From: Prof.

Unnikrishnan K Nair, IIM Kozhikode

To: Case Discussion Participants – Induction Programme @ TIM Quilon

Date: 16 August 2010

Sub: Instructions

1. Get together with 5 to 7 students of your class and form a discussion group (maximum
group size 8). It would be good (if/as possible) to have members with diverse
characteristics, experiences and interests in each group.
2. Each group will get a copy of the Case: Project Zero-D: Managing Sales Force Attrition at
Karnavati Healthcare Ltd.
3. Read this case thoroughly, and analyze it in the manner that you think is most appropriate.
Share/discuss your analysis in the group, listen to the analyses done by others, and come to
a collective analysis of the case as felt most appropriate by your group.
4. If possible (i.e. it is not mandatory), be prepared to make a presentation of your group’s
analysis, if called upon to do so in the class. In case you feel so, it would also be good to
come prepared with a few slides that could aid you in your presentation. While presentation
chance can be given to only one or two groups, it would still be good for all groups to be
ready so that you can confidently take the opportunity if it comes your way.

Thank you.