John has identified in his company that the sales revenue has been declining over the past few quarters. John decides to delegate the task of conducting a gap analysis to Sam. Conducting the gap analysis will help us understand what is happening to the sales revenue and how to address the issue. Sam conducts a gap analysis by comparing their current sales performance to their past sales performance and to the
sales performance of their competitors.

Sam identified several gaps in their sales process, including:
· Lack of a well-defined sales process
· Inadequate sales rep training
· Limited marketing efforts

2.1. Do you think it was advisable for a gap analysis to be conducted or is there a better tool that could be used for conducting a business needs analysis? Please defend your answer. (4 marks)

2.2. Based on the gaps identified, recommend solutions to address these issues. (6 marks)

2.3. There are various tools that can be used to conduct a business needs analysis. Identify any two of your choice, compare and contrast between the two identified. (10 marks)