Reference No: MAR0265(E)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: OB0116TECPages: 4Published on: 1, January, 1981
Abstract: This article deals with the processes of authority and power. Power is defined as an influence over others, i.e., one's ability to cause change in the cognition, attitude, behaviour and/or emotion of others. Depending upon its various sources, eight different types of power have been distinguished. These are: ... More
Reference No: CMA0536Pages: 14Published on: 1, January, 1981
Abstract: Ambur Cooperative Sugar Factory was started with share capital assistance from the government. Over the years the cooperative generated sufficient capital and managed to repay of the government's share. In fact it was in a position to repay the entire government's share, but this was not done as the government ... More
Reference No: MAR0265(C)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: MAR0270TECPages: 20Published on: 1, January, 1981
Abstract: The note deals with 1) nature of "information" in marketing research, 2) sources of information, 3) description of various data collection approaches, and 4) criteria for selection of the data collection approach. Various methods described are: a) content analysis, b) observational methods, c) question-response method, and other less-used methods of data collection. ... More
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: MAR0276(B)Pages: 6 Published on: 1, January, 1981
Abstract: The case describes preliminary analysis done on the data collected in Phase II of the research described in Case (A) (MAR0276(A)). It can be used for understanding and evaluating the preliminary data analysis. Use of some non parametric statistical techniques could be demonstrated for making inferences about different segments ... More
Reference No: OB0163TECPages: 8Published on: 1, January, 1981
Abstract: This note discusses the change process, the change roles and steps, as well as the individual elements, especially from the point of view of a person working within the organization. It provides seven keys for changing from within, based on the author's varied experience. ... 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: 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: CMA0538(D)Pages: 23Published on: 1, January, 1981
Abstract: Deals with cashewnut development through the Plantation Corporation of Kerala as a sub-project of the Kerala Agricultural Development Project. A delay in government procedures in transferring property from one department to the government-owned corporation has created problems. It raises questions as to why these procedural problems were not taken into ... 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: MAR0265(B)TECPages: 4Published 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: MAR0269TECPages: 3 Published on: 1, January, 1981
Abstract: The note identifies the many decisions related to managing marketing research activities. It enlists the steps necessary to be used if an outside research agency is used. It also identifies and lists the questions which need answers for the search and selection of an outside agency. ... More
