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(Nikkei BP Group)

(No.1 High-Tech News Site in Japanese)

New Year Special Features '99

  • Compaq Japan Reorganizes Sales Operation
  • January 13, 1999 (TOKYO) — Compaq Computer KK of Japan restructured its sales organization as of Jan. 1 of this year.
    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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