| Case Title |
Sales
Team Motivation at Taurus Paints |
| Case Author(s) |
Renuka Narayanswamy
|
| University |
T. A. Pai Management Institute
(TAPMI), Manipal, India |
| Abstract |
The case deals with the problems faced by a manager of a sales depot
in motivating his salesmen in a competitive, technology-driven and growing
market. The case provides a detailed background on the industry, organizational
structure of the sales department, recruitment procedure, orientation and
training schedules administered, performance and promotional policies, and
results of the satisfaction survey amongst the salesmen. Possible discussion
areas include methods of monetary and non-monetary incentives, sales force
motivation, and training. |
| Available In |
MIP Case Collection |
| Publisher |
T. A. Pai Management Institute (TAPMI),
Manipal, India |
| Publisher Case No. |
1999-2001-25 |
| Distributor(s) |
T. A.
Pai Management Institute (TAPMI), Manipal, India
|
| Pub/Rev Date |
4/1/01 |
| ISBN |
|
| Case Length |
12 |
| Teaching Note |
No |
| Pub TN Ref No. |
|
| Pages (TN) |
|
| Issues |
Sales Force Motivation, Technology-Driven
Market |
| Organisation(s) |
|
| Countries |
India |
| Industry |
Chemicals |
| Period Covered |
1999-2001 |
| Level |
Postgraduate |