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Sales and Distribution Management Suggested Case Studies


Chapters Chapter Name Suggested Case Studies
The Sales Perspective
• Chapter 01
• Chapter 02
• Chapter 03
• Chapter 04
• Chapter 05		 : Introduction to Sales Management
: The Sales Organization
: Sales Functions and Policies
: Personal Selling
: International Sales Management		 • Organization Restructuring at Nokia
• TI Cycles - Targeting Urban Adults
• Product Line Pruning at P&G
• Tupperware in India
• Levi Strauss in India
• Eureka Forbes - The Direct Marketing
• Mary Kay Inc. - The Saleswomen
• Indian Aviation - Price Wars & More
• Anti-Dumping Regulations in India
Planning the Sales Effort
• Chapter 06
• Chapter 07
• Chapter 08
• Chapter 09
• Chapter 10		 : Sales Planning
: Sales Budgets
: Estimating Market Potential and Forecasting Sales
: Sales Quotas
: Sales and Cost Analysis 		• VAT - Overhauling the Indian Indirect Tax System
• HLL - Reinventing Distribution
• Max New York Life - The 3P Strategy
• Maruti Udyog Limited - The Pricing Dilemma
• Subhiksha - Discount Store with a Difference
Organizing and Directing the Sales Efforts
• Chapter 11
• Chapter 12
• Chapter 13
• Chapter 14
• Chapter 15
• Chapter 16		 : Hiring and Training Sales Personnel
: Time and Territory Management
: Compensating Sales Personnel
: Motivating the Sales Force
: Leading the Sales Force
: Evaluating Sales Force Performance 		• Dealer Training Programs - A New Trend
• HR Practices of the Container Store
• Novartis - Managing the Sales Force
• Computer Associates - Moving Toward Territory Management
• Carly Fiorina at HP
• Kishore Biyani - Pioneering a Retailing Revolution in India
• Women Sales Force at Tupperware
• LG India - Approach to Rural Markets
Distribution Management
• Chapter 17
• Chapter 18
• Chapter 19
• Chapter 20		 : Marketing Logistics
: Marketing Channels
: Channel Integration
: Channel Management 		• Cemex and its Technology Initiatives
• Streamlining Logistics at General Motors Corp
• Reverse Logistics - Gaining Importance
• TVS Logistics - Building a Global Supply Chain
• Distribution Strategies of Foreign Educational Institutions in India
• Inventory Management at Amazon.com
• Indian Post Office - Redefining Distribution
• TATA Chemicals - Reaching Out to the Masses
• ICICI Prudential - Multiple Distribution Channels
• HLL - Reinventing Distribution
• Asian Paints - Blending Technology and Distribution
• Indian Film Distribution - The Transition Phase
• Tupperware in India
• Goodyear Tires - Managing Dealer Relations
• PepsiCo’s Distribution and Logistics Operations
• Yellow Transportation Inc.- The Tech Leader of the Trucking Industry in India
• Carrefour - Managing the Global Supply Chain
• Inventory Management at Amazon.com
• TVS Logistics - Building a Global Supply Chain
• Revamping the Supply Chain - The Ashok Leyland Way
• Sears - Logistics Management Practices
• Unilever Restructures its Supply Chain Management Practices
Channel Control
• Chapter 21
• Chapter 22
• Chapter 23		 : Evaluating Channel Performance
: Managing Channel Conflicts
: Channel Information Systems		 • Baskin Robbins - Sales Strategy for India
• Goodyear Tires - Managing Dealer Relations
• Channel Conflict at Apple
• Apple Computer - The Reseller Conflict
• Information Technology Initiatives at Shoppers’ Stop
• Maruti Udyog - Using Technology in Logistics
• Asian Paints - Blending Technology and Distribution
• Mahamaza.com - Bringing e-commerce to Rural India  
• Cemex and its Technology Initiatives
Channel Institutions & Future Trends
• Chapter 24
• Chapter 25
• Chapter 26		 : Wholesaling
: Retailing
: Ethical and Social Issues in Sales & Distribution Management		 • Food Corporation of India
• Secret of Honda’s Success
• Foreign Direct Investment (FDI) in the Indian Retail Sector
• Viveks - Retailing Strategies
• McDonald’s Food Chain in India
• Apple iTunes: Changing the Face of Online Music Retailing
• Akbarallys - Reinventing for Profits
• GE - Ethics and Social Responsibility
• The Times of India and Ethics
• The Times of India and Ethics
• Cadbury and the Worm Controversy
• Reliance Infocomm - The Question of Ethics

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