Depth of knowledge to meet customer needs

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Reference no: EM133600349

Organizational structure: generalist/geographic Problems:

1. The organizational structure makes selling the large product line difficult. The sales force lacks the depth of knowledge to meet customer needs. Customers frequently ask detailed product questions. The sales force has difficulty keeping up with the latest innovations. Executives want to restructure to a product specialist or functional organization. They also want to change the reporting structure so it is horizonal, flat, or small groups, so there is greater autonomy.

2. Despite efforts to hire and retain diverse personnel, on average minorities and individuals from underrepresented groups leave within 2 years. Furthermore, most remain in entry level positions. You have been tasked to restructure the organization and implement a diversity inclusion training program over the next year. Please review university diversity materials for definitions and sample initiatives.

Reference no: EM133600349

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Depth of knowledge to meet customer needs : The organizational structure makes selling the large product line difficult. The sales force lacks the depth of knowledge to meet customer needs.

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