Marketing to Win

CHAPTER TEN

Stopping Enemy Fire

As a fire reduces wood to ashes, so, O Arjuna, does the fire of knowledge reduce all works to ashes.Krishna (to Arjun), Bhagawad Gita

Within a week I occupied the chair of District Manager (East) in the same office building where I had begun my career. The job of a district manager consisted of two roles. The first one was to motivate, support and lead the three or four branch managers looking after the branches within the district. In the ITC marketing organization, the fieldwork of distribution, promotions, and relationships with trade was clearly the responsibility of the branch managers. The role of district managers, as said earlier, was to guide the branch managers to formulate their action plans and then ...