Choose an organization and draw its organizational chart. How would that chart have to change in order to facilitate customer management and to make sure people are evaluated, measured, and compensated for building the value of the customer base? Consider these questions:
a. If a customer's value is measured across more than one division, is one person placed in charge of that customer relationship?
b. Should the enterprise establish a key account-selling system?
c. Should the enterprise underwrite a more comprehensive information system, standardizing customer data across each division?
d. Should the sales force be better automated? Who should set the strategy for how a sales rep interacts with a particular customer?
e. Is it possible for the various Web sites and call centers operated by the company to work together better?
f. Should the company package more services with the products it sells, and if so, how should those services be delivered?

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The Answer of Choose an organization and draw its organizational chart. How would that chart have to change in order to facilitate customer management and to make sure people are evaluated, measured, and compensated for building the value of the customer base? Consider these questions:
a. If a customer's value is measured across more than one division, is one person placed in charge of that customer relationship?
b. Should the enterprise establish a key account-selling system?
c. Should the enterprise underwrite a more comprehensive information system, standardizing customer data across each division?
d. Should the sales force be better automated? Who should set the strategy for how a sales rep interacts with a particular customer?
e. Is it possible for the various Web sites and call centers operated by the company to work together better?
f. Should the company package more services with the products it sells, and if so, how should those services be delivered?

Choose an Organization and Draw Its Organizational Chart