Mark Caffrey, Vice President of Sales at Samson Pharmaceuticals, Manages

question 10

Multiple Choice

Mark Caffrey, vice president of sales at Samson Pharmaceuticals, manages a sales team of ten employees. Members of Mark's sales force vary in experience level. Four members of the sales team have worked at Samson for less than one year. The other six salespeople have been with Samson anywhere from three to seven 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?

• A)Attitude surveys sent to Samson personnel suggest that the firm's elimination of year-end bonuses has angered many employees.
• B)Recent studies suggest that sales of name-brand pharmaceuticals, such as Samson, are dropping as more people are choosing to use generic drugs instead.
• C)The rising costs associated with college recruiting have forced Samson to hire sales associates through online job sites.
• D)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.

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Definitions:

Occipital Lobe

The rearmost lobe in the brain, responsible for processing visual information from the eyes.

Lateral Geniculate Nucleus

A part of the brain located in the thalamus that acts as a primary relay center for visual information received from the retina.

Visual Cortex

The section of the brain situated in the occipital lobe, dedicated to interpreting visual data.

Receptive Field

A concept in neuroscience referring to the area of sensory space (e.g., part of the visual field) that can elicit neuronal responses when stimulated.