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Your colleague has been tasked to do market research for your company. Management is complaining that sales have not been where the company would like them to be (the sales are about 8% behind the projected goal). Senior management wants your colleague to find out why. At a team meeting, your colleague shares that he has defined the problem, a critical "first step" towards doing market research. Specifically, he announces the Definition of the Problem as "Sales are down."
Comment on the Definition of the Problem, as shared by your colleague. Do you agree or disagree with his Definition of the Problem? How would you restate the Definition of the Problem.

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Solution Summary

Your colleague has been tasked to do market research for your company. Management is complaining that sales have not been where the company would like them to be (the sales are about 8% behind the projected goal). Senior management wants your colleague to find out why. At a team meeting, your colleague shares that he has defined the problem, a critical "first step" towards doing market research. Specifically, he announces the Definition of the Problem as "Sales are down."

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I definitely do not agree with the definition because it is too generic and simple ...

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Sandeep Bardia, MBA
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  • MBA, Rochester Institute of Technology
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