(Nikkei BP Group)
(No.1 High-Tech News Site in Japanese)
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| Compaq Japan Reorganizes Sales Operation
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January 13, 1999 (TOKYO) -- Compaq Computer KK of Japan restructured
its sales organization as of Jan. 1 of this year.
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To date, the company's sales operation consisted of three sales divisions
dealing with direct sales. In addition to these, a fourth division has
now been established to handle volume customers in the distribution
and services industry.
As part of this move, the company abolished its reseller sales division,
which handles indirect sales, and consolidated the departments engaged
in indirect sales into two divisions, partner sales and integrator sales.
The company said the aim of this reorganization is to link indirect sales
through dealers and system integration partners with its direct sales
marketing efforts to build an organization that can achieve a sales
increase.
Masahiko Yoshida, who served as the head of marketing and planning, has
assumed the position of head of sales. Company President Hajime Takayanagi
was in the position since Sept. 11, 1998.
With Yoshida at the top of its sales force, Compaq is seeking to reinforce
its sales capability. He worked with Tandem Computers Japan Ltd., and
came up the ranks at Tandem with experience in both direct and indirect
sales.
In addition, some changes were made in the products marketing group,
the department providing technical support related to products, as well
as in marketing and planning, which is the marketing division. With
these steps, the company has prepared an organization through which
sales, product marketing and marketing and planning will cooperate and
work jointly to strengthen the company's sales power in Japan.
Related story: Compaq Computer Japan Seeks Double-Digit Profit
Growth, Pres. Says
(BizTech News Dept.)
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