Schneirocksie Electric is an asset-centered business that’s been a successful manufacturing company of high-quality electrical parts that monitor electrical power, control, and transmit. Management has long considered marketing’s job and sales as selling what the plants make. However, customer demand signals that this strategy will work; lower-cost competitors are at present effective at duplicating services and Schneirocksie’s products.
The firm must transition to selling and supplying options to its customers, but doing so will involve the development of an effective strategic account sales place. The current business arrangement, compensation system, and culture are major impediments to this transition and must also be changed.
PUBLICATION DATE: April 21, 2009 PRODUCT #: KEL414-HCB-ENG
The Schneirocksie Corporation Case Study SolutionThis is just an excerpt. This case is about ORGANIZATIONAL DEVELOPMENT
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