CASE 7
Success Needs System
KCL company was a large manufacturer of cosmetics, detergents and scourers with sales of over Rs. 152 crore in the year 2000–01. It had manufacturing plants in five locations to provide effective coverage of market divided into five zones viz, Central, Western, Eastern, Northern and Southern. It had an extensive line of 20 products sold for use in business organizations and households. Its sales force was organized geographically into three to four areas, and each area comprised four to six districts. The Area Manager supervised the team at district level which comprises mainly sales force. The Area Manager was assisted by product managers whose chief responsibility was to report to and advise the company on product ...
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