Mr. U.K Gupta, a regional sales manager, said it was difficult to keep track of 31 products across 6 divisions under the previous organizational structure. The new structure divides sales of the 31 products among three groups - industrial customers, dealers, and government customers - to better manage responsibilities. Previously, sales engineers each handled 5-6 products, allowing for more specialized advice but resulting in some customers receiving calls from multiple engineers, causing irritation and dissatisfaction.

1. CASE OVERVIEW
 Mr. U.K Gupta,Regional sales manager said there
are difficulties in keeping track on all 31 products
from 6 division of the eastern region of electrical
product company.
 In the revised organization structure all the 31
products were sold by three groups of people,
those are
 1st group-Industrial customers
 2nd group-Dealers
 3rd group-Govt. customers

2. CASE OVERVIEW
 Before this there was another organization structure
which was in place because of recommendation
from a professor.
 In that structure sales engineers looked after only 5
to 6 products and therefore they were able to
correct advice to customers.
 But one problem was some customers were getting
sales calls from 2 or 3 sales engineers and it was
result customer irritation and ultimately which leads
to customer dissatisfaction.