This preview shows page 1. Sign up to view the full content.
Unformatted text preview: Coordination in hightech companies 5/12/11 Key headlines (1) Hightech companies Example: ABB, Honeywell, Siemens Job: Professional skills + capabilities = Technology adapted into system 5/12/11 Key headline (2) More job Example: system installation, sales and marketing Personal interaction and information exchange: Company Customer 5/12/11 Key headlines(3) Intrafirm coordination Sales and service Product management Marketing 5/12/11 Q1. Using Figure 8.3, itemize the interactions and flows of information involving sales personnel. 5/12/11 Figure 8.3 Intrafirm communication pulp industry Customers energy industry management Production and R&D researc h labs engineering Communicat m centr interaction flow of moderate intensity ions es5/12/11 information Manager Paper Sales and service and industry account service maintenance manager project sales personnel manager personnel application System marketing developmendevelopment communicatio t Product ns Itemize the interactions Sales personnel Project manager Account manager customer 5/12/11 The details for the interaction The project manager : Carrying out projects once the sales personnel have negotiated contract with the costomers The account manager : Coordinating this contract with costomer and for marketing interaction The sales personnel : Initiate new relationship 5/12/11 Flow of information Sales personnel
Application development Service and maintenance personnel 5/12/11 Q.2 How can we distinguish between the roles of the account managers and of sales personnel in this 5/12/11 Sales personnel
Initiating new relationships and negotiating new products with customers.
representing the supplier augmenting the supplier’s product with technical knowhow and expertise maintaining customers data feeding back it to account manager and project manager Supported by the product management group
match the offering with the need 5/12/11 Account manager
Collecting feedback information about customers Coordinating contact Composing these feedback and reporting to project managers Making interaction with the systems supplier 5/12/11 If there any scope for conflict here? 5/12/11 NO.
Similarities conflict Communicate to project manager Interaction with customers 5/12/11 Communicate to project manager
Difference Sales personnel : Win contracts Account manager: Coordinate contracts 5/12/11 Interaction with customers
But: Intensity is different Sales personnel : Moderate “ Win new contract Account manager: High � Initiate new relationship 5/12/11 Measure to reduce conflict Internal information sharing Communication 5/12/11 END 5/12/11 ...
View Full Document
This note was uploaded on 05/12/2011 for the course MARKETING 222 taught by Professor Antonios during the Spring '11 term at Aarhus Universitet.
- Spring '11