Details

Case

Educator Copy

Tapal Tea Private Limited

Irfan Amir


INDUSTRY : Tea

AREA : Marketing

ORGANIZATION : Tapal Tea Pvt. Ltd.

LENGTH : 17

LUMS No : 04-2354-2005-1

PUBLICATION YEAR : 2005

DESCRIPTION

KEYWORDS:

Tapal,Tea,Private Limited,Sales Performance,Vendors,Recommendations


DESCRIPTION:

In early July 2001, Waheed Sarwar, Regional Manager North, Tapal Tea was under pressure from the General Manager North to make recommendations before 31 July for improving sales performance of the northern region. Waheed had to address several issues including declining sales, limited success in quota achievement, and rising selling expenses. He had collated a large amount of sales and other relevant data to analyze the problem and to develop a set of recommendations.


LEARNING OBJECTIVES:

This is an integrated case in the area of Sales Force Management. The case may also be taught in the Marketing Management course.


SUBJECTS COVERED:

Marketing