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: 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: 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: PSG0001Pages: 10Published 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
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: BP0176TECPages: 17Published on: 1, January, 1983
Abstract: The note reviews some of the literature in the field of strategic management. Some of the major topics covered are: 1) nature of policy, 2) hierarchy of policies, 3) general management, 4) functions of the general manager, 5) skills of the general manager, 6) concept of corporate strategy, 7) evaluation of performance, 8)
strategy formulation, etc. ... More
Reference No: BP0183TECPages: 7Published on: 1, January, 1984
Abstract: The note discusses the major stages in the evolution of DDL's corporate strategy and the factors affecting its evaluation; and evaluates the proposed changes in strategy.
... More
Reference No: BP0178TECPages: 21Published 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
Reference No: BP0184TECPages: 18Published on: 1, January, 1984
Abstract: This note attempts to answer the following questions: (1) What is the structure of a model and what are its constituents? (2) How does a model assist the planning process? (3) How do we build a model? (4) What are the conditions for the success of a model? (5) What are the limitations of a ... More
Reference No: CMA0344(B)Pages: 8Published on: 1, January, 1984
Abstract: It discusses the steps taken by the administrator of the fedration to improve the performance of increasing harvest of fresh fish, large coverage of membership and increased exports. ... More
Reference No: ECO0289TECPages: 12Published on: 1, January, 1984
Abstract: The note explains the concepts and measurements of labour force, employment and unemployment. It also provides time series and cross section data of these various magnitudes for India. ... More
Reference No: BP0182TECPages: 17Published 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
