Break into groups of three, with one student playing each character. It doesn’t matter what the actual gender mix of your group is. Before you stage the meeting among Agnes, Alan, and Penny, work separately to come up with a proposed new organization plan for Blue Tern’s sales force and a transition plan for making the change happen. Remember, Blue Tern must be ready to start selling both lines in six months. Then get together and role-play the meeting. Share your ideas, especially discussing the pros and cons of different new organization schemes for the sales force. After the discussion, come to agreement among yourselves on what will be the best type of sales organization for the firm and list key aspects of implementing the change so that the transition with customers is as smooth as possible. Agnes Klondyke is excited. As Chief Sales Officer (CSO) for Blue Tern Mills, a major manufacturer of traditional salty snacks (nuts, chips, and crackers), she knows that new product development is the lifeblood of the business. But wow . . . the e-mail she got this morning from Blue Tern’s CEO Max Pugh really takes the cake (no pun intended of course). Max reports that Blue Tern’s acquisition of the Hello brand of healthy grain cereals and packaged healthy snacks has been completed. Beginning in about six months, Blue Tern’s sales force will begin selling the new line, which has previously been sold by manufacturers’ agents.