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List of Latest Published Cases

  1. 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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  2. 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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  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. Bharat Construction Company Limited (A)

    Authors: Shukla, P R;

    Reference No: PROD0192(A) Pages: 15 Published on: 1, January, 1984

    Abstract: The case can be used to discuss the management control system in a new project. An existing MCS for a large construction company is described and management problems faced by the company in handling a new project are highlighted. The new MCS that can be suitable for the situation can ... More

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  6. A Note on Formal Corporate Planning

    Authors: Dixit, M R;

    Reference No: BP0182TEC Pages: 17 Published on: 1, January, 1984

    Abstract: This note presents a comprehensive view of the various dimensions of formal corporate planning. It covers aspects like stepwise process for formulating corporate plans effectively and efficiently; discussion of various types of plans like strategic, operational and project plans; organizing for planning and the role of the corporate planner; reasons ... More

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  7. The Other Side of the Developed World: Case of Farm Workers in England

    Authors: Gupta, Anil K;

    Reference No: CMA0660 Pages: 3 Published on: 1, January, 1985

    Abstract: It is generally assumed that contradiction developments are less severe in the developed world. The case, based on interviews with farm workers in England, provides some aspects of credit, product and labour markets in which the workers may have to operate simultaneously. The relationship of the worker with the employer ... More

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  8. Financial Planning and Appraisal of a Project

    Authors: Gupta, Ramesh;

    Reference No: F&A0399TEC Pages: 7 Published on: 1, January, 1989

    Abstract: This note is a description of various steps involved in preparation and appraisal of financial estimates of a project. The emphasis is on accuracy of various assumptions behind the financial estimates. To assess the risk inherent in a proposal, sensitivity analysis with regard to main assumptions must form an integral ... More

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  9. Coal Inventory at M/S Cement India Limited

    Authors: Tripathy, Arabinda;

    Reference No: PROD0223 Pages: 3 Published on: 1, January, 1992

    Abstract: Coal is an important consumable for cement manufacture. As a result many cement manufacturers build up a huge stock of coal to avoid any stoppage of work and to face any uncertainty of supply of coal. The case describes such a situation and requires decision on inventory policy of coal ... More

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  10. Determinants of Government Policy Towards the Public Sector

    Authors: Manikutty, S;

    Reference No: PSG0059TEC Pages: 12 Published on: 1, January, 1992

    Abstract: The note traces the policies of the Indian government with regard to public enterprises at different times and seeks to relate the policies to the economic, social, political, and leadership determinants prevailing at respective times. ... More

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  11. The Mahabharat Coal Limited

    Authors: Raghuram, G;

    Reference No: PROD0225EX Pages: 3 Published on: 1, January, 1993

    Abstract: This exercise focuses on the different technological choices available for handling coal from a mine to a washery nearby. The four choices are: (a) Rail; (b) Belt Conveyor; (c) Road; and (d) Aerial Ropeway. Data is provided for cost benefit analysis. ... More

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  12. Procurement of Explosives - CIL

    Authors: Raghuram, G;

    Reference No: QM0237EX Pages: 7 Published on: 23, February, 1995

    Abstract: The case deals with the optimum procurement and allocation plan of explosives for various subsidiaries of Coal India Limited (CIL). Explosives, an expensive input, play a crucial role in the process of coal mining. A good amount of money is also spent on its transportation. Taking into account the locations ... More

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  13. Designing Procurement System for Giri Tea Factory

    Authors: Singh, Gurudev; Seetharaman, S P;

    Reference No: CMA0754 Pages: 7 Published on: 1, January, 1996

    Abstract: The case deals with the problems of a green tea leaves (GTL) processing factory where the farmers are asking for a higher price of GTL. The issue is to evolve a long term strategy to ensure regular flow of GTL at a reasonable price such that farmers maximize returns from ... More

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  14. Cocoon Disposal: Towards a Market System

    Authors: Moulik, T K; Mathur, D P;

    Reference No: CMA0735TEC Pages: 19 Published on: 1, January, 1996

    Abstract: Mulberry sericulture and its related infrastructure facilities were examined across the states in India. Further cocoon production and marketing systems were also examined to rate different states in relation to some market characteristics. ... More

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