Reference No: MAR0265(A)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: CMA0538(E)Pages: 32Published on: 1, January, 1981
Abstract: Pertains to the sub-project on Agricultural Research. With a very laudable objective to help accelerate research on tree crops, this activity was included as a sub-project. The case raises the question of relevance of the type of research to be included in this sub-project. It also raises questions as to ... More
Reference No: MAR0263TECPages: 12Published 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
Reference No: CMA0538(B)Pages: 62Published on: 1, January, 1981
Abstract: The case deals with the sub-project on small farm development with special reference to tree crop development (coconut and pepper). It goes into the details of the cost-benefit analysis of the sub-project and raises questions as to what impact the delay in the implementation of the project and changes in ... More
Reference No: MAR0265(F)TECPages: 5Published 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: PROD0171Pages: 19Published on: 1, January, 1981
Abstract: CPCL is a joint sector firm set up with Japanese collaboration to produce acrylic plastic using the by?product of a petrochemical complex??a highly poisonous gas??as a key raw material. Although the manufacturing process was sound, the company was beset with a number of problems during its two? ... More
Reference No: CMA0559Pages: 11Published on: 1, January, 1981
Abstract: The case deals with milk procurement strategy pursued by the processing plant. The survey method technique was adopted to elicit information from milk producers in the milk shed area of the dairy plant. ... More
Reference No: CMA0530TECPages: 13Published on: 1, January, 1981
Abstract: The purpose of this note is to acquaint readers with the rural financial environment. The various aspects of the rural financial market covered are its role, structure, financial intermediaries and their working, and salient features. ... More
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: PROD0169TECPages: 10Published on: 1, January, 1981
Abstract: The case deals with the company standardization activity at NEL. Various aspects of standardization such as set up, coverage benefits from standardization, sources of information, etc. are covered. ... More
Reference No: F&A0349Pages: 3Published on: 1, January, 1981
Abstract: The basic elements of the control system initially envisaged by the company were 1) PERT/cost system to monitor project progress and related costs; 2) material and labour cost standards to form the basis of comparison with actuals; and 3) an overhead budget which identified the various manufacturing, finance, and administration overheads by ... More
Reference No: PROD0160Pages: 4Published on: 1, January, 1980
Abstract: Part I deals with basic computations in PERT network, namely: 1) computation of critical path, 2) expected time to complete the project, 3) probability of completing the project by specified due dates, and 4) manpower loading. Part II deals with the problem of resource levelling in projects under conditions of, 1) single resource requirement, and 2) ... More
Reference No: CMA0527Pages: 11Published on: 1, January, 1980
Abstract: Presents the developmental and promotional role of institutional lending agencies in agricultural projects, and highlights the limitations of projects prepared by them at the formulation and implementation stages. ... More
