1. If you were going to reduce the sales force to two salespeople, which two salespeople would you keep? Which would be in charge of distributor sales nationally? Why?
Alternatively:
1a. What is your assessment of Tom Arkell as a salesperson?
Or
Who is the most problematic salesperson on the sales force?
1b. What is your assessment of Sam Brooks as a salesperson?
Or
Who is the best salesperson on the sales force?
2. What should Hamilton Milner do?

Hamilton Milner, president and owner of Scheff Rotary Power Tools is faced with making an important decision as the result of a resignation from his sales force in western Canada. The issue is whether he should make a sales management decision (hire a replacement salesperson, for example), or whether he should make a channel decision (reduce the sales force and concentrate all sales through distributors.