Information System activity

Consider the following scenario: 

Elekota has a pricing team of 16 analysts and the Pricing Director. The new system is extremely complex for the the pricing analysts role, but enthusiasm is high for the pricing app.  

The sales team has 400 representatives. Several of the Senior Sales representatives have voiced concerns about the new system; namely that they new pricing system will produce price quotes that are too high. They fear that they will lose sales to competitors. The pricing app it self is of low complexity for the sales rep user. The senior sales reps are resistant adopters. 

1) Devise an approach to training the pricing team and the sales team (choose one of the methods  one-on-one, classroom, or computer-based training) and offer a brief justification

2) Devise a information-based communication (benefits) and a political policy (use of political power: rewards and or sanctions) to motivate adoption for the sales team. Be specific on the policy. Refer to the Elkota QUESTION if needed. The Gartner reading “Use Gartner’s Change Reaction Quadrant to Drive Transformation” may spark ideas for specific policies and communication strategies.