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 best supports the argument that the drop in Samson's sales can be solved through training?
◦ Samson provides laptops to its entire sales team so each salesperson can easily locate necessary information while on sales calls.
◦ Members of the sales team have expressed that they do not fully understand the benefits and side effects of the latest medications released by Samson.
◦ Attitude surveys sent to Samson personnel suggest that the firm's elimination of year-end bonuses has angered many employees.
◦ Recent studies suggest that sales of name-brand pharmaceuticals, such as Samson, are dropping as more people are choosing to use generic drugs instead.
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