Sharon wants a detailed account plan that includes a list of the first five sales calls she'll make, to whom, and the objective. Put that plan together and justify your choices.

2. Assume it's 90 days later. The new design process has been introduced to wide acclaim, both in the press and on social media. You (Maria) were at a trade show in New York where you spoke with one of the design team leaders from instrumentation in the Slate booth.

She indicated that she really didn't think there was much aptitude for change, though she was impressed with the demonstration you gave her. "People like things the way they are," she said. You think she might be a possible advocate, but inertia is hard to overcome. How will you help her convince others that they need to change how they design new products?

3. What would you do if you learned that Turner doesn't pay anything for his annual fishing trip with the Freedom rep?