Every Salesman A King

Coster, Helen; Kumar, Krishna
October 2005
Forbes Asia;10/3/2005, Vol. 1 Issue 3, p18
The article relates how the India-based Eureka Forbes has managed to succeed through the help of its 5,300-person sales force under the leadership of managing director Suresh Goklaney. Eureka Forbes cuts out the middleman and instead uses a team of young salespeople to give in-house product demonstrations and convince consumers of a need that they did not know they had. The company has shown steady growth since its inception in 1982.


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