Airtel

Mumbai Circle Chennai Circle Delhi Circle

Noida
Gurgaon
Jaipur
Chandigarh
Kanpur
Jalandhar
Kolkata Circle
Hyderabad
Circle
Bangalore
Circle
Bharti Airtel
Bharti Airtel Limited, commonly known as Airtel, is an Indian multinational telecommunications services
company headquartered in New Delhi, India. It operates in 20 countries across South Asia, Africa, and
the Channel Islands. Airtel has a GSM network in all countries in which it operates, providing 2G, 3G and
4G services depending upon the country of operation.
Airtel is the world's fourth largest mobile telecommunications company by subscribers, with over 275
million subscribers across 20 countries as of July 2013. It is the largest cellular service provider in India,
with 192.22 million subscribers as of August 2013. Airtel is the Second largest in-country mobile operator
by subscriber base, behind China Mobile.
















Airtel offers the following products and services:
Mobile Services
Broadband & Telephone Services
(B&TS)
Enterprise Network
Calling Cards
Data and IP solution
Voice solution




Airtel Distribution Channel:





















Basis for deciding Sales Quota:

The complete stock maintenance procedure is categorically divided in two parts.
1. Stock to be maintained by Distributor
2. Stock to be maintained by Retailer

In the case of Distributor, he has to keep the LAPU balance for minimum 7 days; Here 35% of the value
must be in RCV. In the case of Retailer, he has to keep LAPU balance for 3 days (minimum amount
Rs.1500); Here 33% of the value must be in RCV.
(The FSE visits each Outlet in alternative days whether there is any shortage of product or not. The supply
system of Airtel is so strong that a Retailer will never go with shortage of product. It is also a compulsory
task for each FSE to go and to ask Retailers whether there is any shortage of product, once in every 2
days.)

The demands are again estimated on the basis of:
Historical Sales data
Market Potential
Seasonality
Supply of products to the distributors
through Territory manangers
Territory Manager distributes the
products as per demand for individual
distributors.
Distributor distributes the products to the
FSEs
FSEs supply the product to the
Retailers
Types of Sales Quota:

Airtel generally follows a Rupee Sales Volume Quota in which a salespeople belonging to different
products are given a sales volume quota in terms of money which is called rupee sales volume quota.
For prepaid connections in all the circles, distributors and the franchisees are remunerated a fixed
amount- approximately 20% and 15% respectively of the value of the card sold to the customers
For prepaid recharge coupons, the distributors and franchisees receive approximately 7% of the
value of the coupon sold.
For postpaid connections in all the circles, the rates may increase to 100% of the base
commissions on meeting the targets effectively.