Sales Personnel and their Training - The Tool to Get Competitive Advantage
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Case Details:
Case Code : INS034
Case Length : 03 Pages
Period : 2003
Pub Date : 2003
Teaching Note : Available
Organization : Varied
Industry : Insurance
Countries : India
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The Flemming Group of Companies (FGC) was one of the leading providers of
financial and insurance services in Australia. The group had also
diversified into other businesses like pharmaceuticals, fast moving consumer
goods and retailing.
After liberalization of the insurance sector in India, the group saw an
opportunity for establishing its business in India. However, due to lack of
knowledge about the Indian market, they decided to enter the country through
a joint venture with a local firm.
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The chairman of the Flemming Group,
Stephen Flemming, visited India along with his team of advisors to find a
suitable partner for the joint venture.
He had a series of meetings with different insurance players in India to
decide on the joint venture partner. After consulting numerous people,
he felt that Mitra Agencies would be best suited for the joint venture.
Mitra Agencies was a leading retailer in the country and also one of the
leading marketing agencies in India. Its headquarters were located in
Commercial Street, Bangalore. Once the joint venture partner was
finalized, the remaining formalities were finished quickly in order to
commence business as soon as possible... |
Please note:
This case study was compiled from published sources, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.
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