6-8 arguments or questions you would use if you found yourself in the situation depicted in the role play scenario. 6-8 as being Melissa & pat lee

You will be graded on the relevance and strength of your arguments and/or questions

Role Play C C 1 Blindsided Melissa Moore was the human resources and training manager for Crane Company, a manufacturer of custom molds for the plastics industry. Moore was about to enter a meeting set up by John Rock, the vice president of sales for Crane. John was hired away from Crane's nearest competitor, and had been with the company for a little less than a year. The topic to be discussed was the ongoing training Crane Company's 200 field sales representatives across North America and Canada should receive. Moore did her homework before the meeting, and was very well prepared. She had been with the company for 15 years, and had seen it grow from a small, single-location, regional company of 50 employees to the industry leader with 1,200 employees and five manufacturing facilities. She felt that her department had a strong ongoing sales training program, with two experienced professional sales trainers who conducted classroom lectures, guided role playing, and supplied the sales force with new product field training materials. She also felt that the sales training was in line with Crane's corporate vision and goals, based on conversations with her direct supervisor, Tom Jenkins, the firm's, vice president of human resources. The sales training programs were comprised of small groups of eight to 10 field sales representatives who would rotate into the corporate office for three days of training seminars. On average, a salesperson received formal training twice a year (10 days annually, including travel time). Salespeople took assessment tests during training. Moore believed the on-going sales training seemed to be successful, because there was very low turnover within the sales force, customer complaints about the sales force were minimal, and the company's overall sales had steadily increased over the years. There were no formal measurements of the ongoing sales training program, but she felt confident in its value, because the feedback she received from the sales force was always positive with regards to the training visits. Five minutes into the meeting, Rock blindsided Moore by telling her that he believed Crane's ongoing sales training was no longer working, outdated, and lacked trainers with field experience. He went on to explain to her that he could no longer afford to have his salespeople out of the field for 10 days a year. He challenged her to utilize new technologies to deliver ongoing sales training more efficiently. He explained that he needed to increase sales, and how the time sales reps were spending in training was taking away time the time they needed to spend in front of customers. In addition to objecting to the time out of the field, he also gave Moore a copy of an expense report showing the average travel expenses incurred per salesperson (more than $2,000 a year) to attend training classes. A large percentage of training costs were expensed to each sales manager's budget, and the increasing cost of transportation (let alone meals and lodging) and time out of field, was cutting into the ability to achieve sales and profitability goals. Consequently, sales managers have historically been reluctant to ask for additional training from corporate. Rock stated that the expenses were out of line, and that he could use the travel expense money as a cost savings. The meeting ended when he stood up and said he wanted Moore to prepare a new sales training proposal, to be placed on his desk in two weeks. After Rock left the room, Moore sat there, wondering what had just transpired. Assignment Break into pairs or a group of three. One person will role play Melissa Moore. The second person will role play Pat Leethe national sales manager. The third person will role play John Rock. Rock wants the other two to prepare a list of suggestions outlining the direction the company's new sales training program should take. Weigh the pros and cons of the different training methods available to Crane and present them to John, who you know is keen on cost savings