Pakistan International Airlines

Assignment of Sales and Promotion

Department
Presented by Muhammad Sheraz Arif
Presented to PIA office
Department of Political Science BZU,
Multan
Trainer Irfan Nasir (Senior SPO)
Sales and Promotion department helps the company for promotion of
the company products to the customers for attraction of the customers
and also sales.

Target of Sales and Promotion Department of PIA

PIA sales and promotion department 90 % focused on the travel agents
like IATA agents, PSA, Virtual Agents, formal agents and informal
agents. IATA deals all companies flights, PSA just deals PIA, like PIA
office layout, uniform is look like same some changings, the system
totally looks like PIA Office.
Virtual have less opportunities it is limited, they enter the security they
have no uniform.
PSL deals on BSC, IATA agent give payment to PSC. BSC diverse the
other agents.
IATA is a universal they deal with the all type of companies. Global
Selling Airlines (GSA) franchises system have more authority, BSC have
less authoritative. In other countries, heir the GSA like offices, if no
have any official offices.
Main target is maximum sales from the agents, how motivate the
agents, by giving the cash incentives free tickets, discounts gifts, travel
and tours tickets and also packages, meetings, posters, pictures, per
ticket commission, commission on group sales tickets.
Incentive policies make a main role in achieving the sales. PIA gives the
6 months policy to the agents, January to June, tour, cash, free tickets,
discount. Other airlines give the per month policies but it is against. PIA
gives 1 ,2 or 3 % incentives but other airlines give 8 to 10 %.
Maintain the good relation with the agents, and give competent fare to
the agents that is the responsibility of the company promotion
department.
Through proper demand of people , staff is more authoritative of
others companies , company gives the authority to sales the tickets on
less profit but fill the plane in less time, but in this time if the agent take
the group of many members and they demand the special discount
than the staff and office send the mail to the head office than head
office give the approval of this mail. This time taking this is the flaw in
PIA. But this does not give benefits after the time.
Emirates give the services but flopped in some time, their rates are so
high that is why not stable and low fares this is going in loss, after 3
years wind up and the Multan is the first place of wind up. Because
Pakistani people see the savings and low rates and ignoring the
comfort.

SPO
SPO solve the problems of the agents and give the offers to the agents ,
commission is also the part of this , give the discount to the agent on
any one destination, if the agent send the group of many members
send to one same destination and the special discount approval from
the head office of PIA this is very time taking and this is the flaw. PIA
wants to make more focus on international flights in domestic level PIA
doing the monopoly.
Policy for agents
The Agents Charge more than 7% on ticket from the customers on
ticket and the written proof is there. Then the PIA has authority to
suspend the license of the agent.

Sales Areas
In the south Punjab, Dera Ghazi khan and Bahawalpur District
customers give the more business through the agents, labor people of
the Dera Ghazi Khan give more business by travelling to Arab areas.

Hierarchy Level in Sales and Promotion department

District Manager is the team leader in this department, after this
Passenger Sales Manager (PSM) and after this Sale Promotion Officer,
Senior SPO and Junior SPO.

FLAW
Flaw is the late response of the head office, the Group of 100 members
want to travel to Sharjah by this late response the all group travels on
the Dubai Fly and all the efforts are going waste of the agent and PIA
sales and promotion staff.
PS sales
Revenue management department.
Market planning network.
Schedule management
Cargo and Speedex (commercial department)
Ps sales KSA (North America, Europe, UK)

DGM Pakistan
All the queries note by the Regional Manager. (pet sales)
Islamabad makes promotion, marketing policy, discounted fare for just
Multan Islamabad, approval from head office.
Other companies give the tickets to those agents who are also deals
with PIA.
PIA gives incentives, on 6 million target, 1 to 5, 1% cash incentives or
one ticket free for agents, 5.15, 15 % incentive to agents. PIA gives the
violet, diary, key chain, calendar, books, new year cups as a gift.
Sponsorship
On Expo and the trade events PIA give the sponsorships.
Centralized
Branding Management Office manages the electronic media promotion
of PIA, and also the advertisement on newspapers, this is the authority
of centralized in the Islamabad PIA office.

Animals travelling
Sales and Promotion also promote the option of travelling the
animals, by some rules, like if this is the normal animal and you have
license from government of the travelling animal, separate cabin is for
animals and air pressure, oxygen is also for animals.
Advantages of the group, the PNR of the Group is one, the PIA give
the incentive to the Agents and also some incentive for the
passengers, but this depends on the agent, the agent give the
incentive to the group or not.

Mass Media
10 % discount to students, parliamentarians, army these discounts also
mention on only mass media but this depends on the agent he gives the
discount or not give the discount.
Per sector incentive the travelling of Multan to Dubai and also purchase
return ticket they give more incentive.
Online booking from online by agent of group travelling than not must
be application of 7% of services but through PIA than PIA office takes
7% of services.
If the groups travel in the plane than the not give the seat number
while ticketing while you demand the seat number than PIA will give
the seat number to customer.
Sometimes the agent sales the tickets on less price from the real price
of tickets because they take other incentives from the company after
some time.

Two type of Visa

Agents have license 2 type if visa, travel and tour visa, if passenger
want to tour than the return ticket must for tourist travelling.

Agents Security
Trading of the PIA with the Agents secure by that , the banks or the
insurance companies give the responsibility of the agent and these give
the statement , the amount of insurance saved in the bank , the bank
give the warranty of the agents by checking all the aspects , this done
by the IATA , history is must be checked of the agent than insurance
company , than the company give the warranty by the bank.