Developing a Personal Selling Strategy

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Case Details:

Case Code : MKTG254
Case Length : 07 Pages
Period : -
Pub Date : 2010
Teaching Note : Available
Organization : -
Industry : Books
Countries : India

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Please note:

This case study was compiled from generalized experience of the authors, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.

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Introduction

Kasturi Rangan (Kasturi), a software engineer, and two of his colleagues had a somewhat difficult task on their hands. They wanted to develop a personal selling strategy for their pet project — convincing prominent book retailers in the city to stock a set of books on spiritualism.

Kasturi worked as a team leader in a multinational software development firm in the South Indian city of Hyderabad. Despite professional growth and the money coming his way, he had been feeling restless for some time. Of late, he had developed a distaste for the hectic and mechanical life he was leading and this had become a source of dissatisfaction and stress for him...

Exhibit

Exhibit: A List of the Books with Relevant Details (by Publisher)


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