Browsing Cases and Notes by Author "Dholakia, Nikhilesh"
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Banwari Lal and Subir Bose
Dholakia, Nikhilesh (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 ... -
Creative Exercises in Sales and Distribution Strategy
Dholakia, Nikhilesh (2010-07-26)Five short exercises dealing with domestic and international sales and distribution strategy formulation. -
The Ranipet Begumpur Sales War
Dholakia, Nikhilesh (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 ...