This study examines the effects and results of a planned organizational change effort. The planned change was the implementation of a sales training program and a modest organizational change. The company studied is a small privately owned home medical services firm. Several qualitative data gathering methods are used and discussed: (1) direct observation, (2) questioning, and (3) documentation. The strengths and weaknesses of each method are discussed. The effects of the planned changes and the employees' reactions are examined in this study. The end result is a technically correct training program and an organizational change that did not work well. Reasons for the failure are discussed.
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