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Latest published cases

List of Latest Published Cases

  1. Community Health Volunteers: A Case of Poor Performance

    Authors: Bhatt, Anil; Maru, Rushikesh M; Upadhyay, Bharat;

    Reference No: PSG0042 Pages: 9 Published on: 1, January, 1981

    Abstract: The two cases analyze the contrasting profiles of a better performing community health volunteer and a poor performing community health volunteer. ... 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. Crysta-Plast Chemicals Limited

    Authors: Shukla, P R; Thomas, P S;

    Reference No: PROD0171 Pages: 19 Published 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

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  4. 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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  5. J.K. Aromatics Company

    Authors: Jaikumar, V;

    Reference No: F&A0350 Pages: 2 Published on: 1, January, 1981

    Abstract: The case deals with the problem of deciding which product is to be produced and which department is to operate in order to minimize cost. Although no probabilities are introduced, the full solution requires working out relationships of output quantities with input quantities and input prices. ... More

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  6. Company Standardization Activity at NEL

    Authors: Korgaonker, M G;

    Reference No: PROD0169TEC Pages: 10 Published 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

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  7. Thaneswar Primary Health Centre I

    Authors: Gupta, V K;

    Reference No: PSG0001 Pages: 10 Published on: 1, January, 1981

    Abstract: This case investigates the variables that characterize human relations in a PHC. It describes the functions and position of each official at the PHC level and their relationships, and traces the patterns of conflict and adjustment. ... More

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  8. 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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  9. Pearson Milk Limited

    Authors: Mathur, D P; U K Srivastava; Gupta, V K;

    Reference No: CMA0559 Pages: 11 Published 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

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  10. 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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  11. Rural Financial Market in India

    Authors: Singh, Gurudev;

    Reference No: CMA0530TEC Pages: 13 Published 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

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  12. Community Health Volunteers: Case of Better Performance

    Authors: Bhatt, Anil; Maru, Rushikesh M; Upadhyay, Bharat;

    Reference No: PSG0043 Pages: 8 Published on: 1, January, 1981

    Abstract: This is a case of the better performing CHV. ... More

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  13. 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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  14. Materials Requirement Planning (MRP) Systems

    Authors: Rao, V Venkata;

    Reference No: PROD0172TEC Pages: 13 Published on: 1, January, 1981

    Abstract: MRP is an approach meant for manufacturing organizations in planning and control of production for the various assemblies, subassemblies, parts and raw materials that make up the final products. This note discusses: 1) the computational rules used in MRP systems, 2) differences between classical inventory systems and MRP systems, and 3) some aspects ... More

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  15. 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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