Essay

Riordan Manufacturing

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The company's major customers are automotive parts manufactures, aircraft manufactures, the Department of Defense, beverage makers an bottlers, and appliance manufactures. Declining sales and uneven profits over the past two years has forced the company to change it sales processes and prompted them to adopt a customer - relationship management system...
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Customers are now serviced primarily by sales teams rather than single salespeople. Teams include a salesperson, product engineering specialist and customer service rep. The idea is that a team approach will improve sales. Riordan has a diverse employee make-up and recognizes the importance of innovation, teamwork and providing customers with new products but fails to adequately consider employee motivation and rewards...
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