Case Solution for Teracom Limited: Appointing a Consumer Distributor

Case Solution & Analysis for Teracom Limited: Appointing a Consumer Distributor by Rajeev Kumra.

Complete Case details are given below :

Case Name :      Teracom Limited: Appointing a Consumer Distributor
Authors :           Rajeev Kumra
Source :              Ivey Publishing
Case ID :           9B16A029 / W16457
Discipline :        Marketing
Case Length :    09 pages
Plagiarism : NO (100% Original work)
Description for case is given below :
Teracom Limited was a medium-sized engineering manufacturing firm in India whose product portfolio included modems. The company catered to the various telecom service providers across India, including Bharat Sanchar Nigam Limited , a major state-owned telecommunications company. Teracom’s customers were primarily business-to-business entities such as government organizations and telecom operators. However, it was considering selling its modems to retail customers. After seeking applications for new distributors of Teracom modems, the company narrowed the list down to four candidate firms. In December 2014, Teracom’s president of corporate business had to use a distributor selection model and undertake a distributor performance appraisal. What were the main criteria for evaluating the four applicants, and which firm was the best fit?
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