,HRM3701 OCTOBER NOVEMBER PORTFOLIO Semester 2 2024 (785623) - DUE 28
October 2024
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)
1. Thabo’s Training Programme Evaluation (2 marks)
Thabo’s training programme is inadequate because it lacks structure, guidance, and
personal interaction. Thabo merely introduced Raj, provided reading materials, and left him
alone for the rest of the day without giving any clear instructions or expectations. This
approach can lead to feelings of alienation and confusion, as was the case with Raj.
Effective training should involve active engagement, mentoring, and clear communication
of job roles and expectations. Raj is unlikely to benefit from this passive form of training as
he did not receive the necessary support to learn the job effectively.
2. Suggested Programme for Raj’s First Day (11 marks)
A well-structured first day for Raj should include the following:
1. Introduction and Welcome Session (8:30 am - 9:00 am):
Raj should be warmly welcomed by the sales team and given an overview of the
company’s mission, culture, and values. Thabo or an HR representative should
, introduce him to key colleagues, including his mentor or buddy who will assist him
during the training period.
2. Office Tour and Workstation Setup (9:00 am - 9:30 am):
Raj should be taken on a tour of the office, shown important areas such as meeting
rooms, restrooms, break areas, and his desk. He should also be helped to set up his
workstation, ensuring that he has access to all necessary tools (computer, email,
sales software, etc.).
3. Sales Department Overview (9:30 am - 10:30 am):
Thabo should provide Raj with an overview of the sales department, including its
structure, objectives, and how his role as a sales trainee fits into the larger picture.
This should include a brief explanation of the sales cycle, key products, and clients
they serve.
4. Product Training (10:30 am - 12:00 pm):
Thabo or a senior salesperson should conduct an interactive session on the
company’s products. This should include demonstrations, hands-on practice, and
Q&A sessions to ensure that Raj understands the key features and selling points of
the hardware products they offer.
5. Lunch with Team (12:00 pm - 1:00 pm):
Raj should be encouraged to join Thabo and his sales team for lunch, providing an
informal opportunity for Raj to build relationships with colleagues.
6. Sales Process and Reporting Training (1:00 pm - 2:30 pm):
Thabo or a senior sales executive should train Raj on the company's sales process,
including how to approach clients, manage leads, and close deals. This session
should also cover how to generate and interpret sales reports, as well as the use of
any relevant software systems.
7. Shadowing a Sales Executive (2:30 pm - 4:00 pm):
Raj should spend the afternoon shadowing a more experienced sales executive to
observe how they interact with clients, make sales calls, and close deals. This will
give Raj practical insights into the sales process.
8. End-of-Day Debrief and Q&A (4:00 pm - 5:00 pm):
Raj should meet with Thabo for a debriefing session. Thabo should check in on Raj’s
experience, answer any questions, and clarify any uncertainties about the role.
Feedback on how the first day went and setting expectations for the coming days
should also be part of this session.
