Sales Employees Training
ABC Broom Company in Bombay, India needs a training program created for its new salesmen. These salesmen are in their early 20’s and are high school graduates. These salesmen are not meeting their sales goals but would like to because of the financial bonus. These salesmen have no prior sales experience before entering the training program.
Based on the feasibility analysis for the training, a plan consisting of lecture, group discussions, role playing, and a mentoring program will be implemented. It is best to use a combination of methods to deliver the training. Each method may help to enhance the other (Hannum & Hansen, 1989). The choice of instructional methods is dependent upon the type of learning objectives, the characteristics of learners, the instructional conditions, and the evidence of instructional effectiveness.
A learning objective makes clear the intended learning outcome or product of instruction, rather than what form the instruction will take. Objectives focus on student performance. The types of learning outcomes that are expected are attitudinal learning, and intellectual learning (problem solving and application).
The employees are from Bombay, India. India has a caste system which each employee is aware. The caste system has supposedly been demolished, but research has shown that it is still present within the culture. Trainees do not need to be briefed on the caste system. The employees were raised in India and are well aware of the differences between castes. Each trainee will bring to the training sessions their own prejudices, experiences, and learning styles. While each learning style cannot be taken into consideration, the trainers will attempt to teach to the mean (Sheppard, 1998).
The Indian culture is unique in that an Indian person will attempt to learn everything about someone on the first visit (Matthew, 1996). This may be a potential problem for the salesmen. It is viewed as a process of establishing a relationship with the person to whom they are speaking. The salesmen may not be able to establish a relationship with the client in enough time as specified by the company to make a sale. This fact will be considered and discussed at the group seminars.
The training program will begin with a lecture to present the information that the employees need to learn. This information will...
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