What is this manager’s name, job title, and company? Describe the Salesforce which is being trained – how many salespeople, what are their roles/functions, what is their work environment (e.g., in office, remote, etc.)?

Salesforce Training Exercise

1. Interview a sales manager (this can be the same sales manager you interviewed for E5) to understand the salesforce training plan for the company or business unit for which he/she works. Address the following.

a. What is this manager’s name, job title, and company? Describe the Salesforce which is being trained – how many salespeople, what are their roles/functions, what is their work environment (e.g., in office, remote, etc.)?

b. Describe the salesforce training plan for this salesforce. Include information relative to:

i. Needs or Topics that training is addressing (e.g., sales techniques, product knowledge, competitor knowledge, etc.)

ii. Objective of sales training program (e.g., increase profits, socialize salespeople to the role, introduce new products, etc.)

iii. Alternates for the training program (e.g., trainers, location, methods, media, etc.)

iv. Evaluation of training program effectiveness (e.g., results, reactions, behaviors, etc.)

c. Overall, how does the sales manager feel about this training program? What changes would he/she recommend or what are the pros and cons of this design?

Notes: Be sure to incorporate topics, concepts, and terminologies discussed in the chapter.

2. Submit/post your word document to the Bb assignment folder space by the due date listed in the syllabus schedule. Note: Write-ups should be no more than 3 single spaced pages.

Grading Rubric to be used

Criteria

Points

Answers cover all parts/aspects of the questions, are in-depth, incorporates concepts from the course material, and contain proper spelling and grammar.

27-30

Answers cover some but not all parts/aspects of the questions, are somewhat in-depth, may lack adequate incorporation of concepts from the course material, and contain some spelling and grammar errors.

24-26

Answers cover only a few parts/aspects of the questions, are lacking depth, are void of concepts from the course material, and contain many spelling and grammar errors.

0-25

Late submission of work

50% deduction from earned score

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