A machine manufacturing enjoyed maximum market share because of limited competition. The order was higher than the maximum possible supply. Two companies entered market with foreign collaboration. It found challenge in marketing its machines. Mr. Aravind with similar experience in abroad was appointed as G.M. The CEO explained the situation and he was able to fix the problems. CEO adviced to discuss with all heads to have first hand information. Board of directors were insisting that there is need to introduce integrated planning system. He had brief discussion with heads and asked them to identify the problems. Marketing manager said to increase sales, he needs more salesmen and sales managers. He also added engineering support is not there for marketing efforts. Some parts are outsourced for which cost is higher and quality is poor. He wanted to have budget for demonstration to win business. Production manager explained that the machines are very old and cost of production is high. There is need to have automated production line with new equipments. R and D director mentioned there is scope to have increase in output is very easy without major capital outlay. Now G.M identified the problems. Questions. (a) Discuss the nature and characteristics of management process followed in the company? (b) What is the real problem in the company? (c) What steps are needed to overcome this situation?