1.

a) Differentiate between the previous and the new business models and identify the advantages of the new model. b)What does this changeover mean for the Indian steel industries conventional business model? 2. What are the roles, duties and responsibilities of a salesperson? How critical is the salesperson in this business model? 3. What are the challenges faced by JSW in implementing and executing the new business model? 4. a) What are the issues and challenges that arose when JSW moved away from a traditional distribution model (dealers) to an organized retailing format of franchising? Also discuss the organizations response to these concerns and challenges? b) Identify the execution flaws that gave rise to the concerns for the company 5. What training would you suggest for the sales executives in this model? Design a training program for the new recruits? 6. Are the marketing initiatives introduced by JSW sufficient to achieve the desired objective? What additional measures can be considered both for the short as well as the long term?