Original Structure and Its Effectiveness Original Sales Approach The business words has become so competitive that further growth of companies and other business organizations now greatly depends on rigorous, innovative research and development. It’s for the same reasons that EUROCOM had a policy of great investments in the modernization of its facilities in the research and development ventures and expansion of its international networks. This necessitated integration of marketing and sales as project teams or as Mintzberg’s concept [1] puts it – operating adhocracies. When the company was established in the early 1970s, the structure of management and running operations was very different from today. There have been so many changes that have come about due to the evolving markets and customers’ needs [2] . The original structure was basically aimed at making sales with regard of what the clients wanted or thought about the products. Walter Jacobi, who came to the company as a sales representative together with other sales personnel were among the few people who knew something about computers. This entailed knowledge of what they were and what they could do, therefore for them to make sales it was easy. The goal was just to be able to convince their target and potential clients that the EuroCom’s computers were capable of meeting their need much better than those from competitors. In essence, one could tell that the research and development engineers of the company and the sales people were just telling the customers what they required or needed. And this was the machine or rather the computer produced by EuroCom. This is the reason why the strategies and structure of the 1970s and 1980s is considered to have used for selling ‘boxes’ to clients rather than use systems. The effectiveness of the structure was basically based on the individual’s ability to persuade clients. As such, a person like Walter who had incredible sales characteristic became an outstanding salesperson. He was tenacious, persuasive, with excellent communication skills and good contacts with the customers. His technique was very efficient where he would meet a potential customer, talk to and win his/her trust, talk about business and convince the customer that he had the right and the best product for him/her. The client would then place an order but still Walter would keep in touch even visit and offer gifts to the customer. This strategy was highly effective as client become loyal and regular buyers making him one of the best salesmen. The Need for Change and New Structure Since its foundation, the company had occupied a very strong position on the international market and was very proud of its development in the late 1970s. However, during that time, there was a major change in the computer market on the global level. EuroCom was at pains to keep with these changes which included tougher competition particularly from Japan and the US venturing into European market. The retailers were demanding customized machines, highly professional that would grant them competitive edge on the market. They also demanded comprehensive products which could be compatible with a number of software or developing technologies. At that moment, it became very essential to understand the customer market and current