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Janalakshmi Financial Services' HR Dilemma (Spanish Version)
Chung, Doug J.; Kak, RadhikaCase HBS-517S14MarketingV. S. Radhakrishan, CEO de Janalakshmi Servicios Financieros, una de las mayores organizaciones de microfinanzas urbana de la India, se enfrenta a un dilema HR. La fuerza de ventas en la mayor división de JFS, al por menor de Servicios Financieros, que se centró en la distribución de pequeños préstamos basados en el grupo, estaba experimentando disminución de la productividad y una alta y por encima del mercado tasa de desgaste. Radhakrishnan s...Starting at €8.20
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Sales Force Management at Nobel Ilac, Teaching Note
Chung, Doug J.Teaching Note HBS-520057-EMarketingTeaching note for case 519067.Starting at €0.00
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Janalakshmi Financial Services' HR Dilemma
Chung, Doug J.; Kak, RadhikaCase HBS-516039-EMarketingJanalakshmi Financial Services (JFS), an Indian microfinance institution, had grown rapidly by providing financial products to its main customer base, the urban poor. However, the company was facing several challenges. JFS's productivity was declining, and it was experiencing a high and above-market-average attrition rate in its sale force-i.e., the loan officers. In addition, the division of duties for origination and collection by the two types...Starting at €8.20
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Janalakshmi Financial Services' HR Dilemma, Teaching Note
Chung, Doug J.Teaching Note HBS-516115-EMarketingTeaching note for case 516039.Starting at €0.00
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Sales Force Management at Nobel Ilac
Chung, Doug J.; Yucaoglu, GamzeCase HBS-519067-EMarketing1) growth was not as high as desired; and 2) the sales force's voluntary turnover was very high. Given that the sales force was the only go-to-market channel, Nobel needed to do something to reduce employee turnover without affecting the positive trend in sales and profits. For many industries, personal selling is the primary and sometimes the only way that a firm can go to market. Hence, properly managing the sales force is a key to a firm's su...Starting at €8.20