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Driving Mobile Accounts Sales: Strategic Imperative for Telenor Pakistan

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Title: Driving Mobile Accounts Sales: Strategic Imperative for Telenor Pakistan

Authors: Muhammad Luqman Awan, Muhammad Usman Awan, Omer Naseer, Usman Mumtaz Khan

Journal: Asian Journal of Management Cases

HEC Recognition History
Category From To
Y 2024-10-01 2025-12-31
Y 2021-07-01 2022-06-30

Publisher: Lahore University of Management Sciences (LUMS), Lahore

Country: Pakistan

Year: 2019

Volume: 16

Issue: 2

Language: English

DOI: 10.1177/0972820119858546

Categories
Telecommunications (1862) Market Strategy (5) Mobile Services (3) Pakistan (3978) Sales Management (28)

Abstract

In October 2013, Mahboob Ali Shah Manager Financial Services Planning Telenor Pakistan (TP) needed to make decisions on the future of Mobile Accounts Sales officers (MASOs). TP had two businesses, i.e., GSM (96 per cent revenue contribution in TP 2012 ...

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