The document discusses Pakistan State Oil's (PSO) sales force and recommendations for improvement. PSO is Pakistan's largest oil marketing company with over 80% market share in black oil and over 60% in white oil. It currently outsources most franchises to local dealers and has a decentralized sales force recruitment model. Recommendations include implementing a centralized hiring system run by PSO, conducting all sales force training internally, and separating sales strategies for key accounts vs general customers. PSO aims to increase annual sales by 10% through capturing more market share, implementing CRM, and providing superior service.

1. Pakistan State Oil Prowess Team Includes: Furqan Ali Akhtar Ali Akbar Khan Lodhi Muhammad Zubair Anum Rehman Ahsan Atta

2. Points to be discussed in the Presentation Introduction (Corporate Status, History) Current Distribution Network Current Market Scenario Existing Sales Force Current Sales Force Training Modules Statistics on Gas Stations Supply Chain Recruiting Sales Force Building Team Work Motivation Compensation of Sales Force Recommended System Reforms

3. Did you know? PSO was recently recognized among the top business enterprises of the Muslim World with its 29th ranking in the 5th Annual Dinar Standard list of top 100 companies PSO is the market leader in Pakistan’s energy sector Pakistan State Oil, the largest oil marketing company in the country, company’s current value of Rs. 75 billion, its 82.1% share in the black oil market and 61.2% share in the white oil market

4. Products WE focused on Engine Oil which is considered to be a FMCG in drastically changing automobile industry PSO DEO range, PSO Carient Range, PSO Blaze

5. Current Distribution Network PSO has outsourced most of its franchisers to local dealers There are only 4 Petrol Pump owned by company in Lahore

6. Existing Sales Force For petrol filling For car wash Cashiers Helpers Note: The sales force is selected by the dealers NOT the company but company provides essential training to the hired employees

7. Current Training Modules All employees are mandated to go through safety training They hope that each dealer hold tightly the standards of PSO Every Sales Force Worker is supposed to wear PSO uniform and dealers are to make sure that this policy gets implemented The training is done through an observe and do approach

8. Supply Chain All PSO motor oil is blended in Karachi PSO Plant which they claim in one the bests in Asia For Lahore Div it is transported to Kot Lakh Pat

9. Sales Force Recruitment All it depends on individual retailers Decentralized hiring All the authorities regarding managing sales force is delegated to the respective dealer

10. Key Accounts of Company PIA Pakistan Army Pakistan Air Force Pakistan Navy Power Projects

11. Financial Performance

12. Recommendations Replace decentralized recruitment with a proper hiring system run by the company itself Training of sales force should be done by the company, not its dealers SOPs are not defined Safety standards are not met Lack of cleanliness Courtesy training

13. Recommendations (Cont’d) Separate sales for both key accounts and general customers Geographical divisions should be redefined More focus on current political and economic research and developing contingency plans Building team work in Sales Force

14. Sales Forecast Sales Target for the year: Want to increase the sales by 10 %

15. Milestones Capture a larger market share in Mobil oil Creating and Implementing a CRM System Increasing Sales in Business-Business context Providing superior and quick oil change service

16. Our Proposed Hiring Model

17. Sales Force Segregation

18. Compensation Basic Salary + Courtesy Bonus NO Commission Total Package: 10,000 PKR

19. Plans for Engaging Existing Sales Force in Training Need Analysis should be conducted in each station Hire an external trainer Trainees should be engaged in real time mock sessions

20. Conclusion PSO urgently needs to amend its policies regarding managing sales force They need to handle their key accounts in a different way then they handle their consumers