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Marketing Management: Indian Cases by Susobhan Goswami G.Radha Venkatesh Suresh Paul A, Varsha Jain Ashita Majra Isaac Jacob

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CASE 20

Selling Process in Animal Nutrition and Health Industry

Vamso Biotec Pvt Ltd is a company set up by Dr.O.P. Agarwal way back in 1969. It all started as a small-scale operation based at Sirsaganj, Uttar Pradesh, and now it is a pan-India business operations employing more than 300 people. Being a veterinarian, Dr. Agarwal wanted to uplift the standards of rural animal husbandry practices with his innovative herbal supplements, and today, Vamso caters to the therapeutic and supplementation needs across all the species segments like cattle, poultry, and companion animal health care. From the very beginning, the sales model has remained almost unchanged—face-to-face sales call with prescribing doctors or farmers and promoting the benefits ...

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