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Authors: Jain, Abhinandan K; Dixit, M R; Bhat, Ramesh; Maheshwari, Sunil Kumar;

Reference No: MAR0383 Pages: 14 Published on: 14, July, 2006

Abstract: Abstract The case describes locations, facilities, infrastructure, market, manpower, customer profile, competition and performance of one training and experimentation outlet. It also describes different types of experiments (operations, service, and customer related) conducted at the outlet. Outlet in-charge / sales officer is faced with the issues of deciding what research/ experiments ... More

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Authors: Maheshwari, Sunil Kumar; Dixit, M R; Jain, Abhinandan K; Bhat, Ramesh;

Reference No: P&IR0199 Pages: 5 Published on: 14, July, 2006

Abstract: This case describes a complex situation of a Benami Dealer that Sales Officers frequently face in their roles. The case describes the background of the situation and leaves it open to the class to generate options and make choices. ... More

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Authors: Maheshwari, Sunil Kumar; Bhat, Ramesh; Kaur, Rupinder; Wadhwa, Rakesh;

Reference No: IRC0001 Pages: 13 Published on: 11, July, 2005

Abstract: Aviva, UK's largest insurance group, had successfully established itself as a competitor in the Indian insurance market. However, it still faced problems like other insurance companies related to retaining its sales force. The company was looking forward to grow further and capture untapped markets. This case describes the importance and ... More

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Authors: Maheshwari, Sunil Kumar; Bhat, Ramesh;

Reference No: P&IR0231 Pages: 11 Published on: 12, February, 2016

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Authors: Maheshwari, Sunil Kumar; Bhat, Ramesh;

Reference No: BP0390 Pages: 22 Published on: 2, February, 2016

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