Outline the key decisions made from the beginning to the end of this case. Who made each of those decisions, and why?
Describe the ideal process for handling the concern about declining sales, ignoring for now the pressure from management.
What arguments could be made to convince management that working with an outdated needs assessment is not wise?
If you were asked to develop a training program for these sales agents, what content, method, and media would you choose? Explain your answers as best you can, given the limited information provided.
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