Assignment 1: Case Analysis
7
1 Assignment 1: Case Analysis Assignment Learning Outcomes • To develop an ability to identify factors that drive change in an organization based on the provided information. You can make any appropriate assumptions to help be complete your analysis. • To provide a recommendation for implementing change strategies for each issue identified through coherent reporting and integrated analysis. • To understand the importance of a change management plan based on the theoretical concept learned. Assignment instructions • Word Limit: 1750 to 2000 words • Should use APA format. • Use at least 5 external academic and relevant non-academic references to support your case analysis. • Academic references must be published after 2010. Case Requirements and Questions: Read the brief “Eureka Forbes” case and graphic comics below and write an essay that answers the following questions by applying Step 1, step 2, Mutual engagement, Shared Diagnosis concepts from the Sequential Model we discussed in class. Ensure that your essay includes but not limited to answering the following questions: • What changes are required in the organization? and why? • Who can influence the change in the organization? and how? • How would you propose to implement the change? • What collaborative relationships would be required during organizational change? and how to build them? • What are the requirements for people alignment, motivation, and engagement?
Transcript of Assignment 1: Case Analysis
1
Assignment 1: Case Analysis
Assignment Learning Outcomes
• To develop an ability to identify factors that drive change in an organization based on the provided information. You can make any appropriate assumptions to help be complete your analysis.
• To provide a recommendation for implementing change strategies for each issue identified through coherent reporting and integrated analysis.
• To understand the importance of a change management plan based on the theoretical concept learned.
Assignment instructions
• Word Limit: 1750 to 2000 words
• Should use APA format.
• Use at least 5 external academic and relevant non-academic references to support your case analysis.
• Academic references must be published after 2010.
Case Requirements and Questions:
Read the brief “Eureka Forbes” case and graphic comics below and write an essay that answers the following questions by applying Step 1, step 2, Mutual engagement, Shared Diagnosis concepts from the Sequential Model we discussed in class.
Ensure that your essay includes but not limited to answering the following questions:
• What changes are required in the organization? and why?
• Who can influence the change in the organization? and how?
• How would you propose to implement the change?
• What collaborative relationships would be required during organizational change? and how to build them?
• What are the requirements for people alignment, motivation, and engagement?
2
The Harvard Business School (HBS) case study ‘Eureka Forbes - Managing the Selling Effort (A)’
Eureka Forbes Ltd. (EFL), a joint venture between Forbes Group and Electrolux formed in 1982, is the leading
company in India in consumer durable products like vacuum cleaner and water purifier.
Over the years, EFL has effectively utilized the direct selling approach by setting up the largest field sales force in
Asia comprising of 5,000+ sales representatives called „Eurochamps‟ for its two main products, EuroClean
vacuum cleaner and AquaGuard water purifier.
The image of a Eurochamp, wearing a white shirt and a dark tie, with a demo kit in his bag, going from door to
door, has been ingrained in the minds of Indian consumers permanently. This goes with the motto of the
company to consider the customer as “A Friend for Life”.
By late 2003, however, the company was faced with multiple issues like declining sales volumes, falling sales
closure rates and high sales rep attrition. The company also witnessed a declining performance of the sales force
across many of EFL‟s territories. There were instances of missing sales and other such irregularities by the
Eurochamps.
To counter this, Mr. Suresh Goklaney, the CEO of the company, had the following discussion with AVS, the Sales
VP.
3
Mr. Suresh Goklaney,
The CEO of the Company
Mr. AVS, The VP
of Sales Company
4
5
The new training
program is called
“Bettering the Best”
sales training
program is called
“Bettering the Best”
he new sales training
program is called
“Bettering the Best”
6
7
