Title EXOS : does the retention of salesforce matter in entrepreneurial start-ups? / authored by Jitender Kumar (School of Business Studies, Sharda University, Greater Noida, India and Indian Institute of Management Rohtak, Haryana, India), Ashish Gupta (Department of Marketing, Indian Institute of Foreign Trade, New Delhi, India), Archit Vinod Tapar (Department of Marketing, Indian Institute of Management Rohtak, Haryana, India) and Md Chand Rashid Khan (Department of Marketing, School of Business, Galgotias University, Greater Noida, India)

Published Bingley, U.K. : Emerald Publishing Limited, 2020 ©2020

Online access available from: Emerald Emerging Markets    View Resource Record

Copies

Description 1 online resource (2 pages) : 14 illustrations Series Emerald emerging markets case studies, 2045-0621 ; volume 10, issue 3 Notes The cases highlight the challenges in running a new start-up especially by women in a developing nation such as India in a high growth industry. The success of a business depends on employee motivation, sales, marketing, functional coordination and coordinated efforts from all the executives. Experten Office Supplies Pvt. Ltd. (EXOS) was women empowered entrepreneurial startup (printing) in Mumbai established themselves as a trustable brand among their clientele for their office stationeries need. At Initial stages, they started with a good pace and growth in revenue. Directors of EXOS, Komal and Upasana Sanjay Kumar, were facing a downturn, their declining sales and were stressed regarding the resignation of their core member Pravin. The reasons for the situation were many, including unplanned motivational factors, non-risk-taking ability, no proper sales management (organization structure), planning process issues, lack of reward system and dependency on a person, less marketing initiative. These issues must be resolved to come back in the business, increase its sales, better sales organization structure. After the case analysis, students should be able to: know the key role of marketing and sales as a management function. Develop motivation policies for the salesforce and key team members in the organization. Understand the salesforce retention strategies of the organization In September 2019, directors of EXOS, Komal and Upasana Sanjay Kumar were discussing the downturn of EXOS and were stressed regarding their declining sales and profit margin. Both were disappointed at the resignation of their Business Manager. They were in worry as the new deal that they were about to get which could have made them earn, but Pravin resigned from the job in short notice. The case has short- and long-term aspects. The short-term aspect is about the decision related to EXOS's top performer, Pravin, how to retain him, which motivational factor will help him to rethink his resignation. The long-term aspect deals with framing a motivation model that will prevent the organization from a similar situation in the future. The case outlines the human resource management issues and particularly the importance of motivation to retain the talent of a small startup firm. Directors recognize the importance of Pravin and they have a realization that the deal on which Pravin is working is critical. Under this situation, Upasana has to stop Pravin Undergraduate, Master of Business Administration (MBA) or in the Management Development Programs Teaching notes are available for educators only Includes index Bibliography Includes bibliographical references Notes Print version record Subject Employee retention -- India -- Case studies Employee motivation -- India -- Case studies New business enterprises -- India -- Personnel management -- Case studies Business & Economics -- Human Resources & Personnel Management. Personnel & human resources management. Form Electronic book Author Gupta, Ashish, author. Tapar, Archit Vinod, author Khan, Md Chand Rashid, author

  Permalink