Imperial Tobacco The Imperialist 1 Engl | Seite 17

#Transformation | CA
NEW REGIONS
IN KAZAKHSTAN
NORTH
-
CENTER
As of 1 June 2017 structure of the Sales Department of Kazakhstan was changed, and 3 regions were formed – the North, the Center and the South.
The new structure will facilitate our faster and more flexible reaction to external factors that influence our business, and ensure greater mobility
and efficiency of sales management processes.
The Center Region The North Region
Alexey Ilnitsky will take over sales in the Center Region, which
includes Astana, Karaganda (Jezkazgan, Balqash), Atyrau,
Aktau, Aktobe and Uralsk. Mikhail Vorobyev will take over sales in the new North Region,
which includes Pavlodar (Ekibastuz), Ust-Kamenogorsk,
Petropavlovsk, Kostanay, Kokshetau and Semey.
Alexey Ilnitsky, Regional Sales Manager,
the Center Region: “In June we held
a conference in Astana with the
participation of area sales managers
of new cities of the Center Region
(Atyrau and Aktau). We discussed
development strategy for these cities, taking
into account suggestions from area managers.
During this event, we also made some field visits to provide
common understanding of standards of various activities
during field visits.” Mikhail Vorobyev, Regional Sales Manager,
the North Region: “I feel very positive about
the changes, and I am happy to work in a new
region. I have visited cities that are new to
me: Petropavlovsk and Kostanay, where I
met the teams and took a note of things
that are excellent and things that need to
be improved. Besides, this is an opportunity for
me to compare work in these cities with work of
my former team. I am sure we will learn a lot from
each other while working together."
SOUTH
In July, a Field Sales Skills training session was held for Area
Salesl Managers and Sales Representatives of the North
Region in Pavlodar, in which 35 people from seven cities of the
region took part. The participants analyzed each stage of the
sales process in detail and mastered the technique of personal
meetings and objection handling. Special attention was paid to
identifying client needs.
Our colleagues from Russia, coaches Alexander Glotenko and
Vyacheslav Narmania, did a great job: after the theoretical
part participants practiced what they learned during
role plays, situational assignments and sales
discussions.
Anton Fedotov, Area Sales Manager,
Pavlodar: “The training session was very
useful and efficient. The presentation on
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