Question: https://www.studocu.com/row/document/universite-de-tunis/marketing-channels/other/sun-gard-case-study/10760184/view < < < This is the case study. I'm curious about these questions. Thank you for helping me tutor :) Compare SunGard's sales force

https://www.studocu.com/row/document/universite-de-tunis/marketing-channels/other/sun-gard-case-study/10760184/view <<< This is the case study.

I'm curious about these questions. Thank you for helping me tutor :)

  1. Compare SunGard's sales force structure before and after the transformation.
  2. What are the positive and negative aspects of SunGard's new sales force structure?
  3. How would the challenges faced by SunGard have affected sales productivity had the company not initiated its transformational plan?
  4. Identify specific ways that SunGard's transformational plan addresses the different steps of managing the sales force.
  5. Will 'Selling the SunGard Way' really work? Why or why not?

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