Sharad Pal at Maheshwar Filling Station, Bopal

Abstract

The case describes the situation faced by a Sales Officer in justifying the investment in the dealership faced with low sales and mounting competition for improving the performance of the dealership. The case describes the infrastructure available at the outlet, the market in and around the dealership, competitor performance, and the operations and performance of the dealer. The location map and assessment of potential are also provided. This case has been used as an introductory case in the Phase-I of the three phase programmes on marketing for the sales officer of retail SBU. It can be used for any programme for field officers supervising retail dealers for improving their leadership skills.