Question: 1 What objectives should Ms. O'Brien have? 2 What major problems face Jamestown? 3 What alternative solutions exist? 4 What assumptions are built into the

1 What objectives should Ms. O'Brien have?

2 What major problems face Jamestown?

3 What alternative solutions exist?

4 What assumptions are built into the cost data in the case Are the assumptions realistic?

5 What are the advantages of independent reps and of a direct sales force?

6 How would you implement a change from independent reps to a direct force?

7 How would you improve the management of the reps?

8 What other alternatives are available What are the pros and cons of each What implementation pros and cons?

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