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UDL Distribution (A): ‘IT-enabling’ a Sales Force

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Title: UDL Distribution (A): ‘IT-enabling’ a Sales Force

Authors: Shazib E. Shaikh

Journal: Asian Journal of Management Cases

HEC Recognition History
Category From To
Y 2024-10-01 2025-12-31
Y 2021-07-01 2022-06-30

Publisher: Lahore University of Management Sciences (LUMS), Lahore

Country: Pakistan

Year: 2011

Volume: 8

Issue: 2

Language: English

DOI: 10.1177/097282011100800206

Categories
Distribution (14) Sales Force Automation (1) Information Technology (3960) Pakistan (3978) Business Strategy (576)

Abstract

The Sales Director of a nationwide, family owned, PKR 4.6 billion pharmaceuticals distributor, UDL Distribution, is faced with the decision of replacing the sales forces’ manual order-booking with one using handheld devices. Being amongst the Big Five in ...

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