.... Sales management Channel management Distribution India Distributors Intermediaries Conflict Kavita Kaur was full of apprehensions when she joined Chhattisgarh, a state in central India, as the Area Sales Manager at Broadway India Pvt. Ltd. (BIPL) in January 2020. It was her first job after...

.../applicability This case can be used in the introductory courses on entrepreneurship and sales and distribution for undergraduate and postgraduate students of Business Schools. Case overview This case revolves around the pursuit of an entrepreneur to develop and service sweetcorn vending kiosks in an Indian...

...T. N. Swaminathan; Arun T Subject area Marketing and entrepreneurship. Study level/applicability The case is applicable to MBA core marketing, sales and distribution, strategic marketing, fast-moving consumer goods (FMCG) marketing and entrepreneurship. Case overview Isaac Padmasingh...

... demand for disposable baby diapers. Novatis uses two distribution channels for the diapers: the multi-tiered distribution channel and the streamlined (straight to retailer) channel. Novatis Group is producing diapers at full capacity; still demand has exceeded supply. Expected learning outcomes...

...Ramendra Singh; Pramod Paliwal; Sanjay Sakariya Subject area Marketing-managing customer relationship, market positioning, target marketing, product strategy, distribution, retailing and supply chain management, integrated marketing communications. Study level/applicability Undergraduate...