1.Is Canadian Chemical's overall strategy the best?

2.What should the focus on innovation be? How well are TJ's reps handling this initiative? What should he do to correct the situation for each of his reps specifically?

3.Does the compensation structure fir the changing needs of the business? Why, or why not?

4.Should TJ think about downsizing and maybe moving some accounts to a customer service representative (who would be much lower paid)?

5.How should TJ train and prepare his reps for this selling environment?

Provided through Introduction of Sales Management Case 1.1 The Low Price Gets the Job!