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4. Solutions-
Short term solution-
1. For promotion use proper media use the cheapest media i.e. radio,
News paper etc.
2. Participate in social activities programmes.
Best solution-
1. For promotion use proper media use the cheapest media i.e. radio,
News paper etc.
2. Make available its products all over the country and all over the
Globe.
2. Title: Quality bathing soap.
Area-
Price mix
Sub-area-
Price penetration
Solution-
Short term solution-
1. a good quality bathing soap with a unique colour and perfume
combination.
2. Price should be substantially lower to be a comparable product in the
market by maintaining a low profit margin.
Best solution
Short term-
1. Keep in close touch with the market demand and accordingly with the collected
data form customers make the necessary changes in their products.
Long term-
1. Maintaining the quality of their products.
4. Title :- Modernizing sales outlets:-
Area of the case -
Personal selling .
Facts of case-
1. mr. harish panjiwani was a refugee. When he started his small grocery business
about 40 years back.
2. initially, he hawked his goods door to door and soon developed a sizable number
of steady customers. This was largely due to his sober temperament, reliable
dealing and his amiable nature . this extrovert nature helped him develop many
friends and well-wishes .
3. he expand the range of his business activities & he now owns several shops
dealing in consumer durable dairy products and also has general store besides a
large medical shop.
4. he feels emotionally attached to his original grocery business and continues to
operate it with enthusiasm.
5. his business place has even come people of his generation to meet.
6. his children are grown up and the eldest one , rajesh, has just returned from
abroad after completing management education there.
7. ambitious by nature ,rajesh would like to expand his business fast. He feels that he
needs ‘professional’ in his approach.
8. in his opinion , his father’s way of dealing people is outdated. Rajesh is irritates
when his father’s old friend drop in appending time talking with him. Many a
times, he feels that this type of casual come together is a waste of time . he would
lke to deal with them as customers only, serving them with precision & in a
methodical manner.
9. he except , that his customers should appreciate this ; modern way of doing
business.
10. some of the customers have anyhow, started noticing the changes in the way in
which rajesh deals with them . they feel that the old ‘wormth’ of their relationship
with senior panjiwani is somehow missing &tjey are now less welcome at the
shops.
1. mr.harish panliwani feels emotionally attached to his original grocery business and
continues to operate it with enthusiasm.
2. rajesh would like to expand his business fast.
3. rajesh would like to deal with them as customers only serving them with precision
and in a methodical mannel.
4. the customers feel that the old ‘wormth’ of their relationship with senior panjiwani
is somehow missing and they are now less welcome at the shops .
5. rajesh feels irritated when his father’s old friends drop in at the shos and spend
time talking with him.
Solution-
Short term-
1. to develop a good relationship with customers provide them a free delivery of
order.
2. develop personal selling to develop a sizable number of steady customers.
Long term -
1. regular follow-up with customers . so that they can visit the shop regularly.
Best solution-
To develop a good relationship with customers provide them a free delivery of order.
5. Title: Nirula’s case
Area of the case:
Sustenance of business development
Sub-area:
Strategic management
Best solution:
Short term solution:
solution-
1. Selection of each segment could be considered a solution. Applying the
principle of examining the worst solution first, we should take up the segment of
bazaar sales first. The size of this segment is not known fully and accurately.
2. A market research study is required. The segment will require a sizable amount
of advertisements and calls for approaching a large number of retailers.
Establishing M/s Bindu & Gautum as suppliers will require a lot of time. This
segment is thus not suitable for M/s Bindu & Gautum under the present
circumstances
3. The second segment could be the institutional sales. It has the merit of needing
little advertisement and would require approaching a small number of institutions.
It has the drawbacks of getting lower prices, needing a change in the packaging
and the product. Assured regular supplies would have to be maintained to the
customers. This would imply that the ups and downs in export supplies cannot be
dumped in this market.
4. The case of the upper class segment appears straight forward. Limited
advertising may be needed and only a few retailers to stock the product. There is
no need to change the product or the packaging. These are definite advantages. The
drawback is the size of the market can be overcome either by moving into the
neighboring states of Madhya Pradesh, Rajasthan, etc.
5. Alternatively, the company can initially start with this market and
simultaneously start a dialogue with institutional customers.
best solution-
Thus, as the production increases or there is possible trouble with a consignment
for export not meeting the grades, the institutional buyers could be persuaded to
step in. a combination of 2 segment would be an ideal solution.
7.Title-Advertising of Super Flask Ltd.
3. The potential zone is South Zone i.e. 35% of the total; and is offering 90
models.
4. They have appointed various distributors and wholesalers through rail and road
to avail it to the ultimate customers.
6. They have value force of 30 which are responsible for personal selling.
SOLUTION-
Promotion is the only P in the marketing mix which deliberately communicates
benefits of the product and all the offerings of the firm to the target markets.
The five elements of Promotion Mix are:
1. Advertising – Advertising relates to publicity through Co-operative
advertising, Print Media like Newspaper, pamphlets, Audio/ Video advertising like ad
on TV or Radio, etc.
best solution-
1. Advertising – Print Media
2. Personal Selling – Salesmanship
3. Direct Marketing – E-mail Marketing
4. Sales Promotion – Free Samples
5. Public Relations – Annual Reports, CSR
8.Title- PERFORMANCE OF 4 SALESMEN
SOLUTION:
short term:
1] B,s market potential is more than other. But his value of order is less
than others. he should increase his average order if he increase his
average order his value of order his value of order automatically increase.
2] A & C should try to fulfill their calls per week then they could be get
high market potential.
3] The number of orders of D is 80% but his average orders are less than
A &C .That’s y he has to increase his average orders.
long term:
1] For increasing the average order the company has to give proper
training to the employees.
2] The number calls should be distributed to everyone equally.
best solution:
All salesman should to fulfill their calls order in hundred
percent this is important increase market potential.
9.Title-THE WONDER DRUG
Area:
Marketing mix.
sub-area:
Promotion mix.
facts of the case:
1] dr. Archit. k.bura has developed a composite treatment consisting
of a tablet and powder. The powder reduces the growth of facial hair and the
tablet diverts nutrition from the facial hair to the hair on the head. The period
of the treatment is 9 months.
2] The medicines have been tested by the government and found fit
for human use without any harmful effects.
3] A factory for manufacturing these medicines and a company with
its head office co-located with the factory has been setup.
4] The marketing team wants distribution channel to be in place before
the production or advertising starts their proposal is to employ state level
distributors and make facial powder available through barber shop and the
tablets through chemists and medical store.
problem of the case:
1] To suggest a suitable distribution channel for selling a composite
treatment for reducing facial hair and diverting nutrition from the facial hair
to the hair on the scalp.
2] The treatment is not totally cure baldness.
short term :
1] The proposal made by the marketing team. The powder and the
tablets are the composite treatment and there sales should be effected
through 2 different sources.
2] Barbers will not be able to handle the sales should accepted as per
the assumption. The distributor per state may not be adequate.
long term:
1] Retailing the department stores, chemists, beauty parlors. Distributors
should be appointed based on the judgment of the turnover excepted. Bigger
cities and developed areas may have greater sales and may require
independent distributors. Smaller turnover territories may have a distributor
covering a larger geographic area.
2] The product is readily available at outlets usually frequented by the type
of people who can afford a course of this expensive medicine.
The potential customers will feel assured since they consider these outlets to
be dependable .these type of medication is likely to have some snob value
and buying it from a reputed outlet will satisfy the ego. There are at least
chances of getting adulterated medicines if bought from a good shop.
best solution:
Combination of second and third solution may be the best course to follow.
The sale of the medicine directly from the factory and also appoint elite
store, chemist, beauty parlors etc, and distributors should be appointed
depending upon the sales expected in an area………
10.Title-PERISHING RENTS
Best solution-
Rajesh even have to interact with the customers to know there choices and
testes so can he develop some important changes in his business.