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Search results for 'Management 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 (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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  3. 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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  4. 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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  5. 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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  6. 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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  7. Core Competence: A Strategic Overview (Computerized Slides)

    Authors: Madhavan, T; Thomas, Philip S;

    Reference No: IMG0013TEC Pages: 11 Published on: 24, July, 1996

    Abstract: This is a set of about 20 slides prepared using Harvard Graphics for computerized projection purposes. It outlines ideas about core competence to facilitate operationalization of the concept by managers. Its coverage includes a) the core competence effect b) the dimensions of core competence c) the tests for core competence d) ... More

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  8. Rural Piped Water Supply Scheme at Village Nirmalpura, Nalanda in Bihar (C)

    Authors: Dutta, Goutam;

    Reference No: PROD0327(C) Pages: 19 Published on: 22, March, 2021

    Abstract: This case deals with the project on establishing a rural piped water supply scheme in a village of Bihar. The Chief Engineer, Public Health Division, Patna, Bihar called his team members to have the fourth and final meeting to discuss the resource scheduling, materials management and the man-power requirements in ... More

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  9. Restructuring Gujarat State Financial Corporation

    Authors: Ram Mohan, T T;

    Reference No: F&A0467 Pages: 11 Published on: 9, September, 2003

    Abstract: Gujarat State Financial Corporate has been incurring losses in recent years. The management of GSFC and the government of Gujarat here to decide which of the options they need to persuive closure, revival of GSFC as an independent entity or merger with another financial institutions. ... More

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  10. Rural Piped Water Supply Scheme at Village Nirmalpura, Nalanda in Bihar (A)

    Authors: Dutta, Goutam;

    Reference No: PROD0327(A) Pages: 19 Published on: 22, March, 2021

    Abstract: This case deals with a project on establishing a rural piped water supply scheme in a village of Bihar. The Joint Chief Engineer, Public Health Division, Patna, Bihar, wanted to have a meeting to discuss his project. His team consisted of the village head, the Joint Chief Engineer (JEC) or ... More

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  11. Hyderabad Metro Rail Limited

    Authors: Biyani, Nagendra; Raghuram, G;

    Reference No: CIPR0005 Pages: 30 Published on: 26, April, 2010

    Abstract: This case focuses on the way forward for Hyderbad Metro Rail Ltd (HMRL) as of July 2009, when the earlier winning bidder had to be served with a termination notice due to non compliance towards financial closure. The top management of HMRL was considering various alternatives before them: 1) Whether the second ... More

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  12. Pipavav Railway Corporation Limited (A)

    Authors: Raghuram, G; Len Varghese George; Nishant Thusoo; Satyam Shivam Sundarm;

    Reference No: CIPR0004(A) Pages: 36 Published on: 23, March, 2010

    Abstract: This case focuses on risk identification in the context of a railway Public Private Partnership (PPP) project. The perspective is that of a lender. The project was to provide broad gauge (BG) rail connectivity to Pipavav port from Surendranagar, over a distance of 265 kms. The case provides the salient features ... More

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  13. The State Trading Corporation of India (A)**

    Authors: Kulkarni, G R;

    Reference No: BP0033(A) Pages: 16 Published on: 1, January, 1970

    Abstract: Relates to the role the top management of this public sector corporation should play in defining its objectives and policies in the context of its special relationship with the government. Details are given about its activities in various areas of foreign and internal trade and the manner in which it ... More

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  14. The Electronics Corporation of India Limited (ECIL) (H)

    Authors: Manikutty, S;

    Reference No: BP0235(H) Pages: 8 Published on: 19, February, 1996

    Abstract: This case describes the situation faced by the Instruments Group (IG) of ECIL, a multiproduct, multidivisional company. IG deals with a variety of instruments, both nuclear and non-nuclear. Its main feature is that it deals with a very wide variety of products, and many of these are sold in very ... More

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  15. Mahanagar Transport Corporation Limited : Social Cost of Concessions

    Authors: Ravichandran, N; Narayanaswami, Sundaravalli; Rajan, Balaraman ;

    Reference No: QM0285 Pages: 14 Published on: 12, October, 2023

    Abstract: This case study focuses on computing the value of concessions (subsidies) offered to select passenger segments, particularly students and senior citizens, by a state-owned public transport corporation. In its current form, however, the subsidy structure is telescopic and does not correlate with value of services offered and fares paid by ... More

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