Assess the Spectrum organization and each of the markets in which the company operates
Spectrum Questions: Assess the Spectrum organization and each of the markets in which the company operates. What are the key elements from each industry about which Falconi should be concerned?
Given the markets the company is operating in, what is the best structure for the sales force? How did you decide?
What major problems might you encounter with the new sales force structure as it relates to both external factors (customers), and internal factors (employee reactions, costs, etc.)?
How would implement the new sales force structure, what would it look like? How would you deal with the human issues, costs and other factors involved?
Answer preview to assess the Spectrum organization and each of the markets in which the company operates
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