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Development and Training (Human Resource Management/431 Course) - Research Paper Example

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Product knowledge proficiency enhancement program is required to be implemented at Company X, in order to ensure closing a sale and remarkably obtain financial liquidity and future stability of its operation. In this paper, the proponent tries to include needs assessment,…
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Development and Training Paper (Human Resource Management/431 Course)
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Download file to see previous pages This is a marketing-driven company, employing its personnel and exposing them further into the achievement of required revenue in order to realize substantial amount of profit. However, the company needs to ensure high closing rate of its sales personnel. The company sells its products and these offerings at some point would require technical skills and substantial product knowledge proficiency. This is due to the fact that the company promotes products that are highly technical in nature, and at the same time it would directly sell them to experts and professional users such as engineers and architects. Regarding this, a product enhancement program is necessary. Doing this would require a specific kind of program that in terms of arising needs should be assessed, designed, developed, implemented and evaluated. In this paper, the proponent tries to formulate this training program involving the concept of product knowledge and proficiency enhancement activity for the sales personnel. After all, closing a sale is an art that could be associated with product knowledge (Tracy, 2007).
Closing a sale is required at Company X, as this would not only ensure achievement of revenue, but above all making certain about its financial liquidity and future stability of its operation. Upon the hiring process, the company sees to it that the newly-hired personnel have the required selling skills. After all, the company is determined and always looking forward to hit its target monthly sales quota. In other words, the company is expecting to acquire aggressive sales personnel in order to achieve its corporate objectives. However, in the case of Company X, having the required technical know-how on how to close a sale is not enough. In fact, there is a need to know more about the product especially on the technical aspects of it. As already stated, most of the users of the company’s offerings are engineers and architects. This means that the sales team ...Download file to see next pagesRead More
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