1.) Outline the key decisions made from the beginning to the end of this case. Who made each of those decisions and why?
2.) Describe the ideal process for handling the concern about declining sales, ignoring for now the pressure from management.
3.) Provide the arguments that could be made to convince management that working with an outdated needs assessment is not wise.
4.) Recommend the content, method, and media would you choose to use for a training for the sales agents. Do you're best based on the limited information.