Case Analysis 2
Please read the uploaded case and answer the following questions:
1. Jess Westerly attempted to change the sales call patterns of field consultants at Kauflauf GmbH. She wanted them to reduce the time spent with smaller customers by
30% and spend more time with larger customers using leads generated by an inside sales force. Apply the concepts and techniques learned in this course to explain why
Westerly’s first attempt to change sales call patterns failed.
2. Jess Westerly has now been given a second chance to change sales call patterns at Kauflauf GmbH. What specifically should Jess Westerly do to ensure that her second
attempt to change sales call patterns will succeed? Explain why your recommended actions will produce the desired change.