Training Observation Report

Course Title: Key Accounts Management

Date: October 17, 2019
RP: Ronnie
Observer: Mr. Paolo Domingo

DAY 1
Time Methodology Topics Covered Activity Output Remarks
8:50am-  T.A announced important reminders -
9:05am regarding the class thru verbal and AVP
9:00am-  Sir Ronnie started by telling a story Students introduced -
9:15am themselves
9:15am- Sales  Sir Ronnie set expectations - Sir Ronnie maximized 502
9:30am  He started by explaining what Sales is by going around while he
was explaining something
9:30am- Key Accounts  Sir Ronnie introduced Key Account - He used board to visually
10:00am explained his experience
of Key Accounts
- Sir Ronnie maximized 502
by going around while he
was explaining something
10:00am-  Task to students: - RPs asked follow up
10:30am Think of one Key Account they would like to Each student presented questions to further assist
handle their desired key the student to expound
account to manage. their answer.
Why they have selected - RPs were dynamic in
such key account answering questions by
the students
10:30am-  BREAK -
11:00am
11:00am- Accoount Penetration  Lecture  The - Sir Ronnie were able to
11:40am  Questions were showed on screen for the presentation answer spontaneous
reflection of the students regarding account is mixed of question of a student
penetration in their chosen key account visual and - Technical: the clicker
textual doesn’t work sometimes
presentations - Sir Jingo buts in to
 Students support some Sir Ronnie’s
shared their sharing of ideas.
answers in - Both RPs throw questions
the class. to help the students to be
more detailed in their
answers
11:40am- Features and Benefits  Lecture  Students - RP presented thru
12nn  Identification quiz (one class) answered situational analysis
well. - RPs were able to handle
 Some had an well students with different
explanation answers. Somehow the
why they class performed a mini
 chose such debate during answering
answer of the identification quiz.
12:00nn-  LUNCH  -
1:00pm
1:00pm- Persuasive Selling  Lecture  Sir Ronnie -
1:30pm distribute
another
printed
diagram to
each student
for better
understandin
g of his
lecture
1:30pm- Persuasive Selling  Real life experience presentation made by Sir -
1:40pm Ronnie
1:40pm- Selling Displays  Workshop: Developing a Persuasive Selling Printed materials - Both RPs visit each group
2:20pm Format presentation were distributed to check the progress and
assist students in
developing their workshop
task
2:20pm-  Group Presentation Each group - Questions were asked to
2:40pm presented their students to further explain
answers about their presentation.
developing a - Critics were given after all
persuasive selling of the presentation.
format - Sir Ronnie clarified some
gray areas in student’s
presentation.
2:40pm-  Sir Ronnie did the processing and explained -
3:10pm further the best persuasive selling format for
the given situation in the workshop.
3:10pm- SWOT  Lecture -
3:30pm  Workshop instructions
3:30pm- BREAK  Students worked on their individual -
4:00pm presentations (SWOT workshops) while on
break
4:00pm-  Presentation of individual work Each student - RPs asked follow up
4:30pm prepared a power questions to further assist
point slide for their the student to expound
SWOT Analysis of their SWOT Analysis
their chosen key
account
4:30pm Opportunities  Lecture -