Reference No: MAR0154(A)Pages: 9Published on: 1, January, 1976
Abstract: A large consumer products company, which relies on direct distribution to the retail level, is concerned about the selling skills of its sales force in a competitive environment. Sales training in the form of short refresher courses is being proposed to upgrade selling skills. ... More
Reference No: BP0076(B)Pages: 20Published on: 1, January, 1976
Abstract: Describes the organizational tasks to be performed by the key functional departments and their heads, the regional directors, and the stations and station managers. The differentiation among the departments and the interdependencies, which demand a high amount of integration, are highlighted. The concept of power through control over resources and ... More
Reference No: MAR0177Pages: 14Published on: 1, January, 1976
Abstract: With an eye on the fast growing detergent market, TOMCO were interested in launching a new detergent washing tablet in a slot where it had not yet been represented. Its agency surveyed the washing products market to study the positioning of the competitive brands and the advertising approaches used by ... More
Reference No: PROD0116Pages: 11Published on: 1, January, 1976
Abstract: Data are presented to help develop an integrated model for procuring seasonal material (round log), and the scheduling production in a large sawmill. This case is useful for teaching the concepts of aggregate scheduling, especially through the use of linear programming. A note on the timber industry is included. ... More
Reference No: BP0092(A)Pages: 8Published on: 1, January, 1976
Abstract: Describes the pressures from labour and political leaders on the government to take over a closed vanaspati unit under the Industries Act. Should it take over? What are the costs and benefits and the administrative implications of each alternative? ... More
Reference No: ECO0220Pages: 14Published on: 1, January, 1976
Abstract: The note discusses the approach to Fifth Plan and the extent to which it represents a departure from the approach to the year for plans, and raises some fundamental questions pertaining to the Fifth Plan with special reference to the objectives and specific targets of the plan.
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Reference No: QM0100(E)Pages: 16Published on: 1, January, 1976
Abstract: Illustrates the problems of Arun Deshpande, a young entrepreneur who held various patents of agricultural machines. He started developing his products, financed entirely by a nationalized bank. Later, he procured bridge finance from another bank, awaiting the sanction of a long term loan from a financial institution. Since this was ... More
Reference No: P&IR0086Pages: 6 Published on: 1, January, 1976
Abstract: The case deals with the linkages between recruitment systems, selection methods, placement decisions and evaluation of performance on completion of the probationary period. The need for systematic diagnosis and planning at each stage is highlighted so that the overall effectiveness of each officer/department can be improved. ... More
Reference No: QM0111Pages: 12 Published on: 1, January, 1976
Abstract: Deals with the problems associated with the introduction of five wide body Airbuses to replace a fleet of Turbo Props and Caravelles. As it is essential to synchronize the publicity campaign with the formal introduction of the Airbus, the management wants to know when the five aircraft will be ready ... More
Reference No: MAR0170Pages: 9 Published on: 1, January, 1976
Abstract: In 1969, the marketing executives of Hindustan Lever were discussing the creative strategy to be adopted for Pears with their agency, Lintas. The company, having increased its production, now wished to expand the market for the brand. The case has a detailed look at consumer behavior and past advertising. It also ... More
