Homework: Training & Development

Competencies Measured

By successfully completing this homework, you will demonstrate your proficiency in the following course competencies:

I. Competency I: Demonstrate effective training program design, development, and implementation.

1. Create course training objectives that align with the training needs analysis findings.

2. Develop the structure of the training course including justification for decisions.

3. Describe steps to ensure the training is accessible to all participants.

II. Competency II: Assess the impact of technology on an organization`s training strategy.

1. Select a venue for the training course including details considered in the selection process.

III. Competency III: Identify effective organizational processes and roles for employee development.

1. Select a course trainer including factors considered in the decision.

IV. Competency IV: Communicate effectively using professional standards embracing diversity, equity, and inclusion.

1. Support ideas with relevant evidence using APA formatting rules and APA writing style when appropriate with few or minor errors.

2. Use correct grammar, punctuation, and mechanics as expected of an undergraduate learner.

Creating Training Objectives and Course Design

Introduction

In this homework, you are assuming the role of a Training Designer who has been tasked with creating a Sales Skills course for sales professionals at Vilexo, a pharmaceutical company. Vilexo has been losing revenue with market share going down in key market sectors during the last fiscal year. A training needs assessment was conducted, and the results showed development opportunities in the sales team. Specifically, the TNA found the following:

I. An increased conversion time of new leads to customers from two months to six months.

II. Loss of 18% of existing customers to competitors with comparable products.

1. Customers cite lower prices and believe that the competitor`s product was better as the most common reasons.

III. Sales reps report that they are not confident in one or more basic sales skills.

IV. Surveys indicate that sales reps often cannot accurately describe the benefits and contraindications for products they sell.

V. Surveys indicate that sales reps often cannot suggest other products in our catalog to meet customer needs.

VI. Customer complaints indicate slow response rates to customer calls and questions.

VII. Customer complaints indicate that sales reps have given them incorrect information about pricing and ordering.
Management has decided that they want in-person sales training for 40 local sales representatives, and the direction for the course budget is to do it as inexpensively as possible. You are tasked with identifying the training objectives for this course as well as establishing the room arrangements and other course arrangements as well.

Task

Question I. Create five training objectives for this sales training course that align to the training needs analysis findings.

Question II. Develop the structure of the course (outline, duration, frequency, et cetera) and justify your decisions.

Question III. Select a venue for the sales training course and explain the details you considered in your selection process.

Question IV. Select a course trainer and explain the factors you considered in your decision. For example, will you select an in-house trainer, a current member of management, or an outside consultant?

Question V. Describe how you will ensure the training is accessible to all training participants. What steps will you take to ensure that training is accessible to people with limitations in areas such as mobility, vision, or hearing?

Question VI. Identify any other factors you will consider. For example, will meals be provided, or are there giveaways that will need to be ordered?