Managing The Selling Effort

Professor Das Narayandas and Associate Director Kerry Herman, Global Research Group, prepared the original version of this case, “Eureka Forbes, Ltd.:

Managing the Selling Effort (A),” HBS No. 506-003. Professor Das Narayandas, Professor Kallol Das, Mudra Institute of Communications, Ahmedabad (MICA),

and Associate Director Kerry Herman, Global Research Group, prepared this photonovel version. The authors gratefully acknowledge the contribution of MICA

production team. Some data have been disguised. HBS cases are developed solely as the basis for class discussion. Cases are not intended to serve as endorsements,

sources of primary data, or illustrations of effective or ineffective management.