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dc.contributor.authorKoshy, Abraham
dc.description.abstractThe case is about journey of Getit Infoservices Pvt. Ltd which has been pioneer in Yellow Pages industry in India. With the emergence of internet and voice in directional media, Getit has to deal with new competitors who have challenged its leading player status. The role of the salesforce becomes important in the changing environment as Getit’s business hinges on getting the B-2-B customers to come aboard the new platforms of voice and internet where other competitors have taken lead. Mr. Sidharth Gupta, CEO of company, has to decide the way forward which will also help in tackling the problem of salesforce attrition.en_US
dc.publisherIndian Institute of Management, Ahmedabaden_US
dc.subjectSalesforce Managementen_US
dc.subjectDirectional Mediaen_US
dc.subjectSalesforce Attritionen_US
dc.subjectB-2-B Marketingen_US
dc.titleGetit: Managing the Salesforce in Changing Timesen_US
dc.typeCases and Notesen_US

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