Jess Westerly at Kauflauf GmbH Harvard Case Solution & Analysis

Jess Westerly is the assistant merchandise owner of CRM applications for computer and office supply wholesalers and retailers at Kauflauf, a fast growing supplier of subscription endeavor software with headquarter in Heidelberg, Germany. Only a few months into her job, stranger Westerly tries and fails to execute a change in the field consultants' sales call sequence. The developments had been introduced by westerly to the sales organization by means of a memo that explained the reasons behind it and summarized her directive.

Field consultants instantly protested about the violation on their choices about how to spend their time along with the insensitivity to the relationship-oriented nature of creating company. Sales data demonstrate small difference in calling patterns, three months later. After defending, explaining, and reshaping her stalled initiative, Waverly presents key senior executives with her amended proposition and is allowed three weeks to make an implementation strategy. She will be asked to execute it, if the plan is deemed acceptable.

PUBLICATION DATE: August 24, 2012 PRODUCT #: 913527-HCB-ENG

This is just an excerpt. This case is about ORGANIZATIONAL DEVELOPMENT

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