now PTCL had to compete with other telecom Networks. The
economy of PTCL was going downward but still it was the largest telecom network in
Pakistan. Till now there is no competitor of PTCL in Pakistan, There is S-COM service in
Azad Kashmir Provided by Military of Pakistan because of security Issues in Kashmir. But
PTCL has Gain the Coverage in Muzzaffarabad Region of Azad Kashmir. And soon it will
cover the whole of Kashmir region. The era from late 2006 and early 2007 was the Boom
stage for Mobile telecommunication networks. The many mobile companies launched in
Pakistan Starting with JAZZ, the other companies were Paktel which later on converted to
ZONG, Telenor and Warid. During this Era the Subsidiary of PTCL (Ufone) stood in
competition and gain 87% of the market from 8.4 to 14millions.

In 2006 the Pakistan telecommunication was completely privatized. The management control
was taken over by EIP. In short PTCL is having very important role in telecommunication
7

network starting From the PT&T, till to become PTCL. It has served the nation at every step.
It was the first priority of PTCL to provide the best quality services to its customers. Till now
the PTCL is serving Pakistan and facilitating it customers with new technology and new
advance services. Either they are household, small offices, sole business or the large industry.
PTCL is serving the Whole Nation.

2.3 PTCLS VISION

To be the leading Information and Communication Technology Service Provider in the region
by achieving customers' satisfaction and maximizing shareholders' value.

2.4 PTCLS MISSION

To achieve our vision by having:

An organizational environment that fosters professionalism, motivation and quality

An environment that is cost effective and quality conscious
Services that are based on the most optimum technology
"Quality" and "Time" conscious customer service
Sustained growth in earnings and profitability

2.5 CORE VALUES

Professional Integrity
Customer Satisfaction
Teamwork

2.6 CURRENT SITUTATION OF PTCL

After the Brief introduction, mission vision of the corporation there comes the current
situation of PTCL. The major contribution in the running the administration of PTCL is by
Government. It is mainly controlled by the government because still the government is
having 62 percent share in PTCL ownership the other 26% share have been sold to
ETISALAT while other 12 % haven been occupied by different markets investors.

2.7 STRUCTURE OF PTCL

The structure is very important for the organization. It clarify the role of every employee. The
management and distribution of job responsibilities becomes easy to flow in organization. If
there is unbalance structure of organization it would be difficult for employee to report their
responsibilities to their seniors.

Head member of PTCL is named as President". Then SEVPs (Senior Executive Vice
Presidents) SEVP (advertising and marketing and business improvement), SEVP (Finance)
and, SEVP human resource. Then there's a series of Executive vice president (EVPs) like

EVP (advertising)
EVP (finance)
EVP (Operations)
EVP (HR Central )
EVP (IT)
EVP (sales)
10

They are employed at the PTCL's Headquarters at G-8/4, Islamabad. Other than those EVP,
there also are EVP (HR and Operations) and they are Heads of different areas of different
regions. Then there are General Managers and Chief Engineers, Account officers, Assistant
Account officials, Finance Analysts, advertising and marketing Managers, computer
Programmers and IT experts, and so on.

Then there also are Regional Heads (General Managers) to head PTCL, regions. Then there
are:

Senior Managers (Operations),

Senior Engineers (Operations),
Senior Manager (Finance).
The marketing department is answerable for the improvement of recent rules and objectives
to meet the clients and the short shifting change of Telecommunication technology deliver
drastic competition in the conversation generation.

Regional Accounts and Bills are carried out by accountants and submitted to account officer
of that region who further reports to Senior Managers of finance. Similarly the Human
resource and employees matters are handled by Human Resource manager and further
reported to senior Manger HR. the non-gusseted staff is consisting of ESO, ESS, ESPP and
Optical fiber senior supervisor

Account Assistants
Stenographers
Assistants
Key punch operator

11

 Telecommunication technicians
higher division clerks
lower department clerks
Line man
wire Man
Drivers
trade cleaners
Naib qasids
Peons
All the staffs are recruited with the aid of the HR department headed by means of SEVP HR.

2.8 MAIN OFFICES OF PTCL

The headquarters (HQ) of Pakistan Telecommunication limited PTCL is sited at Sector G-8/4,
Islamabad, which is controlled with the aid of the President. Under this Headquarter,
Regional Offices of PTCL are;

Islamabad Telecom Region

Rawalpindi Telecom Region
Hazara Telecom Region Abbottabad
Northern Telecom Region Abbottabad
Lahore Telecom Region (South)
12

 Lahore Telecom Region (North)

Multan Telecom Region
Faisalabad Telecom Region
Southern Telecom Region -1 Hyderabad
Southern Telecom Region -2 Karachi
Southern Telecom Region V Sukkar
Western Telecom Region Quetta
Switching Network Telecom Region Lahore.
These regions provide Telecommunications offerings to the clients in their respective regions.
other than those, PTCL has an Optical Fiber construction Region Lahore and Optic Fiber
system Islamabad, every headed by using a GM's to install, and take care of optic fiber cables
and its system operation.

2.9 PROFILE OF PTCL

PTCL has extended the boundaries of its services in different ways and by shifting its yield to
skies. New ideas and products are produced by PTCL for serving the customers and their
satisfaction. Millions of people are the customer of PTCL and being served. The mission of
PTCL is to provide it customer the Better Living standard. PTCL will be the first choice of
Pakistans telecommunication networks as well as customers in future.

2.9.1

BUSINESS & CORPORATE USERS

Primary focus of PTCL is providing Landline to its consumers so that they can get in contact
with others any time anywhere nationwide or internationally. Now a days PTCLs Target is to
get availability of its good quality services to the maximum number of consumers. Now
PTCL has the value added options like
13

 Caller-identity,
call-Forwarding,
Call waiting,
Call Barring.

2.9.2

OTHER BUSINESS SPECIFIC SERVICES

Other enterprise particular offerings include: VPN- virtual Private Network, 0800-Toll free
Numbers variety, 0900-Preminum rate Services, digital cross connect (DXX), Audio
conference Services, Teleplus (ISDN/BRI), ISDN (policy), digital phone Facilities/
modification prices, UAN, UIN.

2.9.3

NATIONWIDE INFRASTRUCTURE

Copper infrastructure of PTCL is the largest and unfold over each, city and villages of
country with over million mounted landlines. 6 million PSTN lines established throughout
Pakistans community with extra than three million working landlines. Moreover across 414
towns and town of the Pakistan, mounted ability of broadband has more than 1.6 million
ports have been installed.

2.9.4

NATIONAL LONG-HAUL CORE NETWORK

Over 10,400 km, its been completely laid off fiber optics spinal network by PTCL. Over
840 towns and cities are connected with 270G bandwidth.

2.10 BOARD OF DIRECTORS

Mr. Rizwan Bashir Khan
Chairman PTCL Board
Mr. Abdulrahim Abdullah Abdulrahim Al Nooryan
Member PTCL Board

14

Dr. Waqar Masood Khan

Member PTCL Board
Mr.Hesham Abdulla Al Qassim
Member PTCL Board
Mr. Khalifa Al Shamsi
Member PTCL Board
Mr. Serkan Okandan
Member PTCL Board
Mr. Hatem Dowidar
Member PTCL Board
Sardar Ahmad Nawaz Sukhera
Member PTCL Board
Mr. Mudassar Hussain
Member PTCL Board

15

2.11 CORPORATE INFORMATION

Management
Walid Irshaid President and Chief Executive Officer
Muhammad Nehmatullah Toor SEVP (Finance) / Chief Financial Officer (CFO)
Syed Mazhar Hussain SEVP (Admin & Procurement / Human Resource)
Sikandar naqwi SEVP (Corporate Development)
Naveed Saeed SEVP (Commercial)
Muhammad Nasrullah Chief Technical Officer (CTO)
Hamid Farooq SEVP (Business Development)
Furqan Habib Qureshi SEVP (Business Zone South)
Jamal Abdallah Salim Hussain Al Suwaidi SEVP (Business Zone Central)

Jamil Khwaja SEVP (Special Projects)

Ahsan Aziz Acting Chief Information Officer (CIO)
Farah Qamar Company Secretary

Zahida Awan Legal Affairs

16

Bankers
Allied Bank Limited
Askari Bank Limited
Bank Alfalah Limited
Bank Al habib Limited
Citibank. N.A
Dubai Islamic Bank
Faysal Bank Limited
Habib Bank Limited
Habib metropolitan Bank Limited
MCB Bank Limited
Meezan Bank Limited
National Bank of Pakistan
NIB Bank Limited
Silk bank Limited
Sme Bank Limited
Standard Chartered Bank (Pakistan) Limited
The Bank of Punjab United
Bank Limited Auditors
F. Ferguson & Co., Chartered Accountants
Ernst & Young Ford Rhodes Sidat Hyder, Chartered Accountants

2.12 SERVICES OF PTCL

Not only traditional phone facilities, optical fiber facilities are also provided by Pakistan
Telecommunication Company limited services to the Private As well as government Sector of
Pakistan. PTCL is providing these facilities to its customers with wide range of varieties.
Mainly PTCL services are separated for Household customers and corporate customers.
These services are:

services for Consumers

services for corporate Customers
17

2.12.1

SERVICES FOR CUSTOMERS

These services are provided to public sector by PTCL. The people who are using PTCLs
Services for household or small business activities. These services are including

New cellphone Connections,

Value Added services,
V-tone Connection,
Evo Broadband,
Smart TV,
prepaid Calling cards,
E- bill Payments,
Digital Facilities, and
Prepayment telephony services.

2.12.2

SERVICES FOR THE CORPORATE CUSTOMERS

PTCL gives a host of supreme facilities to healthy the desires of company clients.

The listing of the corporate services is given as underneath:

Universal Access Number,

Voice Messaging Service,

18

 PTCL messaging Plus,

Co- location Centers,
Universal Internet Number, and
Virtual Private Network.

19

2.13 AWARDS AND ACHEIVWMENTS

20

Chapter 3
SALES ANALYSIS
3.1 ANALYSIS OF SALES
In Every organization the department of Sales & advertising and marketing plays very
important role. Implementation of strategies and rules that are referring to the management of
individuals within the organization are charged under department of Sales & Marketing. with
the organizations ongoing and future business plans and requirements to maximize return on
investment and secure future survival and success, Sale and Marketing departments seeks to
acquire this by using the supply of skilled and certified employees and the competencies of
the present day personnel,. A facilitative relation is operated by the sales department of the
PTCL with other departments of PTCL.

3.2 STRUCTURE OF SALES COMMITTEE

Sales and marketing committee is also there at PTCL Regional office Abbottabad. This makes
policies for the Sales. The members of committee are

3.2.1

GENERAL REGIONAL MANGER

Mr. Arslan Haider. (GM-HTR)

3.2.2

MEMBERS

Mr. Noor ud din Baqai

Mr. Abdulrahim Al Nooiyani
Mr. Valid Irshad (president & CEO)
Mr. Fadi Al Ansari
Mr Iftikhar ahmed Khan (regional Sales Manager)
Ismail Salih Talha (SEVP I-ER & A)

3.3 ROLES OF SALES/MARKETING DEPARTMENT

The main functions of branch are:

assessment and endorse developments and upkeep the sales regulations for long term

21

 effective research improvement application

Suitable incentives and gain for the customers.
excellent governance version in keeping with statutory necessities and fine actions and
plans

3.4 THE HIEARCHY OF SALES/MARKETING DEPARTMENT

THE HIEARCHY of sales and marketing department is

SEVP & Director

EVP advertising
EVP procurement
EVP studies & DEV/O.D
EVP income
GM advertising and marketing
Senior manager
Assistant manager
Non-management staff

3.5 ROLES ACCOMPLISHED BY SALES/MARKETING

The sales & marketing branch of the PTCL generally plays the following roles:

22

3.5.1

POLICY INITITAION

Policies are initiated by SEVP of sales and marketing Departments. Who makes the policies
for sales and promotion purposes? He define the daily targets to be achieved by his
Department. And report them to President. His work is also finding the problems in
department that are being faced by sales and marketing department. It is the responsibility of
SEVP to review the policies and communicate these policies with staff under his supervision.
If there is any problem occurring in department due to any change in policy, then policy is
discussed by subordinates to SEVP. And solution to problem is identified.

3.5.2

RECOMMENDATION

Recommendation of the sales policies is another important function of sales and marketing
department. The key factor of sale is to involve people in decision making as well as policy
making. Advices are taken sometime from employees regarding certain issues by sales and
marketing department. These issues may be the execution of policies. Although sometimes
manager do not get involve in strategy making process but they usually provide their own
suggestions and recommendation to strategy making committee on behalf of their own
personal experience. Administration and board of director can also get assistances from sales
and marketing department on any special problem faced by establishment. As it is
contribution of services to achieve the goal.

3.5.3

OFFERINGS

The main purpose of the Sale and marketing branch is providing the offerings and taking
carefulness of the clients of the company. The duties of making and completing of the
regulations done with aid of the sale and marketing branch. Sale and marketing department
analyze whether Implementation applications are prearranged and ordered or not. Incentive
applications stay set via the advertising branch.

3.5.4

MANIPULATE

The overall performance of manufacturing departments and rules, strategies and actions and
plans are monitored by the marketing & sales department. Additionally the activities of the
reviewing workforce that examines secretarial facts to establish conformance with
recommended standards are also controlled by the marketing & sales department.
23

3.6 PRODUCTS OF PTCL

Primary intention of advertising approaches of PTCL Is attracting clients through presenting
low charge scale and announcing new packages every now and then. A number of the
applications that are introduced by PTCL are as:

Voice
Freedom Unlimited Package
Freedom Plus Package
U Freedom Package
PTCL Utalk Offer
Smart Link
Value Added Services (VAS)
Vfone Tariffs
Vfone Ring Back Tone Service
Vfone Closure

Broadband Internet
Laga taar Offer
High Speed Broadband
24

 Broadband Packages
Power Pack
Broadband Static IP
PTCL Videocon
PTCL Smart Spot (Wi-Fi)
USB Wi-Fi Adapter
iSentry
Wireless Broadband
CharJi EVO
CharJi EVO LTE Tab
Biometric Verification of Wireless Devices
EVO Wingle 9.3
EVO Nitro Cloud
EVO Wireless Upgrade Offer
EVO 3.1 Packages
EVO PSTN Offer

25

Smart TV
Smart TV
Smart TV App

3.6.1

V-PHONE

PTCL additionally remains the most important CDMA operator inside the country of a with
approximately 1.25 million V-fone clients. It gives fixed wireless phone to your homes &
commercial enterprise. With CDMA2000 1X technology, ours is the biggest WLL network
with a capability of 2.6M, making over 10,000 urban & rural regions. The community is
already enabled for Voice, Dialup-internet get entry to (153.6kbps) and EVDO Broadband vfone may be offered from our franchises or via dialing 1236 and it will be brought inside
forty eight-seventy two hours

3.6.2

EVO WIRELESS BROADBAND

PTCL's EVO 3G wireless Broadband is Pakistans fastest wireless net which gives its
customers advanced 3G internet experience. Evo wireless Broadband is enabling the
wireless broadband revolution in Pakistan with flexibility to roam freely like in no way
earlier than. PTCL Evo has revolutionized the way people connect with the internet by
imparting real mobility. Evo is presently supplying its services in extra than 56 cities on EVDO generation offering accelerates to a few.1 Mbps. PTCL Evo gives its clients the gain of
national roaming with seamless net connectivity throughout Pakistan. The coverage of Evo
isn't restricted to 56 cities as Evo customers can revel in CDMA-1X faces charges of as much
as 153.6 Kbps at extra than one thousand destinations throughout Pakistan.

The transportable, small & fashionable Evo USB tool is a multipurpose tool which no longer
most effective promises quickest wireless net however can also be used for Voice Calls by
means of putting a Vfone SIM and for statistics storage with the aid of inserting a wellknown Micro SD Card.

26

3.6.3

BROADBAND PAKISTAN

PTCL Broadband is the most important and the fastest developing Broadband carrier in
Pakistan. On the grounds that its release on nineteenth might also 2007, PTCL has received
approximately 410,855 Broadband customers in over 318 towns and towns across Pakistan,
leading the proliferation and awareness of Broadband offerings throughout Pakistan.

With its entry in this marketplace phase, PTCL unfolded a broadband tradition in Pakistan, in
which until multiple years lower back there was little or no recognition within the united
states about broadband & excessive pace internet services. PTCL made the broadband
technology low-cost by means of reducing the boundaries to entry, through geographically
bringing the service within attain of a common consumer across Pakistan and by means of
continuous upgrades in customer care for the carrier.

specific offers that makes PTCLs Broadband unmatchable are unique programs for the
student segment, unfastened modem and installation, Availability of Wi-Fi Modems, free dial
up carrier for its Broadband customers and unfastened get right of entry to films, track,
classical Pakistani dramas, cricket suits, on line gaming, academic and religious content on
PTCLs entertainment portal BUZZ, (the get right of entry to PTCL Buzz & Gaming front
room is special to PTCL Broadband subscribers). PTCL additionally offers a couple of
unfastened personalized e-mail bills exclusively to its broadband customers. In addition, p.c.
recently doubled its broadband speed for all its present and new clients on the same fee,
making 1 MB as its minimal presented speed.

For a connection you simply dial 0800 8 0800 or visit www.PTCL.com.pk

3.6.4

IPTV CARRIER (SMART TELEVISION):

PTCL smart TV Using its kingdom of the artwork Broadband network, PTCL entered the
media region on 14th August 2008, by means of launching a virtual interactive television
service for the first time in Pakistan. Using the IPTV (internet Protocol television)
technology, p.c. brought Pakistan in the listing of a few nations throughout the globe that
offer this state of the art interactive television provider to its subscribers.

27

Branded below PTCL clever Line, the provider consists of Interactive TV, Broadband and
voice telephony all on the equal time on PTCLs telephone line. Except supplying the very
best digital high-quality TV image, the most innovative section of this providing is the ability
to rewind and pause stay TV channels thru TSTV (Time Shift TV) feature, the capability
to dam / unblock any TV channel for parental lock and the ability to look thru video on call
for content. Presently PTCL smart TV offers its viewers a hundred twenty five live channels
and over 500 movie titles through its Video on demand service. The provider is available in
sixteen cities inclusive of Karachi - Lahore - Islamabad - Rawalpindi - Gujranwala Faisalabad - Peshawar - Sialkot - Multan - Sargodha - Jhelum - Wah Cantt - Taxila Hyderabad Abbottabad and Sukkur but it is deliberate to be elevated to all of the primary
cities and cities across Pakistan during the year 2010.

3.6.5

PAK NET CHANGE:

Its far the only IP enabled community with 40 (variety growth) point-of-presences (POP) in
26 cities. The present 16G lively bandwidth is used for net, statistics, video and videoconferencing services and for voice of LDI. All PTCL Broadband users, narrow band users,
corporates, mobile operators, and ISP are related to this network.

3.7 ESTABLISHMENT OF OSS

OSS stands for One Stop shop. OSS have been established by the PTCL for the providing
better services to its customer. These OSS work under the supervision of regional Telecom
offices. Monthly target is given to OSS that has to be achieved. More than 73 OSS have been
established different regions of Pakistan. I have taken the list of OSS from Regional Sale &
Marketing Department Abbottabad and they are listed below.
Zone

City

OSS/CSC Name

NORT

Islamabad

OSS F-5

Islamabad

OSS F-7

Islamabad

OSS F-11

Islamabad

OSS F-8

28

Islamabad

OSS I-10

Islamabad

OSS G-10

Islamabad

OSS G-7

Rawalpindi

OSS Cantt Rwp

Rawalpindi

OSS Chaklala

Rawalpindi

OSS Satellite Town

Rawalpindi

OSS IJP west ridge RWP.

Attock

OSS Attock

Jehlum

OSS Jehlum

Chakwal

OSS Chakwal

Wah/Taxila

OSS Wah/Taxila
OSS

Itwaar

Bazaar

Hayatabad,

Peshawar

Peshawar.

Peshawar

Khyber Bazaar OSS Peshawar City

Peshawar

OSS University Road, Peshawar.

Peshawar

OSS Cantt Peshawar

Mardan

OSS Mardan

D.I Khan

OSS DIK city

Bannu

OSS Bannu

Abbottabad

OSS Abbottabad

Haripur

OSS Haripur

Mansehra

OSS Mansehra

CENT

Sahiwal

OSS Sahiwal

RAL

Sheikhpura

OSS Sheikhpura

Kasur

OSS Kasur

Lahore

OSS Barket Market

Lahore

OSS CTH
29

Lahore

OSS DHA

Lahore

OSS Gulshan Ravi

Lahore

OSS Faisal Town

Faisalabad

OSS CTH Faisalabad

Faisalabad

OSS Peoples Colony

Faisalabad

OSS Samanabad

Faisalabad

OSS Sargoda Road Faisalabad

Faisalabad

OSS Ghulam Muammadabad

Jhang

OSS Jhang

Sargodha

OSS Iqbal Town Sargoda

Sargodha

OSS Iqbal Colony Sargoda

Multan

OSS CTH

Bahawalpur

OSS Model Town Bahwalpur

D.G Khan

OSS DG Khan

Rahim

Yar

Khan

OSS Rehim Yar Khan

Sadiqabad

OSS Sadiqabad

Burewala

OSS Burewala

Khanewal

OSS Khenewal

Gujranwala

OSS Trust plaza

Sialkot

OSS Sialkot

Gujarat

OSS Gujarat

SOUT

Karachi

OSS CENTRAL

Karachi

OSS CLIFTON

Karachi

OSS DEFENCE

Karachi

OSS MISRISHAH
30

Karachi

OSS MRD

Karachi

OSS GULSHAN

Karachi

OSS KAP

Karachi

OSS PAK CAPITAL

Karachi

OSS PECHS

Karachi

OSS NAZIMABAD

Hyderabad

OSS CTO Compound

Hyderabad

OSS Qasimabad

Hyderabad

OSS Latifabad

Hyderabad

OSS Market

Hyderabad

OSS Kotri

Hyderabad

OSS MPK

Quetta

OSS CTO (Flag Ship)

Quetta

OSS Jaffar Khan Jamali

Quetta

OSS Cantt

Sukkur

OSS Sukkur

Sukkur

OSS Nawab Shah

Sukkur

OSS Larkana

3.8 COMPETITIVE ADVANTAGE

The nationwide accomplishes arrangement and Human Resource of PTCL are gifts
for the period for PTCL. PTCL has been enjoying monopoly all the time in its historical era.
It has been speeded in all aver the country even from the smallest town to the largest city. To
overcome opposing PTCL, you have to undertake proactive method. Competitive method
varies from branch to branch. PTCL is the leader of marketplace of Pakistan. It offers
fundamental services to all other cellular corporations however oblique opposition is there
with cellular businesses-wire much lasss (manufactured from PTCL) the only competitor of
31

PTCL is WORLD-CALL who begins with make known to cross-CDMA cord much less.
WORLD CALL is launching its wireless and landline services in competition of PTCL but
hopefully they cannot gain the success like PTCL have done.
Now PTCL is opposing with very difficult opposition within the telecom globe as the
monopoly of PTCL came to end in year 2002. The companies opposing PTCL are
Cellular Companies
Internet provider carriers
Pay Card phone organizations
E-mail service carriers

3.9 PROMOTIONS
PTCL is promoting its products through different offers. This is done by merging different
offers in a bundle. Offering products at low prices, free devices with bundles, after sale
services and helplines

3.10 MEDIA
PTCL is Using Social media for its Advertising purposes, there are ads available on social
media about the PTCL services and products.

3.11 TELEVISION
Different channels on Television are showing commercials of PTCL. Recently LAGA TAAR
offer is advertised in which there consumer can get SMART TV, landline connection and
Broadband in only one cable at very economic charges.

3.12 INTERNET
PTCL has its own website through which it is offering different packages of broadband,
EVO, Vfone, landline, to order online. Beside this consumer can register complaints for their
issues and much more.

32

3.13 NEWSPAPER
PTCL is using Paper media as source to serve its consumer, and selling different
products by advertising in newspaper. Recently EVO biometric verifications were advertised
in newspapers

33

CHAPTER 4
4.1 ACTIVATION PROCESS
WLL is wireless local Loop. This system of WLL is quite simple. In this system a signal is
sent to MSC mobile switching center upon picking up the headset of telephone. IMSI
(international mobile Subscriber identity) A Key (Authentication Key), ESNEX (digital Serial
variety in Hexane) and MDN (Mobile directory numbers) of the set is checked out by MSC
after which the request is forwarded to WIN (wireless intelligent Network). Two operations
are performed by WIN i.e. it confirms if consumer had paid bill, then WIN send beep to
headset for dialing number, the beep is heard by Consumer and he or she can dial the number.

4.2 HLR DATA

Home location Register is the HLR. Whenever there is demand for new wireless phone set,
HLR deals with information regarding the matter. Dealer or Franchise record the demand
order. This recorded demand order is sent to S&D department through e-mail. It is confirmed
by Activation cell
IMSI: international Mobile Subscriber identity.
A Key: Authentication Key.
MDN: mobile directory Number.
On behalf of these informations HLR maintains the data about configuration of set. When
the set is dent to demanded location the all information is sent to PTCL HLR database.

4.3 PTCL DATA LIST CONTAINS

The PTCL incorporates facts about Region are listed in PTCL data List. These facts are
encoded with BTS Base Transmission System, IMSI (international mobile Subscriber
identity), MDN Mobile Directory numbers EN, and A Key. In their nature these abbreviations
are combinations alphabets, numbers and mixtures of each. For example:
Region: Alphabetic in nature.
MDN: Numeric in nature
BTS: Base Transmission system (Alphabetic and Numeric in nature)
34

IMSI: Numeric in nature

A Key: Numeric.
ESN: Stands for (digital Serial Numbers) Alphabetic and Numeric.

4.4 ON JOB TRAINING

The integral factor for making policies for sales and marketing department of PTCL is job
training. By this way, PTCL training is provided to every employee time to time at telecom
Staff College located in two different regions. These training help them in improving their
skills knowledge and abilities to serve their company in future. Whenever department find
deficiency they sent its employee to telecom staff college for training.

4.5 REFRESHING COURSES

Potential abilities and performance of Employee can be grown by study of refreshing courses.
ICT or telecom Staff College conduct these courses for PTCL employees. These courses are
offered to specially managers and technical staff. Time to time these courses are offered when
necessary. Mostly regional training school conduct these courses and some time they are
conducted by telecom Staff College. Working plans work force diversity as well as chances
of promotion are increased by studying these refreshing courses.

4.6 PROMOTIONAL TRAINING

The new employees of PTCL are sent to two main locations where they get train for their jobs
and duties. Whereas the current customer who are already been working with PTCL can get
the opportunity of promotion after studying the promotion courses. These courses are also
helpful in personal growth of an employee.
These courses are offered at
Telecommunication staff college Lahore Cantt.
Training facilities are provided to employees of PTCL at regional level by regional staff
schools with in every 3 to 6 months. These courses help employees to get promotion in their
career based on regional level. These courses are offered at
R.T.T.S Lahore
35

 R.T.T.S Multan
R.T.T.S Faisalabad
R.T.T.S Karachi
R.T.T.S Islamabad and so forth
Training department also takes exams from employee for their promotion by assigning them
monthly target and there are also the other exams arranged by appearing in those exams
technical and engineer staff can appear and get promotions. These exams are contain
following courses
Communications skills,
leadership Qualities,
Recourse management,
innovative trouble solving,
Rational choice making,
Business development, and
Career training.

4.7 SEMINARS, CONFERENCES, AND WORKSHOPS

Conferences and seminars are conducted by PTCLs Training Department in order to know
the competition and challenges that an employee will have to be faced in outside world.
There are two major parts involved in training.
Local training, and
Foreign training.
36

These conferences and seminar are conducted for top management and managerial level
employees of Pakistan by local training. And those seminar and conferences that are
conducted outside the Pakistan are done by the foreign training.

4.8 MEMBERSHIPS
Asia Pacific Telecom and international telecom union have given the membership to Pakistan
Telecommunication Company limited. These memberships are also dealt by training
department of PTCL.

4.8.1

INTERNATIONAL TELECOMUNION (ITU)

Communication technology matters and their informations is regulated by international

telecom union. Worldwide exhibitions are organized by ITU forum for bringing governments
representatives and telecom together. The ITU is on the go to regions with broadband, brand
new Wifi technology, radio astronomy, aerospace and marine navigation satellite TV for pcbased weathercasting, conjunction in fixed-cell cellphone, net get admission to, records,
voice, and broadcasts of television, etc.
ITU is primarily established in Switzerland, Geneva and its club contains 191 Memberships,
and greater than seven hundred quarter memberships and pals the ITU's job is for enabling
evolution and continuous improvement of information and information links, and assisting
usual get right of entry to the emerging facts the social order and international economies.
There are ITU contributions in activating the monetary, technical, and human resources that
are essential for improvement. The membership of ITU is an honor for PTCL.

4.8.2

ASIA SPECIFIC TELECOMMUNICATION (AST)

One of Government organizations that are super head of innovation and development
programs with the cooperation of telecom service provider is AST. Manufacturing of
communication tools and research as well as development programs are organized by ASP in
the field of information technology. . There are 34 members of ASP, 111affilliate members
and 4 associate members Member countries of Asia are being served by ASP. The purpose of
ASP is taking the local training for matching the members views. Common proposals are
also developed by ASP and submitted to ITU-WRCC (world Radio communication
conference). There are 34 members of ASP, 111affilliate members and 4 associate members.
Significant contribution have been made by ASP to ICT sector especially in Asia pacific
region. One of members of ASP is PTCL.
37

4.9 MARKETING ADMIN

Under the umbrella of Marketing Admin, the management and direction of two major tool is
indicated.
The Hand with sword is more valuable than an empty hand, so the first priority is to be make the
necessary steps for development to reach the optimum level for running PTCLs
machinery.
To fulfil the requirement of new Era, sales and marketing department of PTCL is struggling and
competing the Goals.

4.10 PROMOTION:
With the collaboration of HR department, sales and marketing department motivate
employees to work efficiently through training. This is done by evaluating the annual tool by
the marketing department. Telecom College Staff arrange the exams for marketing employee
to pass those exams and get promotion. If the employees pass the exam they are promoted.
Authority of promotion of employees is also given to SEVP of marketing and HR authorities
on behalf of recommendations and concern general manager. Following steps can made these
promotion:
target achievements
Performance
Seniority
Medical fitness
Disciplinary case

4.11 RESOURCE DEPLOYMENT:

The authority for allocation of machinery of telecom in accordance with locality is provided
to General Manager of Marketing for that region, so that consumers can be served according
to their need. By doing this manager can utilize the resources effectively and efficiently. And
resource development is also in hands of Regional general manager.
38

4.12 ACCOUNTABILITY
At Every Level of work, the sales and marketing branch of PTCL believes THE checking &
balancing. The latest assessment standards especially created totally for fulfillment of goals
that have been plan by the Top management. After that customer gives feedback after using
the services.

4.13 CUSTOMER SERVICES OF PTCL

These are the centers which might be available on land line telephones.
Call transfer
Unwanted Call can be transferred any other number, or important calls that a consumer dont
want to miss can transfer to his/her wanted number or destination.
Code Barring
For saving from any type of miss use, code baring can be set by consumer. The phone gets
locked and can only be unlock by the authorized consumer.
Hotlines
Hot lines can be saved in phone for the frequent dialers. When the dialer picks up the handset
of phone, after delay of 5 to 10 sec a number has dialed that has been stored by consumer.
Abbreviated Dialing
10 different number can be saved by the choice of consumer, by pressing any single digit the
desired number is dialed by phone for the ease of consumer.
Dont Disturb
The dont disturb stops all the incoming calls, consumer set the time for it in phone it can be
sleeping time or any how the call is transferred to voice mail. And customer is not disturbed
with rings during that time.

39

Absent Customer
When the customer is not available for call receiving, the message is received to caller for
non-availability of receiver. The call is then transferred to voice mail and caller can record
his/her message and consumer can listen it later.
Wake up
Continuously rings that are not responded by customer are reminded by as the waking up
facilities.
CLI
CLI stands for Caller line identification. With the help of CLI consumer can check the
incoming calls before receiving the call, the number is shown on screen and can be noted by
Consumer.
VMS
Voice mail services are the customer care services through which PTCL provide after sale
services to their Consumer.
PTCL 1217 Directories
PTCL 1218 Complaints
PTCL subscribers list (data phone variety with addresses)
PTCL phone complain service
PTCL Broadband Service
PTCL is offering the variety of internet packages which make consumer to get connected
with outside world

4.14 CORPORATE SERVICES

PTCL is struggling for facilitating its clients on every step of their journey. Corporate
customers are offered the unmatched services by the PTCL these services are.
Toll free-800
40

There is a toll free service starting with 800. A provider for corporate customers for
organizing domestic and global name centers. This provider is available to company
customers and call centers for their customers comfort.
Premium rate service -0900
A service for corporate customers they market it their numbers for which a superior name
price charged. Specifically utilized by clients undertaking live communicate indicates and are
collecting clients remarks. 0900 numbers are used at some point of the world to provide
records through phone at a top class charge higher than ordinary name expenses. Five greater
operators signed agreements with PTCL within the year 2003-2004 bringing the general to
13.
Virtual Private Network (VPN)
A company provider for the business customers that have set-ups in any towns. For the
companies ease the VPN is provided to different offices of companies that are located on
different locations these offices are interconnected through VPN. It is smart Network in
carrier through which network resources can be used on PTCL line without any installation.
Audio Conference Service
PTCLs corporate consumer can have another service for audio conferencing. There can
different caller be connected at same time. This is done for Meetings purposes.
Universal Access Numbers (UAN)
UAN is provided to those companies that are involved in marketing Services. It includes 6
digits in which there are 3 digits code of 111, not unusual to all UANs
For example: 051-111-532-532 (KFC)
UAN is simpler for consumer to touch you by way of dialing an easy range. Its brief and easy
get entry to make queries and complaints increases client delight

41

Universal Internet Number (UIN)

UIN is a number that start with 131.this number is used for internet accessing purposes. The
duration does not matter in this call only charges of one call are deducted. And consumer can
enjoy the internet access without any hesitation.
PTCL Enterprise DSL
The term "DSL" stands for Digital subscriber line it is a way for transmission of signals faster
than UIN, it is consisting of Modem and LAN cable that is connected to Computer. And its
speed is 1000 times greater than UIN. Mostly the speed provided to households and small
business is up to 8 MB. On the other hand it is exceeded from 56 MB to 100 MBs.

42

Chapter 5
SWOT ANALYSIS
5.0 SWOT ANALYSIS
SWOT stands for Strength weakness opportunities and threats, this is done in external as well
as internal environment of the organization to find opportunities and threats that are occurring
from external environment and the strength to face these threats and avail the opportunities
and analysis of weaknesses on which threats can harm the organization growth the other two
components are internal. SWOT Analysis is necessary due to the fact enterprise can
understand approximately its weaknesses and attempt to conquer the weak spot with a view
to get achievement. During the internship tenure threats and opportunities have found by me
moreover the strengths to avail these opportunities and go off our weaknesses can help in the
nourishment of PTCL.
My SWOT Analysis for PTCLs Sales and Marketing department is as under.

5.1 STRENGHTS:
The most important strengths of PTCLs sale and marketing Department are as under:
I.

The Name Sales and Marketing is very attractive, people love to work with
charm in this department. They enjoy for their achieving their daily target. The
sales and promotions of PTCL are interesting and people love to take it and

II.

representing the offers to customer by marketer are icing on Cake.

Sales and marketing department of PTCL is well established. Sale manager is
authorized to select his/her team. This team is Knows as FSA Field sales
Agent team, this team is selected by the sales manager. So he can select the

III.

best candidate for achieving the daily as well as monthly target.

PTCL is the member of Global telecom group, i.e. ITU and AST. The
employees of sales and marketing department can attend the workshops and
seminars about training that are conducted by these Global telecom groups.

IV.

And these training seminars and workshops are very useful for employees
All the other department of PTCL are facilitating the employees of Sales and
marketing Department in an amazing way through giving them job security
and commission which is not delivered by any different businesses

43

V.

HR Department selects the experienced staff for sales and marketing

department so that they are depending on the sales and Marketing Department.

VI.

.
Due to established policies of HR dept., there is the proper system of

VII.

recruitment as well as training of Trainees...

Salary Packages are good enough for the employees of sales and marketing
Department, moreover daily Allowances D.A and transports allowance T.A is
also given. On achieving the target they are given bonuses in shape of Visits to

VIII.

other countries, or cash.

No one from other department interfere in activities that are being done in sale
and marketing department. Because it is pre-defined by sales and marketing

IX.

department that how will they achieve their target.

Employees of PTCL are also benefited with grants for their marriages, and
making future of their children. This grant have not seen in any other business
on any organization.

5.2 WEAKNESSES:
The foremost weaknesses are:
I.

The appraisal form are not filled by the other employees or junior staff, it is
only filled by senior managers the only advantage is given to senior managers.

II.

The other employees are bereft from this advantage.

Training is the necessary for every worker, however Mostly engineer get more
chance for training compared to other employees. There is no equality for

III.

distribution of training programs.

After the training the employees are free. There is no proper assessment and

IV.

procedures.
It take more than month for the recruitment of single candidate, it is because

V.

of lengthy process of recruitment

The lower management is not involved in policy making process. This is only

VI.
VII.

done by board of director with the coloration of Top Management

Most of the employees are not promoted due to improper promotion criteria
There is still the government culture inside the PTCL, because of negative
attitude of some employees toward the change factor.

44

5.3 OPPURTUNITIES:
I.

The literacy rate has been increases, most of the students are going in abroad
countries for business studies, and it is an opportunity for PTCL to recruit a
bigger pool of educated focal.
The technologies have been emerged. There is up gradation in land lines,

II.

broadband VPN. And Smart TV has also launched. PTCL can hire the more
skilled recruits, and also upgrade its current staff through training.
Because of union with the ETISALAT Company, the HR department of PTCL

III.

can be provided to show its current customers insight and new technologies to
customers that has been provided by ETISALAT.
PCTL has more chance to recruit the more Educated and Skilled Candidates

IV.

because there are hindered of universities that are offering different engineering
and management courses to their students.
New technologies are introduced every day. There are new invention and

V.

innovations that comes daily. It can help the OD to brings these innovations and
inventions as well as new technologies in PTCL to raise the Structure and
policies HR

5.4 THREATS
I.

The

competition

around

the

globe

has

been

raised.

The

other

telecommunication companies like ZONG WARID TELENOR are hiring

more skillful and educated staff with Best salary packages, it is threat for
II.

PTCL because employees can shift up in those organizations.

Due to terrorism in Pakistan the economy has burn down, Business have been

III.

Effected Badly due to terrorism. PTCL has also effected

Due to political crisis in Pakistan, the HR policies can be delayed by TOP

IV.
V.

Management.
Government structure Of PTCL
Favoritism through politicians.

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Chapter 6
RECOMMENDATIONS & IMPLEMENTATION PLAN
6.1 RECOMMENDATIONS
Sales and Marketing Department of PTCL is performing its functions according to polices
that have been made by Top Management and is well established. The infrastructure of PTCL
is very Huge and having wide spread geographically throughout the Pakistan. I have found
some problems in sales and marketing department during my internship tenure, and to
remove these hurdles I have some recommendations
After every session of training program there should be exam conducted by the sales and
marketing department or there should be Feedback. Feedback is necessary for employees for
their knowledge about their progress, and additionally assessment is vital to the employee's
self-assurance too.
I.

II.

III.

There should be more than two training collages for the training of
employees. At least every region should be having one Telecom college for
the training of employees.
Refreshing course should be having a proper scheduled and should be
given to all employees equally. Employees should get trained through
these refreshing programs twice a year or once at least.
Both upper and lower management should be participating in seminars
and workshop for better learning and share their opinions and suggestion
at the end of activity.

6.2 IMPLEMENTATION PLAN FOR THE TIPS:

I.

The feedback forms are only filled by the senior management for the evaluation of
departments developments because they are trained enough. But these forms should
also been given to employees to know their feedbacks and suggestions. And then
these forms should be submitted to top management. This questionnaire should
contain the following questions
a.
b.
c.
d.

How the seminar/workshop was and what did you learn?

Did You Enjoyed Training?
To what extent this training was helpful in achieving your objective?
How was your experience about instructor?

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The senior manager should collect these filled form from trainees and submit them to top
management, later on these feedbacks should be discussed in meetings if the feedbacks are
showing the positivity, it should be considered well if the response is negative the following
steps should be taken.
a)

The training session was not good enough or there was deficiency in training.

b)

The training methods should be changed.

the training programs should be reviewed and find the obstacles, and what was

c)

the learning of trainee

The obstacles in the training session should be removed. There should be more
clear and precise effective method of training.

There is also another way of assessment from trainee by interviewing in which different
questions should be asked from trainee regarding the training session, their learning and their
expectation for contribution of this session in their career. This should be done by senior
manager.
II.

The new Colleges should be established all over the Pakistan for the training of
employees for saving the time, efforts and funding. The two colleges are not enough
for Entire PTCLs Employees there should be one college in every region of PTCL.
The funds for these colleges should be collected from top management. By this way

III.

every worker of PTCL will be highly skillful.

There should be proper schedule for refreshing course for learning of new
technologies for employees by the top level management. There should be policy
defining the proper timing for starting and ending session of these courses. .

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REFERENCES
Http://www.vuzs.net
Http://docslide.net
Http://www.ptcl.com.pk
Http://d.scribd.com
Http://notes-university.blogspot.com
Http://www.elinfonet.com

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