Samenvatting

The head office of Stiho B.V. decided to make their organization stronger. Now the product specialists of the northern region are spread over two establishments, this results in a longer communication time between the salesmen of the two establishments. Because the specialists are not in the same office the communication takes longer. This means that the knowledge of the product specialists is not always fast available, and customers have to wait. Stiho is introducing a new strategy, combining the sales departments on the distribution centers.The purpose of this research is to give Stiho an insight of all the things that have to be taken into account with a transition of a sales department, what are the consequences for the customers and the personnel.