Q.

3 If you are the

Industry Association,
what will be your stand Group-3
and why? Saleha Butt- 19BSP2407
Sakshi Srivastava- 19BSP2404
Saugat Kaushik- 19BSP2498
Saloni Agrawal- 19BSP2410
Satyajit Patel- 19BSP2491
  An offer should be detailed with expiration date.
 There should be prior intimation for booking bonus stock incase
possession cannot be immediate.
Q.2 If you are  Payment cycle should be strictly abide. In case of delay, there
should be consent of the payment receiver.
the Industry  If they cannot get a solution favoring both the parties, we can
Association, serve as a forum where they can settle their disputes.
 Offer could be negotiated between both the parties and mutual
what will be both parties should agree mutually on offer rate so that it’s win-
your stand and win situation for both
 Prior information about the bonus offer should be given to the
why? distributors considering the probability that distributor are not in
the state of taking any immediate possession
 All the details related to the bonus offer should informed in detail
with all the terms and conditions
Q.6 From this case what
lesson should the top
management of Sonton Group-3

draw Saleha Butt- 19BSP2407

Sakshi Srivastava- 19BSP2404
Saugat Kaushik- 19BSP2498
Saloni Agrawal- 19BSP2410
Satyajit Patel- 19BSP2491
  Company should be aware of the stock levels with the distributor
and provide offers on suitable time
 Flexibility in policies for key accounts will help in referrals and keep
Q.6 From this them delighted
case what  Payment cycles should not overlap
lesson should  There should be proper communication in the supply chain of the
organization
the top  Company needs to be aware about the fact that distributors help
management them grow their business and they need to give them flexible
offers with flexible expiration date
of Sonton  As in this case D R distributors contribute 7% of Ankush's yearly
draw sales of 60 million and at the same time Kushal from D R
distributors is a very influential person and he can create problem
for the company in the pharmaceutical market. Ankush's one
wrong step can cost him a huge amount.