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Book Cover
Author Dewar, Robert D., author

Title The Schneirocksie Corporation / Robert D. Dewar
Published London : SAGE Publications Ltd, 2017


Description 1 online resource
Series SAGE Knowledge. Cases
SAGE Knowledge. Cases
Summary Schneirocksie Electric is an asset-focused company that has been a successful manufacturer of high-quality electrical components that transmit, control, and monitor electrical power. Management has long considered sales and marketing's job as selling what the plants make. However, customer demand indicates that this approach will no longer work; lower-cost competitors are now capable of duplicating Schneirocksie's products and services. The company must transition to providing and selling solutions to its customers, but doing so will involve the creation of an effective strategic account sales position. The current company structure, compensation system, and culture are significant obstacles to this transition and must also be changed. Finally, the company's management must learn to focus first on the job its customers are hiring it to do and then redesign itself to do this job
Notes Originally published in Dewar, R. (2009). The Schneirocksie Corporation. 5-109-005. Evanston, IL: Kellogg School of Management, Northwestern University
Description based on XML content
Subject Schneirocksie Corporation
Electronic industries -- Management
Corporate reorganizations.
Corporate reorganizations
Electronic industries -- Management
Form Electronic book
ISBN 9781473995307