Human Resource 2
ISA 1
Training Program
Group 2
Presented by:
Floyd
Lisa
Jarvis
Ahmad
Jerico
Stalwart
Clif
Summary :
This course helps sales staff :
-to develop their skills in interacting with
customers in its best manner.
- To increase their knowledge about their sales
areas and products.
-This course provides trainees with some
related games .
-To enhance trainees’ motivation.
Introduction:
- This seminar designed to teach the skills that
will help increase sales and profitability .
-The focus of the course is on the
fundamentals of salesmanship.
-The course will help sales personnel to
determine the actual areas of customer
concern.
Purpose:
- The purpose of sales training is to provide
trainees with the necessary skills.
-In a short time, sales training attempts to
teach the skills possessed by the more
experienced members of the sales force.
Need Assessment of training:
The assessment for training need is conducted
for below individual’s deficiencies:
-Knowledge
- Skill
- Abilities
Methods of Assessing needs:
- Observation: We assign an observer by the
name of John who has worked as a supervisor
for sales department
- Interview: The information should be
collected about the sales volume and
relationship of customers with sales staff from
interviewing with sales employees.
- Questionnaire: More information about how
sales process is going on will be collected
through engaging the customers.
These three methods are the best combination
for gathering information about sales staffs’
performance.
After assessing Needs:
These are the needs that should be met
through training:
- Weak customer relationship (weak behavioral
skill)
- Less knowledge about product
- Unmotivated
- Inability in how to attract customers
- Less knowledge about sale’s areas
These are instructional objectives based on
Assessed Needs:
- Train employees in such a way which he/she
would be able to build a strong relationship
with customers
- Increase knowledge of employees about the
sale’s areas and about the products
- Train employees how to attract customers
and keep them loyal
- Motivate employees
Training Program:
- Trainees: This program capable of 6 persons
who are working in Sales department.
- Trainers: For this program we assign three
Sale’s trainers who are specialist in this field and
have more than 15 years experience in this area
as below:
1. Blair Singer
2. Butch Bellah
3. Dr. Tony Alessandra
This program contains off the job training
methods as below:
1. Lecture: About importance of customers, why
employees should keep customers happy, what
are the benefits of the products they are selling,
how is its quality and e.t.c
2. Films: Rocky, Boiler Room, Pursuit of Happiness
3. Games : El Game LLC, Still don’t get it, S’up.
Such games that help trainees to learn how to
convince the customers in complex
situation( Angry , Uncertain about product , …)
Through these mediums, program provides
employees better knowledge about the product,
customer, and workplace. Secondly, they will acquire
skills of How to attract customers, How to cooperate
with colleagues and How to make customers loyal to
company through activities which will be conducted
during program.
- This program motivate employees in below ways:
1. Enrich their career
2. Enhance their ability and skills
3. Increase their knowledge
Implementation:
Place of Training:
The classroom for training is outside the
organization and located in Training school for
management, San Diego, California
Schedule Time:
- This course will take three days from 09:00
A.M To 04:00 P.M
The program is scheduled as below:
Training Day – 1 (3th November 2019)
TIME TOPICS DETAILS
9:00 AM to 10:00 -Registration time
AM -Welcoming of trainees
- Explain objectives of training
10:00 AM to 11:00 -Interactive session between Trainers and trainees
AM - Discussing about importance of customers for company
11:00 AM to 1:00 Module1: Lecture and video on understanding of the
PM customers and the products
1:00 PM to 2:00 PM
Lunch break
2:00 PM to 4:00 PM Module 2: Conducting activities for increasing trainees’
behavioral skills
Training Day – 2 (4th November 2019)
TIME TOPICS DETAILS
9:00 AM to 11:00 -Discussing about last day lessons
AM - Making some questions about last day’s lessons to
ensure whether the trainees learn something
11:00 AM to 1:00 Module 3: Lecture and video on increasing knowledge
PM about the Workplace and Products
1:00 PM to 2:00 PM
Lunch break
2:00 PM to 4:00 PM Module 4: Conducting activities for enhancing trainees’
interpersonal and behavioral skills
Training Day – 3 (5th November 2019)
TIME TOPICS DETAILS
9:00 AM to 11:00 -Discussing about last day lessons
AM - Making some questions about last day’s lessons to
ensure whether the trainees learn something
11:00 AM to 1:00 -Module 5: Games which help trainees to know how to
PM convince customers in complex situations (Angry ,
Uncertain about product,...)
1:00 PM to 2:00 PM
Lunch break
2:00 PM to 4:00 PM Module 6: Lecture for motivating employees by informing
them which this training enriches their career.
Materials required for this course:
- 6 sales trainees and 3 professional trainers
- Classroom
- 8 advanced computers
- Speakers
- whiteboard, Markers, Duster
- Training aids ( Pen, notepad, Folder, ... )
Evaluation:
Evaluation will be conducted by trainers at the
end of training and during the job. We will use
from time-series analysis method and
Following outcomes will be used for evaluation
of training process:
1. Reaction:
They collect this information after training is
finished by asking questions from trainees and
it will determine whether trainees are satisfied
or not about the trainers, Methods , Materials
and training program.
2. Behavior:
Information about this outcome is collected
after training program and during the job
performance. This outcome determines :
- Can employees deal with angry customers?
- Can employees keep customers happy ?
- Are the employees motivated ?
3. Result:
If the training process is efficient and useful
we will see its benefits on these areas:
- Increase productivity of employees
- Increase loyalty of customers
- Increase in sales volume
- Increase efficiency
Thank you
