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Pull up a chair and read about some complex problems faced by a field sales manager for a furniture line. The case serves as an introduction to the section on field sales management. To solve the behavior problems of three sales representatives, he thinks through the impact of a major shift in marketing strategy, which requires a change in behavior of a sales force with current behavior norms that have become ingrained. Students should recognize the nature of the ''man-in-the-middle'' squeeze: the manager caught between the pressure of implementing a new strategy from the top and the resistance to change from the bottom.