Reference no: EM133095912

You are the supervisor of a team of sales reps who promote pharmaceutical products in doctors' offices. Recently it has come to your attention that sales team performance is well below projected figures for the last two quarters. Answer each of the following sub-questions separately.

1) What steps would you take to determine if this is a lack of training problem? Write your answer by using all three types of a needs assessment

2) After you have done a needs assessment, you found two underlying problems: 1) sales reps lack adequate knowledge about the company's drugs, and 2) sales reps have difficulty selling the products to doctors. What training delivery methods will you use to improve your sales reps' performance? Choose two training delivery methods (see the list below) and explain why you chose them by including both pros and cons of the two training delivery methods.

Possible training delivery methods include:

• Classroom instruction
• Computer-based training
• On-the-job training
• Job swapping (job rotating)
• Job shadowing (apprenticeship)
• Simulations o Business games
• Behavior modeling
• Team training

3) How will you evaluate whether your training program has been successful? Explain your answer using all four criteria of Kirkpatrick's 4 levels of training criteria model.