Question

Imagine that you work for a global automobile manufacturer as a lead training and development associate. The head of human resources (HR) has had meetings with various departments, and a training need was identified by the sales department. Sales have dropped considerably in the last quarter, and through a training needs analysis, it was shown that sales associates lack the proper knowledge, skills, and abilities (KSAs) to effectively sell automobiles to various car dealerships in the United States and abroad.

The head of HR has asked that you give him or her a presentation on which major training theory you would recommend to apply to this scenario to equip the sales associates with the necessary skills to increase sales.

Select one training theory. This can be any of the four discussed in this unit or a training theory of your choice that interests you. Then, in your PowerPoint presentation, include the elements listed below.       

• Discuss the training theory and its primary tenets.
• Explain why you recommend this theory.
• Discuss two to three activities that you would build from this theory. For example, if you chose action theory, you may create group activities where sales associates run through sales scenarios with each other to see what works and what does not. Feel free to be as creative as you would like with your given theory.
• Explain how your activities will address each learning style (i.e., visual, audible, and kinesthetic learning styles).

Answer 1

1. About the training theory and its primary tenets.

Demand Creation Training Strategy

This is considered as one of the categories of sales training techniques which is more efficient in any organization. Most of the B2B firms offer at least a few products or services that have a very latent demand, that is, the prospects have not yet realized that what they we will have to offer. For example, if this company produces specialized automobile parts for a niche market or if this company in case would invent a new product that no one in the marker has ever come across, then that is going to be a demand creation.

Demand generation, generally as a marketing term, would describe about a broad set of practices and also the tactics that are all focused around one thing: making people care consider about our product.

In this case, this type of sales training will help the company’s sales team to understand on how to influence and also facilitate the current organizational change. This is a little complicated and also a bit difficult task, where the company’s sales training should probably consider concentrating more this topic regularly, particularly if only we offer our products with a latent demand.

2. Why I recommend this theory -Explaination

Generally speaking, very few people in the market cares about the brand. Actually, at least not until they realize that they have a very major problem that would need a problem solving, or even when they discover that they are in a demand for a particular type of product or service. But, even then, when they start searching for a solution for their problem, they might have a plenty of competitors they could find in the market instead.

So, it is a most vital thing in this situation to build interest in the industry, be distinct from others and get in front of a lot of potential customers, which would deliver the kind of value that would attract a lot of people to our company .

This is where we need this demand creation strategy to conquer the market.

3. Activities that I would build from this theory for the sales team trainees

I would hereby discuss all the activities that would happen in this demand creation training theory.

Activity 1- The Sales trainees has to research its customer base to develop detailed personas.

Activity 2- The sales associates would develop messaging that resonate with the customers and to build up interest with our product.

Activity 3- That message is made to get communicated through all the Top of funnel communications, wherever their audience are.

These messages are all meant to just create one thing- Build trust in our company.

Activity 4- Most of the online opt in forms are considered potential data of the customers. Some time the previously recorded sales calls are also considered to be a potential source.

Activity 5- These information’s are collected by the sales team in the sales force kind of CRMs

Activity 6- The Sales trainees or the sales team are encouraged to mix the email automations and the other outreaches which they would later use them in their sales calls, start demos, schedule consultations and finally help customers to make a step towards the purchasing. Group discussions would be conducted based on these calls and demos.

Activity 7- Once the customers are in, a good repo is been built up to retain the customers.

4. Activities and how they are lined with each learning style

Auditory Learners

Auditory learners are considered to be very excellent listeners and discern patterns in terms of spoken, lecture-type teaching. This type of learners usually prefers speeches, audio recordings, and also the training that would include a plenty of opportunities for many dialogues. The sales trainees would be considered to listen and observe the previous cold calls made to the customers. This process or activity (Activity 4) can differentiate the sales trainees who are best in understanding the process clearly through this type of training. This is identified using daily assessments during the training sessions.

Reading/Writing Learners

Some of our sales trainees learn their best through close examination of text, stories and also previous reports with case studies. Most of the data are taken form the opt in forms, customer suggestion forms and the customer complaints register.

Kinesthetic Learners

As observed a very few of our usual training crowd has kinesthetic learners who would expand their comprehension of the new information through their own senses, and they also enjoy hands-on activities like simulations. The sales trainees are assigned to do a mock sales call or attend an easy customer in order to gain the real time experience of the training.

Interactive/Social Learners

Major part of our sales trainees usually are the social leaners who are strong at understanding the feelings and also motivations of the others. This happens once they thrive on role-playing, team learning activities, and also group discussions as said in activity 6.

Thanks & Good Luck!!!

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