BUAD 304 Lecture 6: Case Notes 6
24 Apr 2016
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The case facts (brief summary; 2-4 sentences of what"s happening and who"s involved): Jess westerley, the assistant product owner of crm applications at kauflauf, is trying to change sales call patterns at kauflauf gmbh to cater to large scale clients rather than smaller clients to increase profits. However, despite crm product owner tim roeder, director of. Sales klaus kristoff, and director of marketing heinz van hoorn had supported her plan, she was unable to convince field consultants. The consultants were offended by her memo because it took away their autonomy to do things their way, they didn"t seem to care about the potentially higher profit margins for the company. Because of this, she is trying again to get her plan implemented and is looking for help to see in what way would it be best for her to introduce this plan again to the company. The issues/potential main problem (main issues in ob terms related to the module):
