A peculiar observation made across organizations, is that those that excel at sales and in business research, often do not meet the same level of success, when it comes to promoting innovations. A lot of this can be attributed to the fact that big companies expect that shiny new products will sell on their reputation alone. Xerox is a perfect example of such a situation having occurred. Companies now need to work on newer incentive structures, sales processes and corporate training methods to breeze past such obstacles. The solution needs to be executed quickly, because the longer top products fail to sell, more question marks will be raised at the development stage too. Researchers will confound themselves in to asking whether they are doing the right job either. The sales persons for such products need now to act as the change agents. The top management and even the researchers will need to spend more time on face- to- face meetings.


Uploaded Date:08 June 2019

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