Reference No: MAR0265(D)TECPages: 6Published 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
Reference No: OB0175TECPages: 8Published on: 1, January, 1978
Abstract: Discusses the process of performance counselling in two phases: analyzing reasons for unsatisfactory performance, and coaching for improved performance. Detailed guidelines are provided for both phases. ... More
Reference No: F&A0465(A)Pages: 16Published on: 3, December, 2003
Abstract: HDFC Bank is among the few successful private banks that have emerged since the opening up of the banking sector to private players in 1994. The case examines the entry strategy of the bank into a market dominated by large public sector banks, identifies the factors underlying its success and the ... More
Reference No: MAR0067Pages: 7Published on: 1, January, 1966
Abstract: The case gives the proposal of a research agency for a national sample survey. Participants are expected to evaluate the proposed sampling design for the study. The problems of identifying relevant sample frames, and questions about the implication of using alternative sample frames in terms of under representation or wastage ... More
Reference No: CMA0199Pages: 5Published on: 11, December, 1970
Abstract: The case is about leadership roles. It deals with a social situation where a village leader tries to influence drinking habits in a section of a community. While the leader is an acknowledged leader plays a functional role in agricultural economic activities, he is unable to influence a section of ... More
Reference No: ECO0281TECPages: 14 Published on: 1, January, 1982
Abstract: In this paper the static macroeconomic model is modified to incorporate dynamic adjustments in the labour market. A dynamic aggregate supply schedule is derived. Against this background, the literature on supply side economics is examined. The phenomenon of stagflation is emphasized and the policy prescription of the supply siders is ... More
Reference No: STR0461TECPages: 9Published on: 31, March, 2021
Abstract: Contract documents have come to have a no oral modification (NOM) clause which prohibits oral modification of a contract. The validity of the term was in doubt, however, as the contracting parties are autonomous and nothing, including their earlier terms, can come in the way of their will. The Rock ... More
Reference No: HRM0249Pages: 12Published on: 25, March, 2021
Abstract: Lakshmi Vilas Bank (LVB) was established as a private sector bank in 1926 in Tamil Nadu. It was set up to serve the financial needs of the people working in small and medium-sized enterprises (SMEs). LVB got into trouble after shifting focus from funding SMEs to funding big corporates. Initially, it ... More
Reference No: BP0179TECPages: 13Published on: 1, January, 1984
Abstract: The purpose of this note is to answer the following questions: (a) How to identify the relevant environment of one's company? (b) What are the sources of environmental information? (c) How can one forecast the development in the environment? (d) How does one interpret the information so collected? (e) How ... More
Reference No: CMA0090Pages: 7Published on: 1, January, 1966
Abstract: This case is on one of the aspects of functional management in dairying organisation viz. processing. The specific aspect covered in the case is chilling of the milk and its economics, and the alternatives for reduction of sourage. ... More
Reference No: HRM0241(B)Pages: 20Published on: 2, February, 2023
Abstract: This case, Amara Raja Group (B): Vision 2025 is set in 2019 where the HR department has gone through multiple interventions commencing in 2017, including building a business specific recruitment strategy, making HR digital, and development of an employee value proposition. With changes in external environment including increased digitisation, automation, and industry 4.0 along ... More
Reference No: CISG0093EXPages: 18Published on: 25, July, 2006
Abstract: This problem set is developed with the objective of providing practical contexts of various decision support situations which can be addressed by modelling with VBA and Excel. To solve the problems in this set the participants are required to refer material on VBA and Excel which illustrates VBA and Excel ... More
Reference No: P&IR0168TECPages: 8Published on: 1, January, 1985
Abstract: This note describes some of the problems in the implementation of social change programmes and suggests a few strategies for taking care of these problems. ... More
