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
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.
Link to Catalog Record
https://ils.iba.edu.pk/cgi-bin/koha/opac-detail.pl?biblionumber=54837
iRepository 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 Chevron Pakistan- commercial & industrial sales strategy (Unpublished graduate research project).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
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