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Abstract
Suresh Sharma (Suresh), the newest Area Sales Manager (ASM) in Mapin Confectionery Ltd is a worried man. His territory, ie Delhi NCR, has become an Achilles' heel in North region. The top management wants a swift turnaround and Suresh seeks the help of his old mentor and the mercurial Regional Training Manager of Mapin Pankaj Mittal (Mittal).On subsequent probing and analysis of performance metrics of his team members, Mittal realizes that things are not in order in the territory with multiple problems in the attitudinal traits, approach, efficiency and competency of his frontline sales-force, which are not in cognizance with Mapin's high standards of excellence. He also uncovers misdoings of some sales executives. He prepares a detailed dossier for his adroit protege. How does Suresh leverage the strengths and mask the weaknesses of individual executives in his future game-plan? What shall be the blueprint for turnaround of the territory? There are several dilemmas that needs to be resolved by Suresh to succeed in this herculean task.
Location:
Other setting(s):
2018
About
Abstract
Suresh Sharma (Suresh), the newest Area Sales Manager (ASM) in Mapin Confectionery Ltd is a worried man. His territory, ie Delhi NCR, has become an Achilles' heel in North region. The top management wants a swift turnaround and Suresh seeks the help of his old mentor and the mercurial Regional Training Manager of Mapin Pankaj Mittal (Mittal).On subsequent probing and analysis of performance metrics of his team members, Mittal realizes that things are not in order in the territory with multiple problems in the attitudinal traits, approach, efficiency and competency of his frontline sales-force, which are not in cognizance with Mapin's high standards of excellence. He also uncovers misdoings of some sales executives. He prepares a detailed dossier for his adroit protege. How does Suresh leverage the strengths and mask the weaknesses of individual executives in his future game-plan? What shall be the blueprint for turnaround of the territory? There are several dilemmas that needs to be resolved by Suresh to succeed in this herculean task.
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Location:
Other setting(s):
2018
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