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  1. 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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  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 (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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  4. 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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  5. 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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  6. Development of Project Risk Management System for Progressive Metro Rail Corporation in the National Capital of Emerging Asian Economy (A)

    Authors: Dutta, Goutam; Sarkar, Debasis; Viswanath, Ashna;

    Reference No: PSG0144(A) Pages: 19 Published on: 27, April, 2022

    Abstract: The case discusses the situation of Mr. Madhavan, Managing Director of the Progressive Metro Rail Corporation, following the mayhem at the construction site of the metro. He has to submit a comprehensive risk management system to the Chief Minister and the cabinet ministers. Before developing a risk management system, it ... More

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  7. 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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  8. Strategic Management of Public Enterprise: A Framework for Analysis

    Authors: Murthy, K R S;

    Reference No: BP0178TEC Pages: 21 Published on: 1, January, 1984

    Abstract: The note proposes a model in the evolution of strategic management of public enterprise. The model is based on case studies of seven public enterprises in our countries: India, Brazil, United States and Italy. It develops concepts relevant to public enterprise management drawing from corporate strategy and politica l science. ... More

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  9. Purchasing Management in Ahmedabad Industries**

    Authors: Mehta, S C;

    Reference No: MAR0085TEC Pages: 10 Published on: 1, January, 1969

    Abstract: This note is a summary of the research project carried out in industrial concerns of Ahmedabad and examines the various functions of purchase management with regard to organizational patterns, information and reporting systems, major activities performed by purchase departments, their methods of buying and inventory management. An attempt is made ... More

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  10. Development of Project Risk Management System for Progressive Metro Rail Corporation in the National Capital of Emerging Asian Economy (B)

    Authors: Dutta, Goutam; Sarkar, Debasis;

    Reference No: PSG0144(B) Pages: 17 Published on: 27, April, 2022

    Abstract: The case discusses the detailed microplanning of the risk sources for the PMRC underground corridor metro project. The client, Progressive Metro Rail Corporation was a public sector company floated jointly by the State and Central Government. The principal contractor was a Joint Venture (JV) of five contractors — three foreign and ... More

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  11. A Bankable Solution for Municipal Solid Waste Management in India

    Authors: Saxena, Rohan Rajiv; Verma, Akshay;

    Reference No: PSG0138EX Pages: 12 Published on: 5, July, 2021

    Abstract: Raj Singh, founder and CEO of HoldCo Pvt. Ltd was keen on entering the waste management market in India owing to its huge potential and growth in recent years. Already a major player in the renewable energy sector, Holdco was now looking to expand its portfolio through the WTE (Waste-to-Energy) ... More

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  12. A Framework of Management Planning and Control for Organizations

    Authors: Bhattacharyya, S K;

    Reference No: F&A0260TEC Pages: 17 Published on: 1, January, 1975

    Abstract: This technical note sets out the basis for differentiating the mode, manner and mechanics of planning and control at different levels of management and the framework within which such systems can be designed. ... More

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  13. Perumal Industries Limited **

    Authors: Rao, T V;

    Reference No: OB0113 Pages: 10 Published on: 1, January, 1980

    Abstract: Demonstrates the techniques used by the working class to express their resentment, to the management, on bonus issues, as well as the techniques used by top management to resolve such conflicts. In resolving conflicts there is a need for top management to think of long?term implications. In this case, ... More

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  14. Natural Resources Corporation Limited: People Management (C)

    Authors: Chhokar, Jagdeep S; Dixit, M R;

    Reference No: OB0184(C) Pages: 16 Published on: 1, January, 1990

    Abstract: This case describes the various systems like recruitment, training, performance evaluation, and control used by Natural Resources Corporation to manage its people and the feelings of the people working at different levels in the company. A team of consultants is required to evaluate the people management processes in the company ... More

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  15. 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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