Podcast
Questions and Answers
What is the main reason Mark is considering providing training to his sales team?
What is the main reason Mark is considering providing training to his sales team?
- To replace six salespeople who have been with Samson for three to seven years
- To boost sales due to the elimination of year-end bonuses
- To increase sales due to a drop in sales over the last year (correct)
- To reduce the rising costs associated with college recruiting
What is the primary concern expressed by members of the sales team?
What is the primary concern expressed by members of the sales team?
- Lack of year-end bonuses
- Increased competition from generic drugs
- Rising costs of college recruiting
- Poor understanding of the benefits and side effects of the latest medications (correct)
What is a potential consequence of not addressing the sales team's lack of understanding of Samson's products?
What is a potential consequence of not addressing the sales team's lack of understanding of Samson's products?
- Decreased employee morale due to lack of year-end bonuses
- Rising costs associated with college recruiting
- Ineffective sales of Samson's products (correct)
- Increased competition from generic drugs
What is the current composition of Mark's sales team?
What is the current composition of Mark's sales team?
What is the primary issue that Mark is trying to address through training?
What is the primary issue that Mark is trying to address through training?
What is a potential underlying reason for the steady decline in Samson's sales?
What is a potential underlying reason for the steady decline in Samson's sales?
What is the primary purpose of job descriptions and job specifications in the training process?
What is the primary purpose of job descriptions and job specifications in the training process?
What is the goal of Mark's potential training program?
What is the goal of Mark's potential training program?
What is the first step in performance analysis?
What is the first step in performance analysis?
What is the key challenge that Mark faces in terms of his sales team?
What is the key challenge that Mark faces in terms of his sales team?
What is the main difference between task analysis and performance analysis?
What is the main difference between task analysis and performance analysis?
When would on-the-job training be most appropriate?
When would on-the-job training be most appropriate?
What is the difference in effectiveness between Web-based instruction and classroom instruction for teaching information about how to perform a job-related task?
What is the difference in effectiveness between Web-based instruction and classroom instruction for teaching information about how to perform a job-related task?
What is the primary goal of performance analysis?
What is the primary goal of performance analysis?
What is the relationship between task analysis and job descriptions?
What is the relationship between task analysis and job descriptions?
What type of learning involves delivering learning content on demand via mobile devices?
What type of learning involves delivering learning content on demand via mobile devices?
What is the main advantage of on-the-job training?
What is the main advantage of on-the-job training?
What is the main purpose of a lifelong learning account?
What is the main purpose of a lifelong learning account?
What is the advantage of Web-based instruction over classroom instruction for teaching memory of facts and principles?
What is the advantage of Web-based instruction over classroom instruction for teaching memory of facts and principles?
What is the primary purpose of comparing actual performance to what it should be in performance analysis?
What is the primary purpose of comparing actual performance to what it should be in performance analysis?
What is the term for learning that occurs through the use of mobile devices such as cell phones and laptops?
What is the term for learning that occurs through the use of mobile devices such as cell phones and laptops?
What is the main advantage of lifelong learning accounts?
What is the main advantage of lifelong learning accounts?
Which of the following is NOT a characteristic of mobile learning?
Which of the following is NOT a characteristic of mobile learning?
What is the primary purpose of employers and employees contributing to lifelong learning accounts?
What is the primary purpose of employers and employees contributing to lifelong learning accounts?
What is the primary objective of the unfreezing stage in Lewin's change process?
What is the primary objective of the unfreezing stage in Lewin's change process?
What is the main reason why managers use new appraisal systems and incentives during the refreezing stage?
What is the main reason why managers use new appraisal systems and incentives during the refreezing stage?
According to Lewin's change process, what is the correct sequence of events?
According to Lewin's change process, what is the correct sequence of events?
What is the primary role of organizational development methods during the moving stage?
What is the primary role of organizational development methods during the moving stage?
What is the primary outcome of the unfreezing stage in Lewin's change process?
What is the primary outcome of the unfreezing stage in Lewin's change process?
During which stage of Lewin's change process does the organization adopt new ways of doing things?
During which stage of Lewin's change process does the organization adopt new ways of doing things?
What is the primary purpose of the refreezing stage in Lewin's change process?
What is the primary purpose of the refreezing stage in Lewin's change process?
What is the main difference between the moving and refreezing stages in Lewin's change process?
What is the main difference between the moving and refreezing stages in Lewin's change process?
What is the primary concern when measuring overall organizational productivity to evaluate a training program?
What is the primary concern when measuring overall organizational productivity to evaluate a training program?
Which of the following is NOT a common aspect measured when evaluating training?
Which of the following is NOT a common aspect measured when evaluating training?
What is the primary advantage of using a controlled experiment to evaluate a training program?
What is the primary advantage of using a controlled experiment to evaluate a training program?
What is the term for a study that compares two groups, one that receives training and one that does not, to evaluate the effectiveness of a training program?
What is the term for a study that compares two groups, one that receives training and one that does not, to evaluate the effectiveness of a training program?
Which of the following would be the most challenging to measure when evaluating a training program?
Which of the following would be the most challenging to measure when evaluating a training program?
What is the primary purpose of evaluating a training program?
What is the primary purpose of evaluating a training program?
Which of the following is a limitation of using participants' reactions to evaluate a training program?
Which of the following is a limitation of using participants' reactions to evaluate a training program?
What is the primary advantage of using a controlled study to evaluate a training program?
What is the primary advantage of using a controlled study to evaluate a training program?
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Study Notes
Training and Development
- Consider providing training to sales teams to boost sales, especially if team members lack understanding of products and their benefits and side effects.
- Task analysis is a detailed study of the job to determine specific skills required, referencing job descriptions and job specifications.
Steps in the Training Process
- Performance analysis is the process of verifying performance deficiencies and determining whether to correct them through training or other means.
- The first step in performance analysis is comparing actual performance to expected performance to confirm deficiencies and identify causes.
Training Techniques
- On-the-job training (OJT) involves learning a job by doing it, a common method used by employers.
- Mobile learning (or "on-demand learning") delivers learning content on demand via mobile devices.
- Lifelong learning accounts (LiLAs) allow employers and employees to contribute money for employees to attend school.
Organizational Change
- Lewin's change process consists of unfreezing, moving, and refreezing.
- Unfreezing reduces forces maintaining the status quo, usually by presenting a problem or event to spark change.
- Moving develops new behaviors, values, and attitudes through organizational development techniques.
- Refreezing reinforces new ways of doing things with changes to company systems and procedures, such as new appraisal systems and incentives.
Evaluating Training Programs
- Firms can measure participants' reactions, what trainees learned, and changes in on-the-job behavior or results to evaluate a training program.
- Controlled experimentation, a formal method for testing effectiveness, uses a training group and a control group to compare results.
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