This assignment is a case study report. The word limit is 1500. The pdf form attachment is the outline of the assignment, and 12 JPG form attachments are the case text from page 1-12. Please read the outline and text carefully. The lecturer only gives us hard copy, so I scan the text and upload it to you.
There are some hand writing notes in the picture, just ignore it
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In this report the lecturer want us to address the following questions (each question is worth 5 points and you should approximately devote 300 words in answering each question; answer questions in the order presented below):
1. What was Kauflauf GmbH’s strategic approach (in the context of the competitive environment) in marketing its software product?
2. What was the nature of Kauflauf GmbH’s field consultant workforce? How did successful field consultants operate?
3. Why did Jess Westerly propose a change to the way the field consultants operated?
4. Why did Jess Westerly’s first attempt at implementing change fail?
5. What should Jess Westerly do next in order to bring about the change she desires in the marketing and sales efforts of the field consultants?
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