Is it safe to pay? While an earlier attempt of Maureen Frye was not successful, the express call mandate of top management urges her to present an implementation plan that will work.
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Currently the staff spends too much of their time on small business accounts. How is the plan viewed by the various stakeholders in the organization?
The conviction of both is essential to show top-management buy-in. I will now describe the specific reasons in more detail However, carefully preparing managing the change process will be of paramount importance. Product manager, Titanium Hugh Salk: In conclusion, one can say that the need for change is inevitable in order to secure the competitive advantage of Quaker Steel and Alloy Corporation.
How the plan viewed by the various stakeholders in the organization? Does shifting attention to larger accounts make sense?
Both are, like Salk, convinced that the change in call patterns of salespeople is beneficial. She is asked to roll out an action plan for adjusting the call pattern of the sales staff.
Maureen Frye - Case study analysis Does shifting attention to larger accounts make sense? Harvard Business School CaseDec 15, First of all, one has to question if there is a general need for a change. Dissatisfaction, Model, Process and Cost of Change.
Hence a change is essential to secure a competitive advantage. We are a team of business students M. Question any organizational assumptions, policies, systems, or practices that have impeded the successful implementation of the first attempt case p. Second, the transition phase will be costly: This will be analyzed below: FAQ A personal link to the complete case study solution via email.
Fourth, spending more time on larger accounts will improve the networks e. First, as of today the distribution of sales effort is unbalanced.What would you do if you were Maureen Frye, at the end of the case?
One standalone alternative that Frye could pursue is for Israel to send a direct order to his entire department asking that they comply with Frye’s proposals. Group Report Maureen Frye at Quaker Steel and Alloy Corporation What were the mistakes made by Maureen Frye?
Frye made several mistakes with respect to her. Maureen Frye is an assistant product manager at Quaker Steel and Alloy Corporation. She is asked to roll out an action plan for adjusting the call pattern of the sales staff.
Currently the staff spends too much of their time on small business accounts. I.
Context Quaker Steel and Alloy Corporation (“Quaker”) is a US based producer of specialized metal alloys. It predominantly addresses the high margin, high quality segment of the market, with little exposure to low margin, high volume segments. Read this essay on Maureen Frye at Quaker Steel & Alloy Corporation.
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Maureen Frye, assistant product manager at Quaker Steel and Alloy Corp., is asked to implement an action plan for changing the call pattern of the salesforce. Currently the salesforce is spending too much time on small accounts. Earlier Frye attempted to change their call patterns without success.Download