Human Resource Management - Training and Development

Please provide Introduction and Conclusion.

CASE STUDY Developing the Sales Force at CooperVision CooperVision is one of the world's 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 CooperVision's 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. 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. 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. QUESTION 1 [30 MARKS] 1.1 Explain the purpose of a training needs analysis (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 "Programme design and development focuses on how to formulate learning outcomes and how to select relevant content and sequence for the training programme". Read the case study and explain the design of Coopervision's training programme. Your answer must give the following information: (10 Marks) Who the programme was designed for? I Prerequisites I Learning outcomes I Who will carry out the training? I Learning material used (10 Marks) 1.3 Discuss five (5) techniques used in conducting training needs analysis (TNA)