The Resource Aileron lighting : the sales promotion question, Sreeram Sivaramakrishnan, (School of Business Management, NMIMS, Mumbai, India), Mandar Bhide, (Mars, Mumbai, India)
Aileron lighting : the sales promotion question, Sreeram Sivaramakrishnan, (School of Business Management, NMIMS, Mumbai, India), Mandar Bhide, (Mars, Mumbai, India)
Resource Information
The item Aileron lighting : the sales promotion question, Sreeram Sivaramakrishnan, (School of Business Management, NMIMS, Mumbai, India), Mandar Bhide, (Mars, Mumbai, India) represents a specific, individual, material embodiment of a distinct intellectual or artistic creation found in University of Liverpool.This item is available to borrow from 1 library branch.
Resource Information
The item Aileron lighting : the sales promotion question, Sreeram Sivaramakrishnan, (School of Business Management, NMIMS, Mumbai, India), Mandar Bhide, (Mars, Mumbai, India) represents a specific, individual, material embodiment of a distinct intellectual or artistic creation found in University of Liverpool.
This item is available to borrow from 1 library branch.
- Summary
- The case describes the situation faced by a sales manager of a commoditized product in a tough and competitive market. Aileron Consumer and Lighting Group (ACLG) was among the top ten fast moving consumer goods (FMCG) companies in the country while also being among the fastest growing companies in India and had a diverse portfolio ranging from trade lighting to commercial and institutional lighting. Sunil, the sales manager, after his training found himself in the Budhwar Peth market in Pune, Western India where he was expected to find a way to increase sales of compact fluorescent lamps (CFLs). The product was undifferentiated and the competition was extremely strong with large allocations to advertising and dealer support. Sunil realized that his only hope for achieving his sales targets was to organize a sales promotion. His team and he came up with three options for sales promotions - two trade promotions and one consumer promotion. Sunil had to make the right choice of sales promotion for his market and the situation he found himself in
- Language
- eng
- Extent
- 1 online resource (4 pages)
- Note
-
- This case is well-suited for courses in sales and distribution management, marketing channels, sales promotions or promotion management. It can also be used in courses dealing with marketing strategy or integrated marketing communications. This case allows the instructor to discuss sales channel and sales promotion issues faced by sales managers in an Indian context
- Teaching notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes
- Includes index
- Label
- Aileron lighting : the sales promotion question
- Title
- Aileron lighting
- Title remainder
- the sales promotion question
- Statement of responsibility
- Sreeram Sivaramakrishnan, (School of Business Management, NMIMS, Mumbai, India), Mandar Bhide, (Mars, Mumbai, India)
- Language
- eng
- Summary
- The case describes the situation faced by a sales manager of a commoditized product in a tough and competitive market. Aileron Consumer and Lighting Group (ACLG) was among the top ten fast moving consumer goods (FMCG) companies in the country while also being among the fastest growing companies in India and had a diverse portfolio ranging from trade lighting to commercial and institutional lighting. Sunil, the sales manager, after his training found himself in the Budhwar Peth market in Pune, Western India where he was expected to find a way to increase sales of compact fluorescent lamps (CFLs). The product was undifferentiated and the competition was extremely strong with large allocations to advertising and dealer support. Sunil realized that his only hope for achieving his sales targets was to organize a sales promotion. His team and he came up with three options for sales promotions - two trade promotions and one consumer promotion. Sunil had to make the right choice of sales promotion for his market and the situation he found himself in
- Cataloging source
- UtOrBLW
- http://library.link/vocab/creatorName
- Sivaramakrishnan, Sreeram
- Dewey number
- 658.82
- Illustrations
- illustrations
- Index
- index present
- Intended audience
- MBA/Postgraduate
- LC call number
- HF5438.5
- LC item number
- .S58 2017
- Literary form
- non fiction
- Nature of contents
-
- dictionaries
- bibliography
- http://library.link/vocab/relatedWorkOrContributorName
- Bhide, Mandar
- http://library.link/vocab/subjectName
-
- Sales promotion
- Advertising
- Marketing
- Label
- Aileron lighting : the sales promotion question, Sreeram Sivaramakrishnan, (School of Business Management, NMIMS, Mumbai, India), Mandar Bhide, (Mars, Mumbai, India)
- Note
-
- This case is well-suited for courses in sales and distribution management, marketing channels, sales promotions or promotion management. It can also be used in courses dealing with marketing strategy or integrated marketing communications. This case allows the instructor to discuss sales channel and sales promotion issues faced by sales managers in an Indian context
- Teaching notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes
- Includes index
- Bibliography note
- Includes bibliographical references
- Carrier category
- online resource
- Carrier category code
-
- cr
- Carrier MARC source
- rdacarrier
- Content category
- text
- Content type code
-
- txt
- Content type MARC source
- rdacontent
- Control code
- emerald30
- Dimensions
- unknown
- Extent
- 1 online resource (4 pages)
- Form of item
- online
- Issn
- 2045-0621
- Media category
- computer
- Media MARC source
- rdamedia
- Media type code
-
- c
- Other physical details
- 18 illustrations.
- Specific material designation
- remote
- Label
- Aileron lighting : the sales promotion question, Sreeram Sivaramakrishnan, (School of Business Management, NMIMS, Mumbai, India), Mandar Bhide, (Mars, Mumbai, India)
- Note
-
- This case is well-suited for courses in sales and distribution management, marketing channels, sales promotions or promotion management. It can also be used in courses dealing with marketing strategy or integrated marketing communications. This case allows the instructor to discuss sales channel and sales promotion issues faced by sales managers in an Indian context
- Teaching notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes
- Includes index
- Bibliography note
- Includes bibliographical references
- Carrier category
- online resource
- Carrier category code
-
- cr
- Carrier MARC source
- rdacarrier
- Content category
- text
- Content type code
-
- txt
- Content type MARC source
- rdacontent
- Control code
- emerald30
- Dimensions
- unknown
- Extent
- 1 online resource (4 pages)
- Form of item
- online
- Issn
- 2045-0621
- Media category
- computer
- Media MARC source
- rdamedia
- Media type code
-
- c
- Other physical details
- 18 illustrations.
- Specific material designation
- remote
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<div class="citation" vocab="http://schema.org/"><i class="fa fa-external-link-square fa-fw"></i> Data from <span resource="http://link.liverpool.ac.uk/portal/Aileron-lighting--the-sales-promotion-question/OtMycYGyUIQ/" typeof="Book http://bibfra.me/vocab/lite/Item"><span property="name http://bibfra.me/vocab/lite/label"><a href="http://link.liverpool.ac.uk/portal/Aileron-lighting--the-sales-promotion-question/OtMycYGyUIQ/">Aileron lighting : the sales promotion question, Sreeram Sivaramakrishnan, (School of Business Management, NMIMS, Mumbai, India), Mandar Bhide, (Mars, Mumbai, India)</a></span> - <span property="potentialAction" typeOf="OrganizeAction"><span property="agent" typeof="LibrarySystem http://library.link/vocab/LibrarySystem" resource="http://link.liverpool.ac.uk/"><span property="name http://bibfra.me/vocab/lite/label"><a property="url" href="http://link.liverpool.ac.uk/">University of Liverpool</a></span></span></span></span></div>
