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SALES MANAGEMENT

SALES MANAGEMENT

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  1. Trinity Finance’s Sales Organization and Sales Approach (A): ‘RACE’

    AUTHOR(S) : Adapa Srinivasa Rao and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 09/12/2016
    PUBLISHER: ET Cases
    CATEGORY: SALES MANAGEMENT
    PRODUCT: CASELET
    CASE ID: SM-2-0001(a), SM-2-0001A
    CASE LENGTH: 9 Pages
    DESCRIPTION:
    This caselet will facilitate the discussion about the challenges faced by well-established organizations like Trinity Finance Ltd. (Trinity) which was facing challenges from new players in the market. It is the first of a series of seven cases that deals with the problems faced by a well-established player in the Indian financial sector. Trinity, a player in the Indian Financial Services market since 1992, became a market leader in vehicle finance (Automobiles, Tractors, Cars, Commercial Vehicles ...
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  2. Trinity Finance’s Sales Organization and Sales Approach (B): Change Management and Behavioral Challenges

    AUTHOR(S) : Vandana Jayakumar and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 09/12/2016
    PUBLISHER: ET Cases
    CATEGORY: SALES MANAGEMENT
    PRODUCT: CASELET
    CASE ID: SM-2-0001(b), SM-2-0001A
    CASE LENGTH: 7 Pages
    DESCRIPTION:
    This caselet, second in the ‘Trinity Finance’s Sales Organization and Sales Approach’ series, showcases the need for change at Trinity Finance Ltd. (Trinity), one of the leading Non-Banking Financial Companies of India. It further elaborates the ways to design, deliver and evaluate the envisaged change management program at Trinity. However, will the change management program be successful given the likely emotional/behavioral challenges? Will it help the organization achieve its ...
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  3. Trinity Finance’s Sales Organization and Sales Approach (D): Sales Management Process

    AUTHOR(S) : Y. Bala Bharathi and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 09/12/2016
    PUBLISHER: ET Cases
    CATEGORY: SALES MANAGEMENT
    PRODUCT: CASELET
    CASE ID: SM-2-0001(d), SM-2-0001A
    CASE LENGTH: 4 Pages
    DESCRIPTION:
    The caselet, fourth in the series of seven caselets, draws attention to Trinity Finance Limited’s (Trinity) sales management process. Having been a market leader over the last two decades, Trinity was largely been an order-fulfilling sales organization. Accordingly, all the internal processes and structures, including staffing, had been implemented. With new and nimble competitors knocking on Trinity’s market share, with their aggressive, innovative products and technological interventions, ...
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  4. Trinity Finance’s Sales Organization and Sales Approach (G): Performance Management

    AUTHOR(S) : Syed Abdul Samad and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 09/12/2016
    PUBLISHER: ET Cases
    CATEGORY: SALES MANAGEMENT
    PRODUCT: CASELET
    CASE ID: SM-2-0001(g), SM-2-0001A
    CASE LENGTH: 7 Pages
    DESCRIPTION:
    This caselet, seventh and the last in the ‘Trinity Finance’s Sales Organization and Sales Approach’ series, enables a discussion on appropriate performance management system for an aggressive and goal-oriented sales organization. Among the six critical elements identified to promote effective market-orientation for Trinity Finance Ltd. (Trinity), the last element is Performance Management System. After having deliberated for a long time, Trinity’s Leadership Team (LT) identified four areas ...
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  5. Trinity Finance’s Sales Organization and Sales Approach (F): Measuring Relationships

    AUTHOR(S) : R. Muthukumar and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 09/12/2016
    PUBLISHER: ET Cases
    CATEGORY: SALES MANAGEMENT
    PRODUCT: CASELET
    CASE ID: SM-2-0001(f), SM-2-0001A
    CASE LENGTH: 4 Pages
    DESCRIPTION:
    This caselet, sixth in the ‘Trinity Finance’s Sales Organization and Sales Approach’ series is meant to enable the participants to discuss how to engage with all the stakeholders and measure relationships with the stakeholders in the backdrop of Trinity Finance Ltd. (Trinity), a market leader in vehicle finance (Automobiles, Tractors, Cars, Commercial Vehicals and Pre-owned Vehicles). The company, established in 1992, started facing troubles since 2011, due to increased competition. Gautam ...
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  6. Trinity Finance’s Sales Organization and Sales Approach (E): Building the Market Base

    AUTHOR(S) : Adapa Srinivasa Rao and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 09/12/2016
    PUBLISHER: ET Cases
    CATEGORY: SALES MANAGEMENT
    PRODUCT: CASELET
    CASE ID: SM-2-0001(e), SM-2-0001A
    CASE LENGTH: 4 Pages
    DESCRIPTION:
    This caselet, fifth in the ‘Trinity Finance’s Sales Organization and Sales Approach’ series, deals with the issues faced by Trinity Finance Ltd. (Trinity) in protecting its existing market share and building a market base, which is sustainable. After the external consultant, Gautam Narang (Gautam) pointed out that there was a lack market understanding, the top management realized that the company did not have a unique strategy to gain a lead over its competitors. In order to develop a unique ...
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  7. Trinity Finance’s Sales Organization and Sales Approach (C): Leadership Styles

    AUTHOR(S) : A. J. Swapna and Dr. Nagendra V. Chowdary
    PUBLISHED DATE: 09/12/2016
    PUBLISHER: ET Cases
    CATEGORY: SALES MANAGEMENT
    PRODUCT: CASELET
    CASE ID: SM-2-0001(c), SM-2-0001A
    CASE LENGTH: 7 Pages
    DESCRIPTION:
    This caselet, third in the series of caselets on Trinity Finance Ltd. (Trinity) sales organization, focuses on the leadership styles required at various levels. By taking into account the relationship between Leadership Team members and salespersons across the various layers of Trinity, this caselet details the need for change agents and various leadership models that the company should adopt to increase its market share and to implement a more focused sales approach. Will opting for an ‘Outcome-based ...
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