In this assessment, you are assuming the role of a Training Designer who has been tasked with creating a Sales Skills course for sales professionals at Vilexo, a pharmaceutical company. Vilexo has been losing revenue, with market share going down in key market sectors during the last fiscal year. A training needs assessment was conducted, and the results showed development opportunities in the sales team. Specifically, the TNA found the following:

• An increased conversion time of new leads to customers from two months to six months.
• Loss of 18% of existing customers to competitors with comparable products.
  • Customers cite lower prices and believing that the competitor’s product was better as the most common reasons.
• Sales reps report that they are not confident in one or more basic sales skills.
• Surveys indicate that sales reps often cannot accurately describe the benefits and contraindications for products they sell.
• Surveys indicate that sales reps often cannot suggest other products in our catalog to meet customer needs.
• Customer complaints indicate slow response rates to customer calls and questions.
• Customer complaints indicate that sales reps have given them incorrect information about pricing and ordering.

Management has decided that they want in-person sales training for 40 local sales representatives, and the direction for the course budget is to do it as inexpensively as possible. You are tasked with identifying the training objectives for this course as well as establishing the room arrangements and other course arrangements as well.

INSTRUCTION

Create five training objectives for this sales training course that align to the training needs analysis findings.

Develop the structure of the course (outline, duration, frequency, et cetera) and justify your decisions.

Select a venue for the sales training course and explain the details you considered in your selection process.

Select a course trainer and explain the factors you considered in your decision. For example, will you select an in-house trainer, a current member of management, or an outside consultant?

Describe how you will ensure the training is accessible to all training participants. What steps will you take to ensure that training is accessible to people with limitations in areas such as mobility, vision, or hearing?

Identify any other factors you will consider. For example, will meals be provided, or are there giveaways that will need to be ordered?

 ASSESSMENT

• Written communication: Write in a professional style with correct grammar, usage, and mechanics.
• APA formatting: Use current APA style and formatting to present your references and citations.
• Length of paper: 5–6 typed, double-spaced pages.
• Font and font size: Times New Roman, 12-point.