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From the textbook, read Featured Case Shield Financial “A Special Assignment” (page 177). Answer the following questions using complete sentences and explanations.
1. How would you advise Doug to conduct the meeting with the two regional sales managers?
2. How would you attempt to control the potential economic damage that may occur when switching from brokers to your own sales force?
3. What would you suggest doing if one of the brokers asked you whether it was true that shield was going to release all its brokers and switch to a dedicated sales force?
4. What issues would you have to address in starting your own sales force?