Question: You are the Organizational Development Manager for a retail electronics company, Fierce Tech. The CEO has just announced that your organization will create a new

You are the Organizational Development Manager for a retail electronics company, Fierce Tech. The CEO has just announced that your organization will create a new people-focused approach to sales. In this new approach, employees will be expected not to focus on selling the highest-priced product but acting as consultants to the customers to determine what product to buy and how it should be installed. This customer service approach is a radical departure from the earlier model, and it will require employees to learn and model different behaviors and interactions with customers. This approach will be fully launched in six months. Provides the details of what content will be communicated about the changes at Fierce Tech, as well as the purpose and strategy used for each communication.

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