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  1. Use of Technology and Beyond: Creating Euroshare for Knowledge Management at Eureka Forbes 2002-2004

    Authors: Verma, Sanjay;

    Reference No: BP0337(B) Pages: 10 Published on: 31, March, 2011

    Abstract: This is the second case from a three case series. From 2002 to 2004 Eureka Forbes Ltd. (EFL) took a series of technology initiatives to implement Knowledge Management (KM). The initiative was partially successful and the KM team had many challenges it had yet to face. A small percentage of sales people ... More

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  2. Management of Personal Selling Effort (E): A Note- Brief Illustrations on Evaluation and Control of Sales Effort/Personnel

    Authors: Vora, M N;

    Reference No: MAR0265(E)TEC Pages: 6 Published on: 1, January, 1981

    Abstract: Describes the sales management practices of a cross-section of Indian organizations. The decision areas about which actual illustrations of practices of specific organizations are: 1) allocation of tasks between own sales personnel and the distributors/dealers, 2) recruitment, training and development of sales personnel, 3) sales effort planning, target, quota setting, call norms, ... More

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  3. Management of Personal Selling Effort (B): A Note-Brief Illustrations on Recruitment, Training and Development of Sales Personnel

    Authors: Vora, M N;

    Reference No: MAR0265(B)TEC Pages: 4 Published on: 1, January, 1981

    Abstract: Describes the sales management practices of a cross-section of Indian organizations. The decision areas about which actual illustrations of practices of specific organizations are: 1) allocation of tasks between own sales personnel and the distributors/dealers, 2) recruitment, training and development of sales personnel, 3) sales effort planning, target, quota setting, call norms, ... More

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  4. Popular Vehicles and Services Ltd.: The Challenge of Growing a Family Business

    Authors: Varkkey, Biju; Unnithan, Anandakuttan; Jacob, Joshy;

    Reference No: P&IR0211 Pages: 22 Published on: 25, June, 2013

    Abstract: Based in Kerala, Popular Vehicles and Services Ltd. (PVSL) is a leading automobile dealer of Maruti Suzuki India Ltd (MSIL). PVSL is categorized as a Platinum Plus dealer by MSIL, an honour reserved for top performing dealers. The company’s innovative business practices and Human Resource Management approach have enabled ... More

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  5. Management of Personal Selling Effort (D): A Note- Brief Cases on Salesmen Compensation and Motivation

    Authors: Vora, M N;

    Reference No: MAR0265(D)TEC Pages: 6 Published on: 1, January, 1981

    Abstract: Describes the sales management practices of a cross-section of Indian organizations. The decision areas about which actual illustrations of practices of specific organizations are: 1) allocation of tasks between own sales personnel and the distributors/dealers, 2) recruitment, training and development of sales personnel, 3) sales effort planning, target, quota setting, call norms, ... More

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  6. Data Modeling and Management for Big Data

    Authors: Krishnamoorthy, Srikumar;

    Reference No: CISG0130 Pages: 6 Published on: 3, March, 2016

    Abstract: CFX Inc, an e-commerce start-up based out of India, has built a large e-marketplace that allows sellers and buyers to transact online. The firm currently has 30,000 sellers and aims to have around 50,000 sellers by FY 2015-16. The company has around 6Mn customers today and anticipates their growth to triple in ... More

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  7. Performance Management at IRD Corporation (A)

    Authors: Gupta, Vishal;

    Reference No: P&IR0227(A) Pages: 16 Published on: 27, January, 2015

    Abstract: The Performance Management at IRD Corporation case series is designed to be an in-depth study of performance appraisal in the R&D context. The case series can be used as a platform for discussing the rationale of performance appraisal system, system design and implementation, the differences between R&D and ... More

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  8. Performance Management at IRD Corporation (B)

    Authors: Gupta, Vishal;

    Reference No: P&IR0227(B) Pages: 11 Published on: 27, January, 2015

    Abstract: The Performance Management at IRD Corporation case series is designed to be an in-depth study of performance appraisal in the R&D context. The case series can be used as a platform for discussing the rationale of performance appraisal system, system design and implementation, the differences between R&D and ... More

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  9. Research for Sales and Distribution Management Decisions

    Authors: Jain, Abhinandan K;

    Reference No: MAR0263TEC Pages: 12 Published on: 1, January, 1981

    Abstract: Describes the decision areas and importance of research in sales and distribution management (Section I) and the process of research (Section II). The last section (Section III) illustrates how research methods could be used for different decision areas. ... More

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  10. Deepening Gender Diversity and Inclusion at ACG

    Authors: Arora, Harnain Kaur; Vohra, Neharika;

    Reference No: ADCLOD0008 Pages: 15 Published on: 10, February, 2026

    Abstract: The case describes the diversity and inclusion (D&I) initiatives undertaken at ACG (Associated Capsules Group) a multinational pharmaceutical company, headquartered in Mumbai, India. A nuanced view of the simultaneous top-down and bottom-up organizational development (OD) approach was taken by the organization to inculcate D&I in everyday functioning of ... More

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  11. Texica Limited (B): Human Resource Management Committee

    Authors: Maheshwari, Sunil Kumar; Ray, Prantika;

    Reference No: HRM0239(B) Pages: 7 Published on: 13, December, 2017

    Abstract: The chairman of Texica Limited has a discussion with the CEO, CFO and the COO of the company about the suggestion of an HRMC (Human Resource Management Committee) for the various HR related activities in the organization. As the first meeting unfolds, there is an intense discussion among the various ... More

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  12. Oil and Natural Gas Commission: Towards a Blueprint for Knowledge Management (A)

    Authors: Verma, Sanjay; Dixit, M R;

    Reference No: BP0324(A) Pages: 15 Published on: 21, October, 2008

    Abstract: The case explores ONGC, an Indian Crude Oil producing company. In 2008, two executives of ONGC Mr Rajagopala Rao and Mr Debashish Das were contemplating implementation of Knowledge Management System in their organization. Though the company had already implemented various IT and KM initiatives, it was going through a tough phase ... More

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  13. Aster Retail UAE (A): Connecting Employees, Customers and Business Results

    Authors: Varkkey, Biju; Trivedi, Bhumi;

    Reference No: HRM0244 Pages: 31 Published on: 12, March, 2020

    Abstract: Aster Retail (AR) is the retail pharmacy division of Aster Dr Moopen’s Healthcare (ADMH) Group. The group delivers healthcare services across the Middle East, India and the Far East with a portfolio of hospitals, clinics, diagnostic centres and retail pharmacies. AR, under the leadership of Chief Executive Officer (CEO), ... More

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