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

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.

Available for download on Monday, February 01, 2027

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