November 2015
Intermediate to advanced
168 pages
5h 46m
English
Content preview from Organizational Resource Management
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101
6
Kappa
Future Challenges for
Sales Function
Kari Ingman*
ABSTRACT
Culture, including company culture, is like a person’s character: highly permanent in
nature and hard, if not impossible, to change. Company culture is difcult to describe
explicitly in a few sentences because it is so deep in an organization’s way of thinking
and performing daily routines. It is very important for sales managers to comprehend
culture’s inuence on the whole company, albeit challenging and time consuming.
Subcultures, which inevitably emerge when organizations mature, are needed for
renewal but might also cause tearing contradictions, which paralyze the whole ...
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