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SALES AND DISTRIBUTION MANAGEMENT
SALES AND DISTRIBUTION MANAGEMENT
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BioCell – Losing a Loyal Customer*
AUTHOR(S) : Dr. Gurudas Nulkar, Adjunct Faculty, Head of Strategy and General Management, Symbiosis Centre for Management and HRD, PunePUBLISHED DATE: 20/11/2018PUBLISHER: ET Cases - FLAMECATEGORY: SALES AND DISTRIBUTION MANAGEMENTPRODUCT: CASELETCASE ID: SDM-2-0006, SDM-2-0006ACASE LENGTH: 5 PagesDESCRIPTION:**ET CASES – FLAME INDUSTRY EXPERIENCE CASE AWARD for presenting the MOST INNOVATIVE INDUSTRY EXPERIENCE CASE This caselet discusses the loss of a loyal customer in a B2B situation. Thermax is a manufacturer of industrial boilers, combustion equipment and water treatment plants. Thermax supports their customers through their franchisee – Thermochem Corporation in Bangalore. BioCell has been their loyal customer since many years. Thermax has just lost an order for 12 units of water ...read moreSHOW DETAILS -
Suresh’s Dilemma – Managing the Team
AUTHOR(S) : Kiran Mahasuar, Assistant Professor, International School of Business & Media, Pune and and P. Subramanian, Adjunct Faculty, Chetana’s Institute of Management and Research, MumbaiPUBLISHED DATE: 25/01/2018PUBLISHER: ET CasesCATEGORY: SALES AND DISTRIBUTION MANAGEMENTPRODUCT: CASE STUDYCASE ID: SDM-1-0005, SDM-1-0005ACASE LENGTH: 9 PagesDESCRIPTION:Suresh Sharma (Suresh), the newest Area Sales Manager (ASM) in Mapin Confectionery Ltd. is a worried man. His territory i.e. Delhi NCR has become an Achilles’ heel in North region. The top management wants a swift turnaround and Suresh seeks the help of his old mentor and the mercurial Regional Training Manager of Mapin Pankaj Mittal (Mittal).On subsequent probing and analysis of performance metrics of his team members, Mittal realizes that things are not in order in the territory with multiple ...read moreSHOW DETAILS -
Case View with Neelima Burra (A) - Edible Oil Retailing in India and the Role of Cargill Foods India
AUTHOR(S) : Dr. Nagendra V. ChowdaryPUBLISHED DATE: 11/09/2017PUBLISHER: ET CasesCATEGORY: SALES AND DISTRIBUTION MANAGEMENTPRODUCT: case viewCASE ID: SDM-1-0003B-1CASE LENGTH: 16 PagesDESCRIPTION:Neelima Burra, Chief Markerting Officer and Business Head - Health & Wellness, Cargill India Pvt. Ltd. A Business Leader with 17+ years of Sales and Marketing Experience in FMCG, Consumer Durables, FMCD, and Healthcare Industry. Built strong and profitable businesses in B2C, B2B & Retail space by encouraging consumer oriented Brand Marketing, Integrated Business Planning and thought leadership to stay ahead of curve with diverse thinking. Neelima work as Chief Marketing Officer and Business Head ...read moreSHOW DETAILS -
Case View with Neelima Burra (B) - Cargill Foods India’s Sales Force Automation
AUTHOR(S) : Dr. Nagendra V. ChowdaryPUBLISHED DATE: 11/09/2017PUBLISHER: ET CasesCATEGORY: SALES AND DISTRIBUTION MANAGEMENTPRODUCT: case viewCASE ID: SDM-1-0003B-2CASE LENGTH: 5 PagesDESCRIPTION:Neelima Burra, Chief Markerting Officer and Business Head - Health & Wellness, Cargill India Pvt. Ltd. A Business Leader with 17+ years of Sales and Marketing Experience in FMCG, Consumer Durables, FMCD, and Healthcare Industry. Built strong and profitable businesses in B2C, B2B & Retail space by encouraging consumer oriented Brand Marketing, Integrated Business Planning and thought leadership to stay ahead of curve with diverse thinking. Neelima work as Chief Marketing Officer and Business Head ...read moreSHOW DETAILS -
Quest Consumer Products Limited – Turnaround of Rural Territory
AUTHOR(S) : Kiran Mahasuar, Marketing & PR at MICA, Ahmedabad and P. Subramanian, an Adjunct Faculty at Chetana’s Institute of Management and Research, MumbaiPUBLISHED DATE: 18/08/2017PUBLISHER: ET CasesCATEGORY: SALES AND DISTRIBUTION MANAGEMENTPRODUCT: CASE STUDYCASE ID: SDM-1-0004, SDM-1-0004ACASE LENGTH: 9 PagesDESCRIPTION:West UP (Rural) territory has become an Achilles’ heel for Suvendu Mondal (Suvendu), the dynamic Regional Manager for the North Region of US MNC Quest Limited. Nitin Malhotra, the mercurial Sales Director wants him to turnaround the territory fast. Suvendu deputed one of the stars in the Quest ecosystem, Dhruv Anand (Dhruv) as the ASM for the troubled territory. On analysis of data and facts, Dhruv realizes that things are not in order in the territory with multiple problems in frontline efficiency, ...read moreSHOW DETAILS -
Case Lens on Selling Skills in the Backdrop of Hollywood Movie, Boiler Room*
AUTHOR(S) : Vandana Jayakumar and Dr. Nagendra V. ChowdaryPUBLISHED DATE: 01/05/2017PUBLISHER: ET CasesCATEGORY: SALES AND DISTRIBUTION MANAGEMENTPRODUCT: Case LensCASE ID: SDM-7-0002, SDM-7-0002ACASE LENGTH: 3.40 MinutesDESCRIPTION:This Case Lens on Selling Skills is based on Hollywood movie, Boiler Room. Boiler Room is an engaging story of how Seth Davis (Seth) (son of a Federal Judge) drops out of college and lured by easy money and quick buck operates a casino. When admonished by his father, to earn his respect he joins a non-descript brokerage firm J.T. Marlin and becomes a successful broker within a very short time. However, he realizes his success comes at a huge cost to his clients and their families. When he was cornered ...read moreSHOW DETAILS -
Trinity Finance’s Sales Organization and Sales Approach (A): ‘RACE’
AUTHOR(S) : Adapa Srinivasa Rao and Dr. Nagendra V. ChowdaryPUBLISHED DATE: 09/12/2016PUBLISHER: ET CasesCATEGORY: SALES AND DISTRIBUTION MANAGEMENTPRODUCT: CASELETCASE ID: SDM-2-0001(a), SDM-2-0001ACASE LENGTH: 9 PagesDESCRIPTION: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 ...read moreSHOW DETAILS -
Trinity Finance’s Sales Organization and Sales Approach (B): Change Management and Behavioral Challenges
AUTHOR(S) : Vandana Jayakumar and Dr. Nagendra V. ChowdaryPUBLISHED DATE: 09/12/2016PUBLISHER: ET CasesCATEGORY: SALES AND DISTRIBUTION MANAGEMENTPRODUCT: CASELETCASE ID: SDM-2-0001(b), SDM-2-0001ACASE LENGTH: 7 PagesDESCRIPTION: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 ...read moreSHOW DETAILS -
Trinity Finance’s Sales Organization and Sales Approach (D): Sales Management Process
AUTHOR(S) : Y. Bala Bharathi and Dr. Nagendra V. ChowdaryPUBLISHED DATE: 09/12/2016PUBLISHER: ET CasesCATEGORY: SALES AND DISTRIBUTION MANAGEMENTPRODUCT: CASELETCASE ID: SDM-2-0001(d), SDM-2-0001ACASE LENGTH: 4 PagesDESCRIPTION: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, ...read moreSHOW DETAILS -
Trinity Finance’s Sales Organization and Sales Approach (G): Performance Management
AUTHOR(S) : Syed Abdul Samad and Dr. Nagendra V. ChowdaryPUBLISHED DATE: 09/12/2016PUBLISHER: ET CasesCATEGORY: SALES AND DISTRIBUTION MANAGEMENTPRODUCT: CASELETCASE ID: SDM-2-0001(g), SDM-2-0001ACASE LENGTH: 7 PagesDESCRIPTION: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 ...read moreSHOW DETAILS -
Trinity Finance’s Sales Organization and Sales Approach (F): Measuring Relationships
AUTHOR(S) : R. Muthukumar and Dr. Nagendra V. ChowdaryPUBLISHED DATE: 09/12/2016PUBLISHER: ET CasesCATEGORY: SALES AND DISTRIBUTION MANAGEMENTPRODUCT: CASELETCASE ID: SDM-2-0001(f), SDM-2-0001ACASE LENGTH: 4 PagesDESCRIPTION: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 ...read moreSHOW DETAILS -
Trinity Finance’s Sales Organization and Sales Approach (E): Building the Market Base
AUTHOR(S) : Adapa Srinivasa Rao and Dr. Nagendra V. ChowdaryPUBLISHED DATE: 09/12/2016PUBLISHER: ET CasesCATEGORY: SALES AND DISTRIBUTION MANAGEMENTPRODUCT: CASELETCASE ID: SDM-2-0001(e), SDM-2-0001ACASE LENGTH: 4 PagesDESCRIPTION: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 ...read moreSHOW DETAILS -
Trinity Finance’s Sales Organization and Sales Approach (C): Leadership Styles
AUTHOR(S) : A. J. Swapna and Dr. Nagendra V. ChowdaryPUBLISHED DATE: 09/12/2016PUBLISHER: ET CasesCATEGORY: SALES AND DISTRIBUTION MANAGEMENTPRODUCT: CASELETCASE ID: SDM-2-0001(c), SDM-2-0001ACASE LENGTH: 7 PagesDESCRIPTION: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 ...read moreSHOW DETAILS