Training the Sales Force.

Read the case study entitled Training the Sales Force. Assume the role of a training consultant who has been hired by the company to assess where this training initiative went wrong and how to move forward.

Write a 2000-word memo that answers the Questions and Flashback Questions located at the end the case study. properly cite any materials you paraphrase or directly quote using APA 6th Edition format.

CASE STUDY: TRAINING THE SALES FORCE 

Sales at a large telecommunications company were down for the third quarter. Management reviewed several strategies to improve sales and concluded that one solution would be to improve training for the large, dispersed sales force. For the sake of expediency, the training department began using a needs analysis it had conducted several years before as a basis to develop enhanced training. Their plan was first to update the original needs analysis, and then to develop new training strategies on the basis of what they found. They also began investigating new training technologies as a possible way to reduce training delivery costs. However, management was so intent on doing something quickly that the training department was ultimately pressured into purchasing a generic, off-the-shelf training package from a local vendor. One of the features of the package that appealed to management was that the course could be delivered over the Web, saving the time and expense of having the sales force travel to the main office to receive the training. Hence, even though the package was costly to purchase, the company believed that it was a bargain compared to the expense of developing a new package in-house and delivering it in person to the sales force. Six months after the training had been delivered, sales were still declining. Management turned to the training department for answers. Because no measures of training performance had been collected, the training department had little information upon which to base its diagnosis. For lack of a better idea, members  of the training department began questioning the sales force to see if they could determine why the training was not working. Among other things, the sales people reported that the training was slow and boring, and that it did not teach them any new sales techniques. They also complained that without an instructor, it was impossible to get clarification on things they did not understand. Moreover, they reported that they believed that sales were off not because they needed training in basic sales techniques, but because so many new products were being introduced that they could not keep up. In fact, several of the sales people requested meetings with design engineers just so they could get updated product information. The training department took these findings back to management and requested that they be allowed to design a new training package, beginning with an updated needs analysis to determine the real training deficiencies. Source: E. Salas & J. A. Cannon-Bowers, “Design training systematically,” in E. A. Locke (Ed.), Handbook of principles of organizational behavior, Oxford, UK. Blackwell Publishers Ltd. 2000, pp. 57. Reprinted by permission of John Wiley & Sons, Inc. Case questions prepared by Alan Sak

QUESTIONS 

1.What were the objectives of the training program? Write a training objective for the program described in the case that contains the key elements and components of a training objective. How would your training objective have helped in the choice/design of a training program? How would it have helped trainees and managers?

2. Comment on the company’s decision to purchase a generic, off-the-shelf training package by a local vendor. What were the advantages and disadvantages? Do you think it was a good idea for the company to purchase the training rather than to have it designed in-house? Explain your answer.

3. Explain how the use of a request for proposal (RFP) might have changed the company’s decision to purchase the training program. Do you think the company would have purchased the same training program from the same vendor if they had created a detailed RFP? Explain your answer.

4.What effect did the use of the original needs analysis have on the con- tent of the training program and the decision to have it delivered over the Web? Do you think a new needs analysis should have been conducted? If so, what effect might it have had on the design of the training program?

5.Comment on the use of the Web as the main method of training. What are the advantages and disadvantages of this method of training? What other methods might have been more effective?

6.If you were to design the training program, describe what you would do differently in terms of (a) training objectives, (b) training content, (c) training methods, (d) active practice and conditions of practice, and (e) active learning. How would your training program be different from  the one described in the case? Would your program be more effective?

FLASHBACK QUESTIONS

 1.To what extent was the instructional systems design (ISD) model of training and development used at the telecommunications company? If it had been used to a greater extent, what would have been done differently? Comment on each step of the ISD model.

 2. Comment on how company management concluded that  one solution to the sales problem was to improve training. Do you think that improving training is the best solution to the sales problem? Explain your answer using Mager and Pipe’s performance analysis flowchart for determining solutions to performance problems (see Chapter 4, Figure 4.2 of  Saks, A., and Haccoun, R. (2015). Managing performance through training and development, 7th ed. Toronto: Nelson.External Tool  ). What are some other possible solutions for improving sales?

3.The training department has requested that they be allowed to design a new training program for the sales force, beginning with an updated needs analysis. Explain how they should conduct a new needs analysis. Refer to Figure 4.1 when answering this question.

4.If a new needs analysis is conducted, what will be learned from an organizational, task, and person analysis? How will this information help in the design of a new training program?

Equity in literacy instruction.

Create a 15-20 slide powerpoint presentation that you would deliver as a practicing educator taking the lead in advocating for equity in literacy instruction.

Communicate the effect of diversity on reading and writing development.

Provide important considerations to have as a teacher. Make sure to include:

  • Critical literacy, analyze the perspectives of text.
  • Literacy strategies, focus on vocabulary strategies
  • Collaboration between teachers (literacy + tech), individual/group work (students)
  • Literacy across content areas, importance/significance

In addition, create a title slide, reference slides, and presenter notes that provide detailed explanations of your examples.

Cite and reference 5-7 scholarly articles.

While APA format is not required for this assignment, solid academic writing is expected, in-text citations and references should be presented using APA documentation guidelines

Intellectual disability.

Sarah is in the seventh grade. She has an intellectual disability. Her academic skills are at the second grade level. She has significant speech delays. People who do not regularly interact with her have a difficult time understanding her. When Sarah is not able to communicate with others, she gets very frustrated and angry. This can lead to her becoming physically aggressive.

nclusion, Resource, and Self-Contained

Summarize the placement option and discuss why it would or would not work for the student in the case study.

  1. What type of related services would the student require and why?
  2. What type of technology could be used to support the student within assessment, planning, and delivery?
  3. What type of collaboration model would be appropriate for the student’s teachers to use and why?

Summary/Reflection

  1. What type of classroom setting would be most appropriate for the student and why?
  2. Choose two of the CEC standards and discuss how they are applicable to the placement option you chose.

Reference a minimum of three scholarly articles within your writing.

“Black criminal” association

Which of the following is a reasonable conclusion to reach regarding the “Black criminal” association many people display in the IAT?

a/people’s knowledge of a common cultural stereotype is independent of their personal acceptance or endorsement of that stereotype

b/people can digest fairly sophisticated patterns of law enforcement data, and apply that to the creation of their attitudes

c/stereotypes are always incorrect; this is another example of prejudicial thinking at work

d/behavior is guided by thought; holding an attitude predicts acting directly upon that attitude

Moral reasoning.

This course has three written assignments that build upon one another  and are designed to take you step-by-step through a process of writing a  paper that identifies an ethical question, examines the context,  issues, and arguments surrounding the question, and attempts to defend  an answer to that question using strong moral reasoning.

This second written assignment is a six-part exercise comprised of the following sections:

  1. Ethical Question
  2. Introduction
  3. Explanation of the Ethical Theory
  4. Application of the Ethical Theory

For sections (1) and (2) revise and expand on what you did in the first assignment.

Sections (3) and (4) are new.

The main purpose of this paper is to define the nature and scope of  the ethical theory in a way that shows how the core principle(s) of that  theory lead to a specific moral conclusion on your ethical question.  Another way to think of this is to explain how someone who is fully  committed to the moral reasoning of the ethical theory would answer your  ethical question (even if it is not necessarily how you would answer  the question).

The assignment should be 900 to 1,000 words, written in essay form  with clearly labeled sections as indicated below, and include a title  page and reference page.

Part 1: Ethical Question

State the ethical question beneath this heading.

  • This question should be on the same topic as the question presented  in the week one assignment, and if necessary, revised based on your  instructor’s comments and the additional insight and information you  have gained from research on the topic. If you would like to switch  topics, you should first consult with your instructor.

Place your ethical question beneath the Part 1: Ethical Question heading.

Part 2: Introduction

Provide an introduction to the topic and question.

  • This should be revised and expanded from the Week 1 Introduction in  light of your instructor’s comments and the additional insight and  information you have gained from research on the topic.
  • For instance, you may find that your original ideas about the issue  have changed and clarified, that the focus of the ethical question has  shifted or become more specific, and/or that there are important  background and contextual details that need to be explained.
  • The revised introduction should reflect your additional thinking on  the scope and significance of the ethical issue, and address any  feedback provided by your instructor.
  • The introduction should be at least 300 words in one or two paragraphs.

Place the introduction material under the Part 2: Introduction heading.

Part 3: Explanation of the Ethical Theory

Ethical theories provide accounts of how to reason well about moral  questions and of what justifies answers to those questions. In this  section of the paper, you will discuss either the ethical theory of  utilitarianism, deontology, or virtue ethics.

You should not discuss your topic in this section, but focus only on the ethical theory.

The discussion should include the following elements:

  • A brief account of the historical background of the theory and the philosopher(s) associated with it.
  • An explanation of the core moral principle of the theory, or if  there is more than one, the principle that you will focus on in applying  that theory to your question.
  • A brief, general explanation of how the theory and its core moral  principle applies to moral questions, using an example different from  the issue that is the main focus of your paper. (For example, if your  focus is on how deontology applies to using animals in medical research,  you could explain Kant’s moral theory by discussing how it would apply  to an issue like lying for the sake of the greater good.)
  • This section should focus only on the ethical theory. For instance,  if you are discussing physician-assisted suicide from a utilitarian  perspective, this section should only discuss utilitarianism in general  terms; you should not discuss physician-assisted suicide, euthanasia, or  other related topics until the next section.
  • The discussion should be around 300 words and must incorporate at  least one quote from the required resources on the ethical theory you  have chosen to discuss.

Place this section under the Part 3: Ethical Theory heading.

Part 4: Application of the Ethical Theory

Now that you have explained in general terms the core principle of  the ethical theory you are focusing on in this paper, you will apply  that theory and its core principle to your ethical question.

  • Explain as clearly and precisely as you can how that principle leads to a particular conclusion.
  • You can think of that conclusion as the answer someone would most  likely give to your question if they were reasoning along the  utilitarian, deontological, or virtue ethics lines you explained in Part  3.
  • Note: This conclusion does not need to be the same as the position  you stated in the Week 1 assignment. In fact, it could be the opposing  position you discussed there. See the remarks about main purpose of the  paper above.
  • This section should be around 300 words.

Place this section under the Part 4: Application of the Ethical Theory section.

In your paper,

  • Identify the ethical question.
  • Introduce the topic and question.
  • Explain the ethical theory of utilitarianism, deontology, or virtue ethics.
  • Apply the selected ethical theory to the ethical question.

The Applying an Ethical Theory paper

  • Must be 900 words in length

Public Health Leadership Theory.

This week, you begin development of your Scholar-Practitioner Project—Public Health Leadership Theory. In order to achieve success in this program and as a future leader in public health, developing your skills for effectively assessing current literature and evaluating problems is critical. One of the goals of the Scholar-Practitioner Project is to help you develop such skills.

For this Project Assignment, think about common trends in public health leadership, or critical areas of need for leadership in the field. Prepare a literature review of scholarly articles related to your topic. This review should contain a minimum of 10 peer-reviewed or scholarly resources.

  • For this Project Assignment, think about common trends in public health leadership, or critical areas of need for leadership in the field.
  • Prepare a literature review of scholarly articles related to your topic in public health leadership. This review should contain a minimum of 10 peer-reviewed or scholarly resources.
  • Based on what you find in the current public health leadership literature, Create a problem statement, (Learn how to write a good one) It must addresses:
    • Identified gaps while incorporating implications for positive social change.
    • Located within the Learning Resources for the week, you may find the information from Walden’s Online Writing Center helpful for your completion of the assignment.

Organize the project in the following manner. Each section should be represented for a comprehensive overview.

Literature Review and Problem Statement (5–7 pages):

The Literature Review section should be written in the narrative form integrating concepts from the articles you find. The section should include:

  • A synthesis of a minimum of 10 peer-reviewed, scholarly resources that give the reader a good overview of the issue. The section should show the reader  common trends in public health leadership, or critical areas of need for leadership in the field
  • A description of theoretical gaps in the research area – Based on the research you just did in leadership, what seems to be missing (Theoretical gaps)?
  • Problem Statement should include:
    • An explanation of the specific problem that addresses identified gaps within the literature – If you are not sure of what a problem statement should include look it up. I’ll be looking for good comprehensive statements
    • An explanation of how your problem statement incorporates implications for positive social change – As students at Walden, “We” are preparing to become agents of social change, based on your leadership topic, the research you just did and the gaps you found how would you be a social agent for change?  Project: Scholar-Practitioner Project: Literature Review and Problem Statement

This week, you begin development of your Scholar-Practitioner Project—Public Health Leadership Theory. In order to achieve success in this program and as a future leader in public health, developing your skills for effectively assessing current literature and evaluating problems is critical. One of the goals of the Scholar-Practitioner Project is to help you develop such skills.

For this Project Assignment, think about common trends in public health leadership, or critical areas of need for leadership in the field. Prepare a literature review of scholarly articles related to your topic. This review should contain a minimum of 10 peer-reviewed or scholarly resources.

  • For this Project Assignment, think about common trends in public health leadership, or critical areas of need for leadership in the field.
  • Prepare a literature review of scholarly articles related to your topic in public health leadership. This review should contain a minimum of 10 peer-reviewed or scholarly resources.
  • Based on what you find in the current public health leadership literature, Create a problem statement, (Learn how to write a good one) It must addresses:
    • Identified gaps while incorporating implications for positive social change.
    • Located within the Learning Resources for the week, you may find the information from Walden’s Online Writing Center helpful for your completion of the assignment.

Organize the project in the following manner. Each section should be represented for a comprehensive overview.

Literature Review and Problem Statement (5–7 pages):

The Literature Review section should be written in the narrative form integrating concepts from the articles you find. The section should include:

  • A synthesis of a minimum of 10 peer-reviewed, scholarly resources that give the reader a good overview of the issue. The section should show the reader  common trends in public health leadership, or critical areas of need for leadership in the field
  • A description of theoretical gaps in the research area – Based on the research you just did in leadership, what seems to be missing (Theoretical gaps)?
  • Problem Statement should include:
    • An explanation of the specific problem that addresses identified gaps within the literature – If you are not sure of what a problem statement should include look it up. I’ll be looking for good comprehensive statements
    • An explanation of how your problem statement incorporates implications for positive social change – As students at Walden, “We” are preparing to become agents of social change, based on your leadership topic, the research you just did and the gaps you found how would you be a social agent for change?

Facilitator Training Program

Scenario: You have been asked to create a training program for adult education facilitators or corporate trainers who have no previous experience in distance education. The training program must include the key elements for developing distance learning facilitator skills. The training audience (trainees) will consist of higher education faculty members or corporate trainers.

Create a training program for distance learning facilitator trainees. The training program will be provided to trainees and used by trainers in a distance learning environment. You may choose to focus the learning on training higher education facilitators or corporate trainers. Ensure that you develop this training program from the point of view of a trainee; you may use a combination of text, visuals, videos, podcasts, and/or narrations. Use links, screen shots, tables, and other graphics to address the needs of trainees.

Include each of the following parts in your program.

Part I – Vital Information in the Facilitator Training 

It is recommended that you begin this section of the Facilitator Training Program in Week 2.

· Training program audience. Identify your audience clearly.

o What are the assumed current skill sets?

o What are the assumed current experiences?

o What is the assumed level of current knowledge?

· Create the training program goals.

· Create measureable objectives for the training program objectives.

· Create a summative assessment for the trainees based on the following questions:

o How will you measure the success of the trainees?

o How will you measure the success of your program?

Part II – Facilitator Skills and Instructional Materials

· Identify the skills needed for effective distance learning facilitators.

o What skills are needed to create effective distance learning?

o What strategies might you use to present these skills to facilitators?

· Describe the phases of development for distance learning facilitators.

o Clearly describe the phases of development.

o Identify transition between stages, where appropriate.

· Identify the theories of distance learning.

o Provide a clear description of theories of distance learning.

o Provide examples of how the different theories apply to different scenarios.

· Describe the theories for engaging distance learners.

o Provide a clear description of the theories of engagement.

o Provide several examples of the application of each theory.

Part III – Technology Tools

Remember to focus on the learning and needs of the trainee.

· Learning platform (LMS/CMS) used by the distance learning faculty for facilitating their classes

o Provide a clear definition of which system is used, LMS or CMS.

o Identify the processes facilitators will use to do the following:

· Present information, such as lectures or videos

· Conduct class discussions

· Conduct private discussions

· Receive assignments

· Provide assignment feedback and grades

· Include at least three different technology or media tools that engage and enhance student learning, such as the following:

o Audio

o Video

o Visuals and infographics

o Games and simulations

· Provide a minimum of three different technology tools for student collaboration, such as the following:

o Wikis

o Blogs

o The classroom learning platform to be used

o Skype, Apple® FaceTime®, or other teleconferencing tools

o Mobile computing

· Include a clear description of how each technology or media tool will engage students and enhance their learning.

Part IV – Issues and Classroom Management

Remember to focus on the learning and needs of the trainee

· Include a description of the different distance learners.

o Cultural

o Experiential

o Prior learning experiences: nontraditional learners

· Include a description of the differences between synchronous and asynchronous facilitation skills.

· Provide a minimum of three technology management issues and resolutions.

· Incorporate classroom management issues and resolutions.

o Learner feedback

· Messages

· Comments

· Audio

o Challenging behaviors

· Cyber-bullying

· Inappropriate posts

· Lack of participation or engagement

Include APA citations, where appropriate.

Internal and External Impacts

In this module you examined globalization and environmental changes and trends. You also learned that leaders need to stay current on both internal and external forces that impact organization in order to successfully lead/manage change. Therefore, in this discussion assignment, you will investigate how cultural diversity, technology, and communication play a role in impacting the organizational change.

Tasks:

Research the forces that impact organizations, such as globalization and cultural diversity, technological advancements, and communication channels, etc. Use resources from professional literature in your research. Professional literature may include the Argosy University online library resources; relevant textbooks; peer-reviewed journal articles; and websites created by professional organizations, agencies, or institutions (.edu, .org, or .gov).

On the basis of your research and experience, in a minimum of 400 words, respond to the following points:

  • Describe the cultural diversity, level of technology, and communication channels at your current (or previous) organization or organizational unit (team). You may also consider within the context of an organization with which you are familiar.
  • Reflect back on some of the past change initiatives. Based on the information you have accumulated in this course thus far and your understanding of the change process, assess and discuss to what extent these factors might have played in the level of success of change initiatives at your organization (or in your team). You may also consider within the context of an organization with which you are familiar.
  • If more than one factor had an influence, identify the one that you believe had the greatest impact

Training Program Proposal

Description of RA 2:

For this assignment, you will develop a proposal for a training program on facilitating change within an organization.

Scenario:

You have been hired as a training consultant, and you are responsible to develop a training program for managers tasked with facilitating change within an organization.

Tasks:

Identify an organization in which you have been involved. Based on the material covered in this course as well as the knowledge gleaned from your work experience, develop a proposal that addresses the following:

  • Describe the organization for which you are developing the training proposal. In your description, include a discussion of the industry (including current industry trends) and the organization’s customers.
  • Identify the organizational characteristics that will influence decisions for how change initiatives will be planned and implemented.
  • Provide recommendations for developing effective change leaders and followers. Your recommendations should address the need for healthy change facilitation as well as the demands placed on a change facilitator.
  • Describe specific strategies to identify and resolve resistance to change.
  • Identify ethical issues that should be addressed throughout the planning, implementation, and assessment phases. Provide recommendations for addressing the ethical issues.
  • Discuss future trends that may have an impact on the change initiatives within the next three to five years.

Your final product will be in a Microsoft Word document of approximately 12–15 pages in length. Utilize at least 6–8 sources from professional literature in your research. Professional literature may include the Argosy University online library resources, relevant textbooks, peer-reviewed journal articles, and websites created by professional organizations, agencies, or institutions (.edu or .gov). Your response should demonstrate ethical scholarship in appropriate and accurate representation and attribution of sources (i.e., APA) and display accurate spelling, grammar, and punctuation.

US Census Bureau

The US Census Bureau reports that there are nearly seven billion people in the world (US Census Bureau, 2011). The increase in population size over recent decades has created, and will continue to create, environmental and public health concerns. A larger population consumes already limited resources and energy and creates more waste and pollution. A larger population also exacerbates public health issues. For example, a boost in population size can lead to an increase in rates of infectious disease, homelessness, and poverty.

Currently, different parts of the world have varying population growth rates. Population growth in more developed countries is slowing down. For example, between 2005 and 2010, women from North America had an average of only two children in their lifetime. However, population growth rates in developing countries are still quite high. Specifically, between 2005 and 2010, women from Africa had an average of 4.6 children in their lifetime (United Nations: Department of Economic and Social Affairs, Population Division, 2007).

In this assignment, you will estimate future population sizes and their potential link to environmental health.

Using the readings for this module, Argosy University online library resources, as well as resources from reliable academic or governmental organizations, write a paper that addresses the following:

  • Estimate the predicted population size for the world in the year 2060. Be sure to justify your estimate as well as cite and explain the resources you used.
  • Identify a single disease that significantly increases in prevalence when the human population increases in size. Address the following based on this information:
    • Why is this issue likely to increase with an increasing population size?
    • Are there any countries in particular that will be affected by this issue more than others? What will cause this discrepancy?
    • How are food supply and nutrition impacted by the increasing population size? When considering nutrition, do you think some countries will be more susceptible than others? Explain and support your answer.
    • What are governmental agencies currently doing to prevent or mitigate concerns of inadequate food supply and nutrition because of population growth?
    • Based on your research, do you believe that these policies would change if the population growth increases dramatically by 2060?

Support your statements with scholarly references and appropriate examples.

Write a 2–3-page paper in Word format. Apply APA standards to citation of sources.