Change Management in Sales Organizations
This study examines change management within an organization and the factors that need to be implemented in order to have a successful change. There were 14 participants, 5 upper management, 2 coordinators, 2 inside sale representatives, and 5 outside sale representatives. A new product was being launched in a communication company, Bright House Networks. The organization was going through job changes as well as pricing and selling techniques. Important factors for successful change and the problems that arise are researched and introduced. These factors include upper management's role in change, tribulations between lower and upper management, and communication within the workplace during change, resisting change, emotions in change management, change management in sales, and factors for good change. The factors are then followed by a planned proposal that is designed to help the organization deal with the problems it is facing during their change.
vi, 40 p.
U.S. copyright laws protect this material. Commercial use or distribution of this material is not permitted without prior written permission of the copyright holder. All rights reserved.