Change Management in Sales Organizations
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Authors
Connochie, Maegan
Issue Date
2008
Type
Thesis
Language
en_US
Keywords
Alternative Title
Abstract
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.
Description
vi, 40 p.
Citation
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License
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.