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Transport Corporation of India (A): The Cross-selling Conundrum



著者:Narayanan, V.G.;Chaturvedi, Saloni

価格(税込)¥1,408
サイズA4
ページ数25 ページ
発行年月2013年 5月
Product No.113003
言語英語
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商品の説明

Transport Corporation of India was a logistics company that provided multi-modal transport solutions to its customers. Set up in 1958, TCI had grown from a one man, one truck, one office' set-up to a company with revenues of $400 million in half a century. TCI's growth had been assisted by the creation of individual divisions that provided specialized services to its clients - Freight, Express, Supply Chain Solutions, Seaways and Global. In 2012, the company renewed it efforts to foster cross-selling across the divisions with the hope that this would increase customer-stickiness and foster growth. However, as the company tried to push the cross-selling agenda across its various divisions, it faced myriad issues. It needed to educate its divisional sales-staff about the services provided by divisions other than their own; to motivate them to cross-sell; and to create intra-division confidence to facilitate cross-selling. While the Joint Managing director, Vineet Agarwal, under the guidance of his father D.P. Agarwal, Vice-Chairman and Managing Director, TCI, and in conjunction with TCI's Executive Committee, had introduced initiatives like training across divisions, competitions on cross-selling, and tracking of cross-selling leads, he was not sure that these were enough. Were there other ways in which TCI could successfully cross-sell? Could they put in place a system that specifically incentivized cross-sales to motivate sales staff? The (A) case focuses on TCI's cross-selling efforts and the strategic decisions before it. Cases (B), (C), and (D) discuss specific situations that demonstrate issues related to the cross-selling initiative.

その他の情報

種別Case (Field)
業種
発行元Harvard Business School
補足Supplement, (113131), 8p, by V.G. Narayanan, Saloni Chaturvedi;Supplement, (113132), 3p, by V.G. Narayanan, Saloni Chaturvedi;Supplement, (113134), 3p, by V.G. Narayanan, Saloni Chaturvedi

キーワード

Operations management;Accounting;Organizational behavior

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