BSNL SALES STRUCTURE AND CHANNELS

What was the initial sales structure of BSNL?

Initially BSNL did not have a well-defined exclusive sales structure. The concept of commercial officer, CSCs and marketing agents was expanded with the launch of BSNL mobile services in October 2002.


What steps were taken to strengthen sales channels in BSNL?

In October 2009, as part of Project Shikhar, a new sales setup was designed. Consumer mobility and Consumer Fixed Access verticals have dedicated GM/DGM rank officers at Corporate as well as Circle level to plan, manage, and effect retail sales.


What is the role of Franchisees in BSNL's sales structure?

Franchisees play a very important role in serving customers across the country and improving BSNL visibility. Franchisees are appointed through the EOI route by respective SSAs and are required to have a well-defined geographical area, an exclusive franchisee showroom, and the appointment of Feet on Street (FoS).


Who can become a Direct Selling Agent (DSA) in BSNL?

Any 10th pass individual can become a DSA. Retired BSNL employees or their spouses can also become DSAs. The objective of a DSA is to sell BSNL services door to door, extending ultimate convenience to BSNL customers.


Who can become an EPIN Franchisee in BSNL?

BSNL has appointed EPIN franchisees across the country. Any Indian Registered company, Registered Cooperative Society, or Registered NGO fulfilling prescribed criteria can become Circle level or All India level franchisees.


What is the role of Business Associates in BSNL's sales structure?

Business Associates are now handled by Enterprise Business/Business Development units. Their primary job is to sell Data services, but they are allowed to sell the complete range of BSNL services to act as a single window Total telecom Solution provider to enterprise customers.


How can sales be made through the BSNL website?

Sales can be made through the link provided on the BSNL website (www.bsnl.co.in). VCC card, Call Now, FLPP and mobile recharge vouchers can be purchased with the help of Internet banking accounts of certain banks.


What is the role of Sales Teams in BSNL's sales structure?

Heads of SSA have to appoint a suitable BSNL executive, preferable CSC incharge, to act as a single window interface for the franchisees. Each circle has been asked to appoint 250-300 sales teams, each consisting of 4-6 Telephone mechanics, TOAs, lead by JTO/SDE/Sr SDE rank officer.


What is the role of the CRM module in the CDR project of BSNL?

The CRM module in the CDR project of BSNL is being put in place as part of the BSNL CDR/Convergent billing project under commissioning. The module has sales features and is being put in place for handling all BSNL services as a single window concept. Functions such as lead generation, lead qualification, etc. are included.

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