Ivey Business School (Canada)
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Laurs & Bridz: Human Resource Policies for Sales Personnel - Teaching Note
Sandeep Puri; Bindu GuptaTeaching Note IVEY-8B18A006-EMarketingTeaching note for product 9B18A006.Starting at €0.00
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Maha Research Labs: Sales Force Effectiveness
Sandeep Puri; Rakesh Singh; Bindu Gupta; Shraddha PuriCase IVEY-W27721-EKnowledge and Communication, MarketingIn January 2022, Maha Research Labs Private Limited (MRL) needed to boost its sales force effectiveness (SFE). Due to the COVID-19 pandemic, MRL experienced losses in sales revenue and saw dwindling profits through 2020 and 2021. The pandemic had changed the sales ecosystem of the pharmaceutical industry, with many physicians and retailers now preferring online sales presentations. MRL’s managing director was concerned about the increased marketi...Starting at €8.20
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Airtel Money: Can the African Success Be Replicated in India
Jayanthi Ranjan; Parijat UpadhyayCase IVEY-9B14E027-EInformation Technologies, StrategyAirtel mCommerce Services Limited was waiting for news from the Reserve Bank of India related to mobile banking regulations, as it was eager to unleash the massive potential and untapped opportunity in India regarding mobile commerce. Its service, Airtel Money, was struggling in India, but it had experienced a huge success in Africa. Though it had some initial success in India, it still had a long way to go to capture the Indian mobile market.Starting at €8.20
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BYD Cars in India: Can They Make a Dent?
Makrand Manjul Shandilya; Parijat Upadhyay; Prabin Kumar PanigrahiCase IVEY-W32514-EMarketing, StrategyIn October 2022, Chinese car company BYD Auto Co., Ltd. (BYD) announced its entry into the Indian automobile market with the Atto 3, an electric sports utility vehicle (e-SUV). Despite facing challenges in India’s emerging electric vehicle (EV) market and the close scrutiny on investments from China, BYD aimed to sell 15,000 units to be assembled at its existing Chennai plant, to establish manufacturing facilities, and to open fifty-three dealers...Starting at €8.20
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Sarva Pharmaceuticals in Cambodia: Fight or Fold - Teaching Note
Sandeep Puri; Rakesh Singh; Raj Agnihotri; Bindu GuptaTeaching Note IVEY-8B20A060-EMarketingTeaching note for product 9B20A060.Starting at €0.00
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Sarva Pharmaceuticals in Cambodia: Fight or Fold
Sandeep Puri; Rakesh Singh; Raj Agnihotri; Bindu GuptaCase IVEY-9B20A060-EEntrepreneurship, Marketing, StrategyIn January 2020, Jai Prakash Chaubey, the managing director of Sarva Pharmaceuticals Private Limited (Sarva), needed to decide whether or not to accept a proposal from Gursim Pharmaceutical Limited (Gursim) to market some of Sarva’s products in Cambodia. Sarva had been performing well; however, the company’s profitability in Cambodia was minimal. Should Chaubey accept Gursim’s offer? Or should he hire a new country head who could drive the sales ...Starting at €8.20
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Nexa: Maruti Suzuki's Premium Dealership Network
Boishampayan Chatterjee; Manas Paul; Parijat Upadhyay; Neel DasCase IVEY-9B16A040-EMarketing, StrategyIn July 2015, the largest automobile company in India, Maruti Suzuki India Limited (MSIL), took the initiative to improve its market penetration in a particular category of the passenger car market—the premium segment. Although MSIL was the current market leader in India’s entry-level car segment, the company had not been successful in establishing itself as a dominant player in the premium segment—a segment that had seen intense competition sinc...Starting at €8.20
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Laurs & Bridz: Human Resource Policies for Sales Personnel
Sandeep Puri; Bindu GuptaCase IVEY-9B18A006-EEntrepreneurship, Marketing, StrategyIn 2017, the director of Laurs & Bridz Pharmaceuticals Private Limited (an Indian pharmaceutical manufacturer) was working to expand the company throughout India and increase sales revenue by 2020. However, the director recognized two obstacles: the lack of employees and the absence of a dedicated human resources department. The company needed to create human resources systems and processes to manage a sales force. The director needed to quickly ...Starting at €8.20
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BYD Cars in India: Can They Make a Dent? - Teaching Note
Makrand Manjul Shandilya; Parijat Upadhyay; Prabin Kumar PanigrahiTeaching Note IVEY-W32515-EMarketing, StrategyTeaching note for product W32514.Starting at €0.00
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Maha Research Labs: Sales Force Effectiveness - Teaching Note
Sandeep Puri; Rakesh Singh; Bindu Gupta; Shraddha PuriTeaching Note IVEY-W27722-EKnowledge and Communication, MarketingTeaching note for product W27721.Starting at €0.00