General Manager Sales, Marico Industries Ltd, India, think about the future of the central sales organization (CSO). Central sales organization has been around for five years and met all its original objectives. However, with the rapidly changing industry, the very success of CSOs makes it seem less relevant for the future. He must decide whether it is true or if the CSO can be transformed to meet the changing needs of the Indian fast-moving consumer goods market. "Hide
by Srinivas Sridharan, Ramasastry Chandrasekhar Source: Richard Ivey School of Business Foundation 11 pages. Publication Date: March 1, 2006. Prod. # 906A10-PDF-ENG
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