4. Maureen Frye at Quaker Steel and Alloy Corporation

4. Maureen Frye at Quaker Steel and Alloy Corporation -...

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Maureen Frye at Quaker Steel and Alloy Corporation (Summary) Main character: Maureen Frye MBA ->trainee ->market analyst ->assistant product manager(now) Responsible for coordinating the efforts of the salespeople selling products Technical background,  marketing, finance Difficulties (few women manager, hired as outsider, learn Quaker way) Less experience in the field Know small number of salespeople well Company: Quaker Steel Specialize in  high-margin, high, quality  metal alloys Heavy  investments  in R&D, and new facilities Strong philosophy for customers with tech.  service and assistance .   <Customer’s loyal in spite of higher margin Quaker charged> Small-town feeling, friendliness, openness, lack of hierarchy Managerial positions are filled from within Company structure
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Unformatted text preview: Salesforce focus <- marketing & technical support service dep. support. . Technical support service plays a critical role Functional structure (boundary). & 2 bosses (product mgr & sales ngr) Sales motivation = successful sales, experience ×monetary rewards Large account: difficult to develop, long lead time and assistant from tech. dep Problem: time reallocation concept Reallocate needed for sales force’s time effectiveness (small ->medium, large) . Optimized picture by Computer simulation Her “ direct ” bosses agree with the result (sls and mkt mgr only!) Received several complaints from salespeople 1. Analyze Quaker with three lenses. 2. What was her problem? 3. Suggestion for her....
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