,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 appears inadequate. Thabo introduced Raj to
his desk and gave him some material, but he did not
provide any structured guidance, goals, or personal
attention. Raj was left to feel alienated, unsure of
expectations, and without clear direction or engagement.
This hands-off approach to onboarding is unlikely to be
effective, particularly for someone new to the job, as it fails
to provide essential context, hands-on learning, and support
needed for success.
Impact on Raj: Raj is unlikely to benefit from this
training. Without clear instruction, mentorship, or a
structured introduction to his role and the company, he may
, feel confused, demotivated, or overwhelmed, leading to a
lack of engagement and slower development.
2. Detailed Programme for Raj’s First Day:
Morning:
o Welcome and Introduction (9:00 - 9:30): Thabo
should formally welcome Raj, introduce him to the
team, and provide an overview of the company, its
values, and its operations.
o Orientation Session (9:30 - 10:30): A meeting with
HR to discuss company policies, code of conduct, and
benefits. This would also include a tour of the office
and introduction to other departments (such as
customer service, support staff, etc.).
o Role Clarification (10:30 - 11:00): Thabo should
explain Raj’s specific role, responsibilities, and the
importance of his position within the sales team. He
should outline short-term and long-term objectives.
o Sales Process Overview (11:00 - 12:00): Thabo
should walk Raj through the sales process, discussing
product lines, target customers, and key strategies
used by the team to meet their sales goals.
Lunch Break (12:00 - 1:00)
Afternoon:
o Product Training (1:00 - 2:30): A deep dive into the
products Raj will be selling, including their features,
pricing, benefits, and customer use cases. This could
