There is a current research gap in the marketing and management literature regarding the setup of sales and distribution structures as well as the rollout in foreign target markets in order to establish countrywide presences. Due to this gap, we developed the International Sales Accelerator...

This case study is intended to develop an appreciation for the role of trust in buyer seller relationships through a fictional account of a student's summer job. Given the high likelihood that students will have a sales job during their studies, or shortly after their graduation, this case can...

Indian demography is one of the most peculiar vis-a-vis to the demography of any other country in world. This brings in major challenge for the success of any FMCG (Fast moving consumer goods) company in enhancing its revenue through enabling efficient coverage of existing set of outlets and...

Communication between seller and buyer is done through multiple channels. There are multiple ways to use technical media and channel selection to create more information, but does this lead to a better performance of a firm? Research on the impact of different marketing channels in the industry...