Reference no: EM133305885

Assignment: You are organizing a training program for the 10 sales people at Bits&Bytes (B&B), a large technology retailer in Toronto. These employees already know all of B&B's technology products very well, however a recent survey of these employees revealed that their selling skills were far lower than their competitors. B&B's VP of Sales wants the employees to close one sale for every five customers they speak with. Currently they are only closing one sale for every ten customers they speak with. The VP of Sales has observed that the sales people are not listening carefully to what the customer wants, and instead they are promoting the products that they have a personal liking for. It is very important that they listen and understand what the customer wants and, once this is clear, they can identify the right product for the customer.

Another issue being faced is that there have been 1 or 2 employees who have have not been showing up to work promptly, despite being asked to do so by their team leader.

Questions: Respond to ALL of the following questions. Answers must be in full sentences. Point-form may be used.

1. Identify one topic that the training should cover, using the four questions of needs analysis.
2. Write out the instructional objective for this topic, using the format covered in the course material.
3. For the employees who have not been showing up to work on time (a) which approach to disciplinary action would you use and why? AND (b) briefly describe how you would use this approach with these employees.