English-language PDF of this case will also give opportunity to purchase audio version. Ken Winston is the regional sales manager at securities Brokerage firm. He is treating the sales team as Key Accounts Team. He has also decided to introduce a new performance management system. Salesteam must have good coordination with marketing staff and must behave with robustly to marketing team’s directions. The marketing team must forecasts product profitability and convince sales force to work on products that can improve firm-wide margins. The new organization structure is to be tested whether it can repond to security changes in the industry, how the security is sold and purchased and the new products entering the market.
PUBLICATION DATE: April 11, 2008 PRODUCT #: 2182-PDF-ENG
This is just an excerpt. This case is about ORGANIZATIONAL DEVELOPMENT
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