Case Study Question Instruction:

Read the case study below and answer the questions that follow.

CASE STUDY Developing the Sales Force at CooperVision CooperVision is one of the worlds leading manufacturers of soft contact lenses and related products and services. Every year CooperVision hosts an internal conference, the Americas Sales Conference (ASC), for their regional sales team. The purpose of this conference is for CooperVision to equip their sales force with the latest data, industry trends, knowledge, and skills to effectively market CooperVisions products to eye care professionals. The Challenge Under an extremely tight deadline, GP Strategies collaborative team stepped up to the challenge to create a highly engaging solution that included high-gloss materials; instructionally sound and activity-rich workshops; an interactive digital game; and a Sales Success Playbook that sales representatives could use after the conference. These learning assets were delivered to learners using partner platforms Allego and Showpad, which integrate mobile cloud and video technology. All modules for the workshops consisted of a facilitator guide, presentation materials, a participant workbook, and five to six quiz questions. PROGRAMME BACHELOR OF COMMERCE IN HUMAN RESOURCE MANAGEMENT MODULE TRAINING AND DEVELOPMENT TOTAL MARKS 20 Business Impact The Sales Success Playbook was delivered to sales representatives and regional directors in advance of the conference. Asking sales representatives to complete preconference assignments was a new approach for CooperVision and was favourably received by learners who felt well prepared during the conference. Regional directors who delivered the workshop training were well equipped with the skills and knowledge needed to be effective presenters.ent. The training was held over two days in December 2017. Sales representatives provided feedback following the live event. They reported feeling much more educated and prepared for complex customer conversations. https://www.gpstrategies.com/casestugpstrategies.com/case-studies/

Question 1.1 Explain the purpose of a training needs assessment (TNA) and the importance of conducting a skills audit. Also outline the specific training needs addressed at the CooperVision training conference. (10 marks)

1.2 Discuss any five (5) areas where training needs analysis (TNA) can be done.(10 marks)