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商品編號: 2182 出版日期: 2008/04/11 作者姓名: Donnellon, Anne;Gifford, Dun , Jr. 商品類別: Other 商品規格: 10p 再版日期: 地域: Massachusetts;United States 產業: Finance & insurance;Securities & investment banking 個案年度: -
商品敘述:
When students have the English-language PDF of this Brief Case in a coursepack, they will also have the option to purchase an audio version. Ken Winston, the regional sales manager at a securities brokerage firm, has reorganized his generalist salespeople into ""Key Account Teams"" (KAT), to increase sales of specialized, higher-margin fixed income products. Winston is also implementing a new corporate performance management system. To help improve coordination between sales and marketing, Winston must solicit feedback from marketing staff on how responsive his salespeople are to marketing''s directives. The marketing group has information on product costs that allow it to forecast product profitability, and by persuading the sales force to focus on those products the marketers can improve firm-wide margins. The KAT model, implemented six months earlier, has challenged the core internal values of the organization - such as a salesperson''s control of his or her customer base and the appropriateness of product specialization. However, the long-term test of the new organizational structure will be its alignment with external changes in the securities industry: how securities are bought and sold and the types of new products flooding the market.
涵蓋領域:
Change management;Compensation;Fixed costs;Group dynamics;Hiring & employment;Leadership;Leading teams;Matrix organization;Organizational behavior;Organizational change;Organizational culture;Organizational design;Organizational structure;Sales;Sales force management
相關資料:
HBS Brief Case Teaching Note, (2183), 9p, by Ann Donellon, Dun Gifford
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