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HRM3701 OCTOBER NOVEMBER PORTFOLIO (COMPLETE ANSWERS) Semester 2 2024 (785623) - DUE 28 October 2024
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HRM3701 OCTOBERNOVEMBER PORTFOLIO
(COMPLETE ANSWERS)
Semester 2 2024 (785623) - DUE
28 October 2024
CONTACT: biwottcornelius@gmail.com
,HRM3701 OCTOBER NOVEMBER PORTFOLIO
(COMPLETE ANSWERS) Semester 2 2024 (785623) -
DUE 28 October 2024
CONTACT: biwottcornelius@gmail.com
1. TASK 1: POOR RAJ (13 marks) Read through the
following case study and answer the questions that
follow. Poor Raj Raj Kumar is a new recruit from a reputed
management institute, who was recruited as a sales
trainee in an office selling large computer hardware
located in Pretoria. Thabo is the sales manager
responsible for overseeing the work of the sales officer,
field executives and more than 70 trainee salesmen who
operate in three areas, namely Pretoria, Centurion and
Menlyn. The sales growth of the products in his area was
highly satisfactory owing to the developmental initiatives
taken by government agencies in spreading computer
education. Thabo had collected several sales reports,
catalogues and pamphlets detailing the types of office
equipment sold by the company for Raj’s reference. On
Raj’s first day at work, Thabo introduced himself and
showed Raj to his assigned desk and provided him with
the material collected. Thereafter Thabo excused himself
and did not return. Raj, feeling alienated and unsure of
what was expected of him, scanned through the material
given to him until 5:00 pm before leaving the office. 1.
What do you think about Thabo’s training programme?
Why is it adequate or inadequate? Do you think Raj will
benefit from this type of training? Explain. (2) 2. Provide a
detailed programme of what Raj’s first day should have
looked like. (11) 2.
1. Thabo’s training programme:
, Thabo’s training programme is inadequate. Simply providing Raj with materials to review,
without any direct guidance or interaction, fails to properly orient him to his new role. Raj was
left alone without a clear structure, expectations, or support, which can cause confusion,
alienation, and anxiety for a new employee. Raj will not benefit from this type of training
because it lacks hands-on experience, active learning, and communication. Effective training
should involve engagement with the manager and colleagues, a clear explanation of tasks, and
support to address questions.
2. A detailed programme of what Raj’s first day should have looked like:
9:00 AM – Welcome and Orientation:
o Raj should be formally welcomed by Thabo.
o Thabo should provide an overview of the company, its mission, values, and
culture.
o Introduce Raj to the office layout, his colleagues, and relevant departments.
10:00 AM – Introduction to Role:
o Thabo should explain Raj’s specific responsibilities as a sales trainee, including
the expectations for his performance.
o Outline how Raj’s work fits into the broader goals of the sales team and the
company.
11:00 AM – Overview of Products and Market:
o Thabo should present a guided overview of the company’s products, services, and
key markets.
o Provide context about the ongoing sales strategies and customer segments in
Pretoria, Centurion, and Menlyn.
12:00 PM – Lunch Break:
o Raj should be encouraged to join some colleagues for lunch, providing a social
opportunity to build rapport with the team.
1:00 PM – Hands-On Training:
o Raj should engage in a practical task, such as shadowing a senior sales executive
or attending a client call to understand how product presentations and sales are
conducted.
2:30 PM – Review Sales Tools and Reports:
o Thabo should guide Raj through the sales reports, catalogues, and pamphlets,
explaining how to use them effectively.
o Emphasize key performance metrics and tools the company uses for tracking sales
growth.
3:30 PM – Q&A and Feedback Session:
o Raj should have the opportunity to ask questions and seek clarification on
anything he found confusing.
o Thabo should provide constructive feedback on Raj’s performance so far and
outline the plan for the coming days.
4:30 PM – Wrap-Up and Future Plan:
o Thabo should summarize what Raj has learned during the day.
o Discuss the schedule for the next few days, including future training sessions and
client meetings.
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