Background: ABC Inc. manufactures and sells laptop computers. ABC has operations in the U. S. and 11 foreign markets, has over 4000 employees, and sold over 2.6 million last year. In 2018, the company introduced a new line of laptop computers and hired 30 new sales people.
Triggering Event: After reviewing the sales reports for 2019, the VP of sales discovered that sales are down by 20% compared to last year causing the company to miss fiscal projections.
Training Program: After conducting a needs analysis, ABC Inc. is implementing a 5-day training program to teach sales personnel the 7 steps to effective selling and the key features available on the new laptop computers.


2. Describe what ABC could do during each of the following Gagne’ Steps for the training program to develop the necessary KSAs for ABC Inc. (20 points)

1. Present Material
2. Guided Instruction
3. Assess Performance
4. Encourage Retention and Transfer