CASE QUESTIONS 1. WHAT DID WESTERLY DO WELL AND WHAT DID SHE DID NOT DO SO W

CASE QUESTIONS
1. What did Westerly do well and what did she did not do so well in establishing herself as assistant product owner at Kauflauf? Explain.
2. What made her first attempt to change sales calls patterns fail? Explain.
3. In what way does her proposal make sense? Why and/or why not?
4. Assume you are assigned to lead this change. Describe how you would enact the eight stages of Kotter’s eight-step model to change the call patterns? For each stage describe, what you would do, how you would do it and who you would involve. Explain your thinking.
5. What would you do to overcome resistance?
Professionalism –This paper should be written at academic level and free of typographical and grammatical errors. Use headings and subheadings and literature to support your discussion. Use APA style to cite these references ad include a reference page. Points are deducted for spelling and grammatical errors.