InterClean, Inc., has just merged with EnviroTech and starts a new sales team which can promote new company product and services. Furthermore, the company will introduce full service cleaning solutions in healthcare industry. Many companies like InterClean today wants to expand its market share into different field. Of course, this is the only way company in this highly competitive business market to survive by expanding to the area where profit exists. In order for InterClean to accomplish this expectation it has organized a team of professional sales representatives and sales managers. These candidates are chosen due to their previous experience, performance and personal characteristic. However, the products and services which they need to promote are brand new to the market. The sales team needs training so they are familiar with these items. The company goal is creating a strong sales force to align with its business strategy. A training schedule program focused on developing a multi-functional sales team is prepared. After completing the training program, the team shall be able to introduce InterClean's high-quality products with high quality service to the market.
The author form Cascio has identified some major challenges company’s faces in today business world (page 287 – 288 Cascio):
• A power shift to the customer
• Collaboration across organizational and geographic boundaries
• The need to maintain high level of talent
• Change in the workforce
• Changes in technology
Google and Cisco System are very successful to conquer these challenges during merger. They focus on their operational efficiencies by highly structured company procedures and open culture. On the other hand, many manufacturing companies such as Daimler Chrysler and Boeing Company are not as successful in their merger attempt. They tend to hold on to their original company culture and expect employee from merging company to adapt without...