Abstract

Hari Industries is a Fabrication & Engineering organization with units at Chennai and Hyderabad. Srinivas Kumar, one of the promoters and also the head of the Hyderabad operations, is facing a dilemma with regard to a business opportunity he had chanced upon. Primarily involved in the making of panels for switches and switch gears, he identifies an opportunity in servicing the market for movable classroom writing boards. Srinivas Kumar has to find an answer to questions like Should Hari Industries service the market for movable class room boards? What should the sales organization for serving such an opportunity be? What should the competencies in such forays be?

Learning Objectives

The case is structured to achieve the following Learning Objectives:

• Sales organization structure & design
• Competencies in the sales team — salesperson and the sales manager
• Evolving a position description document

Keywords

Sales force, New Market, SMSE, Diversification