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Search results for 'Management AND OR ('

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  1. 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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  2. 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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  3. 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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  4. 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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  5. Management of Personal Selling Effort (C): A Note- Brief Illustrations on Sales Effort Planning: Target/Quota Setting, Call Norms, etc.

    Authors: Vora, M N;

    Reference No: MAR0265(C)TEC Pages: 5 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. Management of Personal Selling Effort (F): A Note- Brief Illustrations on Branch Management Issues

    Authors: Vora, M N;

    Reference No: MAR0265(F)TEC Pages: 5 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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  7. PetMate and ClearOrbit/TSC

    Authors: Chandrasekaran, N; Raghuram, G;

    Reference No: PROD0294 Pages: 22 Published on: 27, August, 2010

    Abstract: The top management of TAKE Supply Chain (TSC) was preparing for a meeting on evaluation of upscaling at PetMate, one of their key customers. The focus was on impressing solutions architects and the presales group on increasing their scope of supply chain solutions to PetMate. Earlier TSC was ClearOrbit, a ... More

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  8. FoodWorld (D): Design of MIS

    Authors: Gupta, Achin; Parikh, Anurag; Raghuram, G; Banerjee, Bibek; Koshy, Abraham;

    Reference No: MAR0325(D) Pages: 12 Published on: 1, January, 2000

    Abstract: The case focuses on the need for an effective Management Information System, especially for monitoring store performance in a retail chain. The key issues are: 1) Identifying key performance and decision areas, 2) Understanding the role and criticality of information processing, 3) Identifying performance indicators and 4) Specifying the systems required for the information ... More

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  9. Management of Personal Selling Effort (A): A Note

    Authors: Vora, M N;

    Reference No: MAR0265(A)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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  10. Woolworths Limited, Australia

    Authors: Raghuram, G; Kuberkar, Gouri;

    Reference No: MAR0394 Pages: 59 Published on: 17, April, 2008

    Abstract: Woolworths Limited was Australia's largest retailer in the food, liquor and grocery sector. The retail activities were conducted through the supermarkets (contributing 88% of consolidated sales), general merchandise and wholesale divisions. Woolworths had two key goals: 1) to increase shareholder returns and 2) giving greater customer satisfaction. These led to the development of ... More

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  11. Barber and Barwil (A): Strategic Options

    Authors: Sharma, Yashoverman; Bhatnagar, Deepti; Raghuram, G; Sahay, Arvind;

    Reference No: BP0323(A) Pages: 27 Published on: 19, August, 2008

    Abstract: Wilh Wilhelmsen ASA of Norway was a traditional ship owning company that had diversified into the ?Maritime Services' sector. In addition to cargo transportation, its two main ?service' business areas were Ship Management (Barber International) and Port Agency (Barwil), established in 1975. Both companies had become big brand names in their ... More

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  12. Kolkata Port Trust

    Authors: Bandyopadhyay, Tathagata; Raghuram, G; Sharma, Yashoverman; Shukla, Niraja;

    Reference No: CIPR0002 Pages: 47 Published on: 18, November, 2009

    Abstract: Kolkata Port (KoPT) had achieved a turnaround from having made a loss of Rs 7.5 crores (cr) in the year 2000-01 to a net surplus of Rs 465.1 cr in the year 2006-07. A variety of initiatives had been taken during the intervening years with a focus on tariff rationalization, revenues from ... More

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  13. Logistics (Physical Distribution Management) at Voltas

    Authors: Raghuram, G;

    Reference No: PROD0208 Pages: 30 Published on: 1, January, 1991

    Abstract: Refrigerator Business Group (RBG), a division of Voltas Ltd., is producing 2.5 lakh refrigerators from its plant at Warora, Maharashtra. It has a licensed capacity of 5 lakh units and is planning to increase its production capacity. The firm has two options: to expand the existing plant at Warora or to set ... More

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  14. Management of Distribution Channels: A Note

    Authors: Jain, Abhinandan K; Vora, M N;

    Reference No: MAR0264TEC Pages: 35 Published on: 1, January, 1995

    Abstract: The note delineates important distribution management decision areas like designing of system of distribution, selection of channel members, developing and improving capabilities of channel members, and systems of working with channel members, including evaluation and control. The current management practices with respect to each of the decision (sub-decision) areas are ... More

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