The Staple Salesforce Reset
unconventional
India-specific
Set in India; the figures and context are India’s.What this case is about
Your client, Kesar Fields, is an Indian FMCG company. Its salesforce effectiveness has declined, and leadership wants to understand why and how to improve it.
Objective
Identify the most likely causes of the salesforce effectiveness decline, distinguish the primary driver from contributing issues, and recommend practical short-term and longer-term actions.
Skills this case tests
Structuring the problem
Working the numbers
Judgement and recommendation
Communicating clearly
This is an interview practice scenario. Figures in the brief are case inputs, not current market research.