PRESTIGE INSTITUTE OF MANAGEMENT AND RESEARCH, INDORE

SESSION: 2018-2020

CASE STUDY ANALYSIS

PRESENTED TO - PRESENTED BY -
DR. VIPIN CHOUDHARY MITUSHI NEGI
PRANAY DUBEY
SUSHMITA GOUR
YASHI GUPTA
 SUMMARY

MR.
LEADING MERGING
CHANDRAJIT
MANUFACTURER SALESFORCE
SINGH (CS)

TRAINING
NEW BUSINESS
ACQUISITION NEED
PLANS
ASSESSMENT

TRAINING
BIG PLAYERS EXPANSION
PLAN
1.What training issues must CS include in his
proposal?
Different approaches

Rigid attitudes

Difference in the work culture

Unutilized efficiency

Lack of training

Focus on old segment

2. a) What kind of suggestion should CS offer to the
sales-people of the Anchor Toothpaste Division?

Need of training required to improve the

sales performance.

Workforce should identify the differences in

the selling methods in toothpaste segment.

On & Off the job training

b) Should it be different from that of the new
recruits?
YES

Company Product Customer

knowledge knowledge knowledge

Selling skills
Competitor
/ Sales
knowledge
techniques
3. Were the groups of salespeople who were not
attending the repeat meetings making a mistake by
staying away? What is your opinion on this? Why
were they behaving in this way and what action
should be taken against them?
YES
• Increase sales/profits.
• Increase sales productivity.
• Improve customer relations.
• Prepare new salespeople for assignment
to territories.
4. If you had been in CS’s place, what training
content would you have recommended to the board
of directors and why?
Events and campaigns

Trios

Brochures and CDs

Awards, rewards and recognition

Group discussions

Role playing