CASE STUDY Mr Gain Chand Verma is the chief Executive of an organization at Katak in Orissa.

Mr Verma, after considerable deliberation decided that he needed an excellent specialist in Marketing Management urgently. He sent for Mr Barua, the HR Manager and explained to him his requirements of a top-class marketer. Mr Verma briefed Mr Barua for about 25 minutes. The chief explained the characteristics he expected in the candidate for this post. Mr Barua was directed to: 1. Release an advertisement, specifying the last date for the receipt of the applications to be 21 days after the appearance of the advertisement. 2. It was decided that Mr Barua will tabulate the details of all the applications received and forward these to Mr Verma. 3. The HR Manager was advised to short-list three most deserving candidates. A note on each of the short-listed candidates along with original application was to be put up to Mr Verma. 4. All the staff-work concerning this vacancy must be completed in two months time. Mr Verma was pleasantly surprised when on the 59th day of the meeting with Mr Barua, two folders came from the HR department. One folder contained tabulated details of all the 26 applications and the other contained the write-ups and applications of the short-listed four candidates. The chief opened the folder of the short-listed candidates and hoped that the selection could be completed by examining the write-up of the short-listed candidates alone. He had called the rest of the papers only as a standby measure and wanted to see these only if the selection could not be completed by only using the writeups of the short-listed candidates. This was as follows: 1. Mr. Sunil Kumar Mitra, 31-year-old, MBA (Marketing) from a renowned university in the UK obtaining 59.8 percent marks. He has been working in Manchester, UK for the last six years as a Marketing Executive. He has married an English lady and is willing to return to India, if he gets a suitable opening in India, preferably in the eastern parts. 2. Mr Santan Das, 26-year-old. He was first-class, first, in MBA (Marketing) from the last batch of management institute at Katak. He has done some short-term teaching assignments since his results were announced. He has many offers for jobs but has not decided on his future course of action because he is very fond of Katak and teaching. 3. Mr P.S.Gill, 29-year-old, MBA (Marketing) from Delhi University with an A grade. He has four years experience in marketing of consumer goods in rural markets in Punjab. He has categorically stated that he will not work for a pay-package of less than Rs.7 lakh per annum. 4. Mr A.N.Sinha, 35-year-old. He is a senior clerk in the marketing section of the same organization for the last 15 years. He is fully knowledgeable about all the events that have taken place in the marketing field in the organization. He is intelligent, sincere and hard working. He does not fulfil the qualifications laid down for the assignment, but his name has been included in the shortlisted candidates as a special case. Mr Sinha will be happy if he is promoted in recognition of his contributions to the organization and will be satisfied with a marginal increase in pay package. He need not be given the grades that are likely to be demanded by the others. Mr Verma was impressed by the short-listing and the write-up work of Mr Barua. He decided to complete the selection of the candidates without opening the folder of the 26 tabulated applications. He reads the details of the short-listed candidates once more, and keeps these papers in the pending-tray thereafter. He wants to digest this information before taking a suitable decision. Whom would you select and why?