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Banwari Lal and Subir Bose
(2010-07-26)
Deals with the situation where a major retailer of consumer products is obtaining supplies through unauthorized channels. The problem is to motivate the retailer to deal with the authorized salesman and distributor. The ...
The Ranipet Begumpur Sales War
(2010-07-26)
Deals with a sales territory dispute. Janardhan has accused Thomas of "stealing" sales from his territory. Thomas feels he is generating additional sales by sending patients to a free clinic in Janardhan's territory. An ...
Creative Exercises in Sales and Distribution Strategy
(2010-07-26)
Five short exercises dealing with domestic and international sales and distribution strategy formulation.