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Question
Mark Caffrey, vice president of sales at Samson Pharmaceuticals, manages a sales team of 10 employees. Members of Mark's sales force vary in experience level. Four members of the sales team have worked at Samson for less than 1 year. The other six salespeople have been with Samson anywhere from 3 to 7 years. Mark recently received the annual sales report and noticed that sales have been dropping steadily over the last year. Mark is considering the idea of providing training to his sales team as a way to boost sales.Which of the following undermines the argument that the drop in Samson's sales can be solved through training?
A) Samson recently eliminated its long-standing policy of paying salespeople commissions on top of base salaries, which angered employees.
B) The newest members of the Samson sales force are unfamiliar with the procedures used by the firm to measure the effectiveness of new drugs.
C) Samson's most experienced salesperson retired after working at the firm for more than 20 years.
D) Samson no longer requires salespeople to have medical backgrounds or science degrees.
Answer
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