(2 X 5 marks = 10) Case - Sales Training One morning Sam Simth, a recent recruit from a reputed management institute in Mississauga walked into the sales office at Ontario as a new sales trainee. Richard, the zonal sales manager for a large computer hardware firm was there to greet him. Richard's job consisted of overseeing the work of sales officers, filed executives and trainee salesmen numbering over 50 over three areas Mississauga, Ottawa, Montreal. The sales growth of computers, parts, and other office equipment in this area was highly satisfactory, especially in recent years - thanks to the developmental initiatives taken by the respective provincial Governments in spreading computer education in offices, schools, colleges, banks and other institutions. Richard collected various sales reports, catalogues, and pamphlets describing in detail the various types of office equipment sold by the company. After a pleasant chat about their backgrounds, Richard gave Sam the collected material and showed him to his assigned desk. Thereafter, Richard excused himself and did not return. Sam spent the whole day scanning the material and at 5 pm he picked up his things and went home. 1. Answer the following questions: A. What do you think about Richard's training program? What type of method of sales training program would you suggest? Design an appropriate training program for this situation. I B. What type of training program would have been best under the present circumstances and why