Role of a Training Manager: Case Study Information
You are a new training manager responsible for communicating the training plan and logistics for a training program that is rolling out to 5,000 sales representatives who are geographically dispersed across the country.
Sales for the organization have been steadily declining for the last six months.
A new product that was launched six months ago was expected to be a top seller; however, sales for that product have only trickled in since the launch. The sales force was trained at the time of the product launch via self-directed, Web-based training, but it was not mandatory and the training was not tracked—so there are currently no attendance reports to indicate who did and did not attend the training.
A gap analysis shows that there is still a gap in the sales force knowledge and skills compared to the new product benefits and functionality, as well as what sales representatives need to be able to demonstrate to clients to show the full features and benefits of the product and to help close the sale. You’ve conducted your needs assessment and have outlined a training program designed with the key topics and content to be trained and you’ve also determined the different media for this initiative. The sales force will:
- Complete self-directed pre-work using paper-based workbooks prior to the national meeting.
- View an asynchronous webcast communication from the CEO regarding the new product, its key benefits, and how this new product affects sales representatives in the organization.
- Attend a one-day instructor-led training class at the National Sales Meeting. There will be approximately 30 sales representatives per breakout room for the instructor-led training.
(2007 American Society for Training & Development)
Legal, Regulatory, and Ethical Requirements
- Review Chapter 15 of Module 6- Managing the Learning Function
- To be prepared for a Scavenger Hunt, research the following:
- EEOC (Equal Employment Opportunity Commission)
- ADA (Americans with Disabilities Act of 1990)
- OSHA (Occupational Safety and Health Act)
- Accent and linguistics; Gross translation errors; Nuance errors
- FASB (Financial Accounting Standards Board)
- SEC (Securities and Exchange Commission)
- GAAP (Generally Accepted Accounting Principles)
- SOX (Sarbanes-Oxley Act of 2002)
- NLRA (National Labor Relations Act of 1947)
- NLRB (National Labor Relations Board)
- Labor-Management Relations Act (aka Taft-Hartley Act)
- SHRM (Society for Human Resource Management)
- Copyright Act of 1976
- APCA (Academy of Professional Consultants) and Advisors' Code of Professional Ethics
- ASTD National Code of Ethics
- Self-governing behaviors
10a CPLP LG Learning Function Case Study.pdf
10c CPLP LG Learning Function Scavenger Hunt.pdf
10e CPLP LG Learning Technologies Job Aid.pdf
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