Challenge Case Summary

Toyota executives have been faced with the challenge of organizing the activities of their expanding firm. For example, they must decide how to organize the activities of the company’s salesforce—the tremendous growth means that the company has more customers. Organizing the sales department should help to ensure success if the activities directly reflect company objectives. Management’s specific steps to organize should include analyzing company sales objectives, outlining specific sales activities that must be performed to reach these objectives, designing sales jobs by grouping similar activities, and assigning these sales jobs to company personnel. To supplement these steps, Toyota must be careful not to create overlapping ...

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