Degree
Master of Business Administration
Faculty / School
Faculty of Business Administration (FBA)
Advisor
Humayun Ansari
Project Coordinator (Internal)
Salma Mirza
Project Coordinator (External)
Mr. Raza-Ul-Haque
Client
Chevron Pakistan Limited (COPL)
Committee Member 1
Humayun Ansari, Assistant Professor, Institute of Business Administration, Karachi
Project Type
MBA Research Project
Keywords
https://ir.iba.edu.pk/do/search/?q=Chevron%20Pakistan%20Limited%20(COPL)&start=0&context=8598587&facet=">Chevron Pakistan Limited (COPL), Qualitative assessment, Product demand, Usage behavior, Market share
Abstract / Summary
The IBA-MBA Project Team worked on two assignments for Chevron’s Commercial and Industrial Sales Unit. The First was a demand estimation exercise for the Chevron’s Commercial and Industrial Sales Unit which yielded demand data for 250 companies. This data will be used to assist C&I in generating sales leads. This Data was supplement by sector briefs which detailed key value drivers in industries. The Second assignment was research into the viability of a third party distributor for C&I products. After interviewing and gathering data on third-party distributors we produced: 1. A Qualitative Assessment framework for scoring and deciding between distributors 2. A Quantitative Framework for assessing distributors with the following results: Estimates of Distributors Financials (Income and Balance Sheet) Sales Capacity and their ability to handle sales targets via outsourcing and additional investments.
Recommended Citation
Jan, M., Rabadia, M. A., Khan, S. S., Ahmed, N., & Baloch, A. S. (2011). Chevron Pakistan- commercial & industrial sales strategy (Unpublished graduate research project). Institute of Business Administration, Pakistan. Retrieved from https://ir.iba.edu.pk/research-projects-mba/170
