Ấn phẩm:
Candy Confectioneries Pvt Limited (CCL). Vol.7 No.1 2017 [Tài nguyên điện tử]
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Tóm tắt
Candy Confectioneries Private Limited started its operations in 1995, and was one of the largest confectionery players in India with a market share of 20 per cent. The company had achieved sales of Rs 20bn in 2014 and had 15 confectionery brands in the market. The company was also trying hard to establish itself in the snacks category. The company had nationwide operations, and it was important for the company to expand into the rural market. It served its markets through a comprehensive urban and rural distribution setup. In the rural distribution network, the rural sales representatives (RSRs) played a key role and perhaps were one of the most critical factors in covering the rural market. The RSR system was typical to suit the requirement of product-market coverage with its limitations. The case broadly profiles eight RSRs who were engaged to cover a specific territory in the State of Bihar in India. It also describes their approaches to work and complexities emerging thereof in achieving the best results for the organization.
Mô tả
Emerald Emerging Markets Case Studies
Năm xuất bản
2017
Tác giả
Singhvi, Sajjan
Nhà xuất bản
Emerald Group Publishing Limited
Bộ sưu tập
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