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You are a mid level manager for the sales department of a software firm.

You are a mid level manager for the sales department of a software firm. The organization presently specializes in retail sales but will be launching a Business to Business (B2B) emphasis within the next six months. This new emphasis will require the use of an outside sales force.

As a manager, you are in charge of making the staffing decisions to handle this new project. You will have to assess the skills and competencies of your current 20-person team in terms of the demands of the new project. Since none of your current team has B2B outside sales experience, will six months be enough time to train some or all of your employees on B2B outside sales techniques, or will going to the external marketplace be the best solution?

Your will need to prepare an outline for your firm’s HR department that details the staffing strategy that you want to implement. In developing this strategy, outline your thought processes and defend your recommended strategy.

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