| Description |
1 online resource : illustrations |
| Series |
SAGE business cases |
|
SAGE business cases
|
| Summary |
CoolFridge India Limited (CIL), a famous appliance marketer in India, had set an ambitious target to have a retailer in every market with a population above 100,000 in FY 2021-2022. The April-June 2021 sales performance of Bihar state was satisfactory. Atul, the CIL Sales Manager of Bihar, was happy with the effort made by the team but was concerned about the long-term viability of the newly appointed retailers and the distributors who serviced them. The problems of two retailers of one of his promising distributors, M/s Hare Krishna Traders, typified the challenges faced in sustaining the growth in the rural markets. Atul felt that some of these retailers were over-trading and some were under-trading. Both trading practices were undesirable for CIL, making the entire distribution network ineffective in a short period. Atul needed to find out the root cause of the problem before deciding on the corrective measures that should be taken |
| Bibliography |
Includes bibliographical references and index |
| Notes |
Description based on XML content |
| Subject |
Corporations -- Growth -- Case studies
|
|
Selling -- Electric apparatus and appliances -- India -- Case studies
|
|
Corporations -- Growth.
|
|
Selling -- Electric apparatus and appliances.
|
|
India.
|
| Genre/Form |
Case studies.
|
| Form |
Electronic book
|
| ISBN |
9781529796209 |
|
1529796202 |
|
