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?