Option A: Training Design –Training the Sales Force Case, Chapter 4

(pg. 142-143)

Q.1 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? (2 marks each) (total 4 marks) (3/4
page)

Do you think it was a good idea for the company to purchase the training rather than
have it designed in-house? Explain your answer. (2 marks) ( ¾ page for both parts)

Q.2 What affect did the use of the original needs analysis have on the content of the
training program and the decision to have it delivered over the Web? (2 marks) (1/2
pg.)

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? (3 marks) ½ pg.)

Q.3 If you were to re-design the training program, describe what you would do
differently by creating the training program outline in terms of:

(a) training objectives

(b) training content
(c) training methods
(d) active practice and conditions of practice
(e) active learning

(2 marks each, total 10 marks 1.5 -2 pages)

Q.4 How would your training program be different than the one described in the case?
(2 marks) (½ pg.)

Would your program be more. effective? (2 marks) (½ pg.)

Total 25 marks
Option B: Transfer of Training and Training Evaluation (Performance Appraisal
Training Program, pg. 72-73)

1. Describe some transfer of training strategies and interventions that you would
include in the design of the Performance Appraisal Training Program. Be sure to
include some of the strategies you would recommend before, during, and after
training to improve trainees’ performance. Be sure to indicate strategies for the
trainer, trainees, and management. (10 marks) (3/4 – 1.5 pages)

2. Describe how principles, concepts, and theories of learning from Chapter 2 are
relevant for understanding why the Performance Appraisal Training Program was
not more effective. What can you learn from the material in Chapter 2 that would
make the training program more effective if you were to redesign it? (5 marks)
(¾ - 1 pg.)

3. Design and create the actual training evaluation form you would use for the
Performance Appraisal Training Program. The training evaluation must be both
summative and formative. (10 marks) (1- 2 pgs.)

Total 25 marks