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Lifexpress is a sophisticated computer-aided system that enabled Lenox's 10,000-plus agents to do everything from establishing a prospect's financial profile, to selecting the most appropriate products from the company's myriad policies and generating all the paperwork needed to close a sale.
Lifexpress, however, wasn't boosting sales productivity as much as management had expected. Two of Lenox's competitors had launched similar systems and are already running ahead of them. Sullivan's Boss, Chief Financial Officer Clay Fontana seems to be blaming Sullivan for the problem. Bennett appeared to correspond with Fontana...
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