Due to general business conditions, copier sales at Kannon have gone down 30 percent in the last year. As part of an overall expense-reduction strategy, sales management decided to reduce salesforce expenses.
The costs for the staff, facilities, equipment, and consumables needed to deliver classroom training increased 300 percent in the last year. Sales Training Division (STD) management determined that classroom training expenses need to be reduced. The current training program is 75 percent c