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This repository provides metadata of IIMB Publications and aimed at creating and preserving an archive of Institution scholarship. IIMB Publications include Articles, Working Papers (FULL TEXT), Book Chapters published by Faculty, Doctoral Dissertations by FPM Scholars and Project reports of Students enrolled in various courses of IIMB.
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https://repository.iimb.ac.in/handle/2074/10721| Title: | Definition of demand chain policies for a leading building materials industry player in India; KPMG | Authors: | Manigandan, G | Keywords: | Demand chain policies;Cement industry;Market penetration | Issue Date: | 2012 | Publisher: | Indian Institute of Management Bangalore | Series/Report no.: | PGP_SP_P12_064 | Abstract: | The company is a leading player in the building materials industry- the Asbestos Cement Sheets Industry in India. It has a current market share of 20% and aspires to increase it to around 25% by 2015. In this context an exercise was undertaken to enhance the effectiveness of the demand chain to improve the performance of the dealer network and sales force. The project comprised two modules – • Sales force structuring to correct existing work load imbalances and improve dealer coverage by the Field Sales Officers(FSOs) • Definition of demand chain policies to improve sales and distribution effectiveness. Also programs for key account management are designed to improve coverage in high potential markets. | URI: | http://repository.iimb.ac.in/handle/2074/10721 |
| Appears in Collections: | 2012 |
Files in This Item:
| File | Size | Format | |
|---|---|---|---|
| PGP_SP_P12_064.pdf | 264.92 kB | Adobe PDF | View/Open Request a copy |
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