Q1. What do you think about Raghavan’s training programme?

Answer:

 The training method adopted by Raghvan is not apt for anew trainee employee like Sanjay.

 Even though from a reputed management institute, Sanjay’s skill and knowledge are limited
to his learning in the institute.

 The material collected in relation to the products of the company only provides an insight as
to what the company sells and not what Sanjay is desired to perform as a part of his job

 This thus justifies that the training programme followed by Raghvan doesn’t suffice for
imbibing the required job instructions required for performing the job.

 This type of training may in general be of no benefit to both Sanjay’s performance and
Company’s productivity and also waste of precious resource and time.

Q2. What type of sale training programme would you suggest?

Answer:

The factors that need to be kept in mind while suggesting an apt sales training programme would be:

 Sanjay being a newly recruited trainee.

 The nature of the job (sales).

 The level of performance desired.

 Awareness about how to do the job.

Identifying the Trainee

 In this case Sanjay being a new recruit, he must be given an entry-level training.

Identifying the Trainers

 It would be essentially suitable that training must be imparted by immediate experienced
supervisor of the trainee.

Method and Technique of Training

 Training may be imparted by means of on –the job methods as Sanjay is from a management
college of good repute where he has already learnt a lot via off- the-job techniques.

Level of learning
 As it is an entry level training more emphasis must be given to development of basic
understanding of the field, becoming acquainted with the language, concepts and
relationships involved in the job.

Conduct of training
 Suitably the training programme should be on the job itself so as to provide sufficient
exposure and real time supervision to the trainee.
Q3. What method of training would have been best under the circumstances? Would you consider
OJT, simulation or experiential methods?
Answer:
 The method suitable for training would be On-the-Job Training (OJT)

 In this method the trainee would receive firsthand experience of the jobconditions.

 This method is economical since no additional personnel or facilities arerequired.

 The trainee learns on the actual equipment in use and in the true environment of his job.

 The trainee also learns by day-day observation the applications of the rules, regulation and
procedures.

 It is also appropriate for teaching the skills and knowledge which can be acquired in short
term.

 Since the nature of the job is of sales, hence hands on experience is a must for gaining
experience of the job.

 The training must be done in stages in situations varying from easy to the toughest
conditions.

 This way the trainee will build up his experiences and learn the decision making process and
strategies.