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In the name of Allah the most Beneficent the In the name of Allah the most Beneficent the most Mercifulmost Merciful

© 2003 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice

Muhammad Shahid Sharif R#068Muhammad Shahid Sharif R#068COMSATS (Sahiwal)COMSATS (Sahiwal)

MBA MBA B#03B#03

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NameName Roll NO.Roll NO.

Muhammad IrfanMuhammad Irfan 7272

Hafeez-u-RehmanHafeez-u-Rehman 0808

Sabtin RazaSabtin Raza 9292

Mubashar HussainMubashar Hussain 4040

Fahad SagheerFahad Sagheer 9090

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Formal structure was not designed. 11 layer of management that have many. Sales people confused to work. Customers did not know Whom to

call for complaint.That sales specialists did not

typically spent their time for customer.

Structural problemsStructural problems

Q#.1 Described the structural problems Q#.1 Described the structural problems HP had.?HP had.?

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Structural problems.

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Know about Retreat 25 top corporate customers Head of corporate technology Mr,Hurd Executive of the organization. Decision about hiring 100 sales

specialists. through sales rapes.

Q#.2Q#.2 (i) How did Mark Hurd decide to (i) How did Mark Hurd decide to address his address his company.? company.?

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Buy once

Search one site

Make business decisions faster!

Q#.2Q#.2 (ii) what do you think of his (ii) what do you think of his changes.?changes.?

Think about CHANGES.CHANGES.• Eliminate 3 layer of management to reduce inefficiency of sales structures.• Sales reps assign one top customer that customer know whom to contact that make for

customer easy to contact.• Top HP sales executives makes speedier decision due to this low waste of time.• Sales peoples spent 40% time as Compare30%

because to the customer provide proper attention.

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PEOPLES RESPOND.PEOPLES RESPOND.• After the addressing of his company structural problems

that make a big changes.Due to this changes worker take proper attentions on the customer.Customers gain proper attention, dealing & Low time consuming. Easy call and say something easy that they want.These type of changes was very help full for their customers because eliminating one person instead four persons.Organization was going to become an industry leader in computers market.

Q#.2Q#.2 (iii) How do you think the company (iii) How do you think the company customer customer response these changes.? response these changes.?

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Top HP executives now say that they can make speedier decision with the new sales structure.

And sales peoples are spending more than 40% of the time with customers as compare to around 30% a year

earlier.

Q#.2Q#.2 (iv) How about company Executives (iv) How about company Executives and and Sales force.? Sales force.?

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BecauseBecause..

• Mechanistic should be

necessary for HP because large

organization tend to be more

mechanistic.

• Make better span of control.

• Clear chain of command,

regulations, standardize task

and similar control are essential

High specialization

Rigid departmentalization

Clear chain of command

Narrow spans of control

Centralization

High formalization

More MechanisticMore Mechanistic

Q#.3 Q#.3 Mechanistic or a Organic Org? Mechanistic or a Organic Org? why?why?

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Organizational StructureOrganizational Structure The formal arrangement of jobs within an organization.Organization Efficiency and Effectiveness.Organization Efficiency and Effectiveness.

Organization that have formal org structure very good and systematic the organization not only with getting activities completed and meeting organization goals but also doing so as efficiently possible.In successful organization high efficiency and high effectiveness go hand in hand through better Org structure.Poor Org structure most often due to inefficiency & ineffectiveness can cause lose desired goals.

Q#.4 Role of Org structure in an Org Q#.4 Role of Org structure in an Org efficiency & efficiency & effectiveness? effectiveness?

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Before and after…

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