SALES FORCE AND CHANNEL MANAGEMENT

2ND INTERNAL EVALUATION

CASE No.1
ALANKAR dry-cleaners is a popular dry-cleaning company in Pune with three
outlets. It has been in the business of dry-cleaning and darning for over twenty
years.
The owner’s son Prashant has just returned from USA after a degree in
Management. He wants to grow the business rapidly and one of his plans is to
open up Alankar Dry cleaner business in many parts of Pune city. He feels that
the name Alankar is now well known all across Pune city. There is no other Dry-
Cleaners with three outlets. His Banker has assured him of the finance that
may be needed and the Real Estate developers have confirmed that that there
are plenty of commercial space available all across the city. He is also aware
that the younger population of the city would respond very well to these
outlets.
Prashant is, however, not sure if all the outlets should be owned by Alankar or
should they be franchised by them. Prashant’s father thinks that all the outlets
should be owned by them to maintain the high standard of service already
established by them.
What do you think? How should Prashant go about with his plans.

CASE No 2.
Assume you are appointed as head of Marketing and Sales with Sargam
Aluminium Company, which is a new company manufacturing and marketing
Aluminium extruded products such as doors and windows, and partition
Aluminium frames as well as Heat sinks for Electronics equipment and
electrical control panels. Their customers include business organisations as
well as households.
Their factory is located in the Hosur district of Tamil Nadu about 38 kilometres
from Bangalore city. You have discussed with your CEO that your initial focus
will be to establish Sales and Distribution efforts in the Southern region
consisting of Tamil Nadu, Karnataka, Andhra Pradesh, Telangana and Kerala.
You are required to design the sales territories to cover the five southern
states. Describe how you would go about your task.

CASE No 3
The sales and Marketing team of Modern Motors (MM) is debating whether
they should go in for Distributors or continue with their distribution with
Whole sellers selling electrical goods.MM is in the business of manufacturing
electrical goods with electric motors being their dominant business.MM
operates only in the states of Karnataka and Tamil Nadu through freelance
Whole sellers.
Their business has grown from Rs 15 Crores some years back to Rs 32 Crores
now. The Top Management feels they should appoint Distributors for their
growing business. The sales and marketing team are divided in their opinion.
Some of their competitors use Distributors and some others use Freelance
Whole sellers.
Please advise MM sales team with a clear and logically thought-out decision.