3. Case Study; Please read the following case and answer the questions followed

Question

3. Case Study; Please read the following case and answer the questions followed by it. Sales person Jim, 27, has recently been promoted to manager of sales personnel at a large car dealership. Mary, a new salesperson (and the only female salesperson), comes to his office late one afternoon with a complaint about something she says really bothers her. Specifically, she says she has never seen Tom, one of the most experienced (and best) salespeople, at any of a series of off-site training seminars (at which attendance is supposedly required). These seminars are designed to help sales staff learns detailed technical information about the mechanical advantages of the cars they sell. Jim’s “grapevine” impression is that most salespeople think the training seminars are a joke, and rumor has it that a lot of salespeople regularly skip them (although many salespeople can be heard saying things like, “I’m out of here--I’m going to today’s seminar at the Hyatt”). Jim’s boss, however, regularly sends him memos that stress the importance of the training. Upper management spends a lot of money on the training seminars, because they feel that such training will give the dealership a competitive edge. Mary is so new that she does not yet have an established sales record. Also, Jim has heard through the grapevine that a lot of the salesmen are uncomfortable with Mary and wonder if a female can learn to sell cars. She seems eager, however, and obviously wants to follow the rules. She concludes by telling Jim that she’ll check back with him tomorrow to see how he’s handling the issue of the absent salesman.

Questions: 1. Advice in detail, how Jim can make sales training interesting?

2. How you measure training effectiveness using Kirkpatrick’s Four-Level Training Evaluation Model?

Explanation / Answer

1.Employees are not showing more intrest doward the training because they feel that it was not effective and intresting.To get intrest in employees jim should do many efforts and grasp their intrset towards the training.There are some of the tips to make training more intresting.

2.Kirkpatrick's Four-level training model was an most popular model and it gives the amazing training and education program results.In this model,clearly defines training style,how to attract the employees etc.In this modelthere are three levels which explains the how training most be more effective.

Level 1-It describes thoughts of employees about their training.

Level 2-Employees increase their knowledge through the training experience

Level 3-Changes in the behaviours of employees and they start applying the skils in their jobs.

Level 4-Performance of employees.

In the early level of the training we should take the decisions of the employees and according to their thoughts training most be provided.It make employee intrest towards the training.By attending daily seminars gives more knowledge about the topic and they intended to apply in daily jobs which makes them to achieve the goals.This model gives the sequense of training according to the employee intrest which may give more effective training.

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