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NTL Lemnis: Exploring the B2C Market
內容大綱
NTL Lemnis, a joint venture between NTL Electronics of India and Lemnis Lighting of the Netherlands, has ambitious sales targets and is considering entry into the business-to-consumer (B2C) segment. The company aims to offer energy-efficient LED products to Indian and international markets under the globally acclaimed Lemnis brand Pharox. Top management is planning a sales force structure for the consumer market and is analyzing the design of a sales force in the context of generalist and specialist structures. It is pondering the recruitment and selection strategies at NTL Lemnis so that it can hire a best-in-class sales force. What is the proper size of the sales team? Apprehensions about the effective distribution model to use to increase the reach of the company's products also persist.