Enhancing the Credibility of the Training Function: Involving Line Managers in Sales Training
written by Debapratim Purkayastha, fl. 2008 (Hyderabad, Andhra Pradesh: IBS Center for Management Research, 2008, originally published 2008), 6 page(s)
Details
- Abstract / Summary
- This case is about a mid-sized direct selling organization Direc2U. Rakesh Sharma (Sharma), the training manager at the company realized the need for a training intervention for line managers as he felt that despite a contemporary training program, the sales force was unable to internalize the training due to lack of support from the line managers in the field. But the CEO of Direc2U was not supportive of the initiative as he saw no value in this program. Moreover, as the company was going through a tough phase he also wanted to cut the training budget further. Sharma had to find ways to involve the line managers in sales training and also find ways to link training to the bottom line results.
- Field of Interest
- Business & Economics
- Author
- Debapratim Purkayastha, fl. 2008
- Copyright Message
- Copyright © 2008 by IBS Center for Management Research
- Content Type
- Case study
- Duration
- 0 sec
- Format
- Text
- Original Publication Date
- 2008
- Page Count
- 6
- Publication Year
- 2008
- Publisher
- IBS Center for Management Research
- Place Published / Released
- Hyderabad, Andhra Pradesh
- Subject
- Business & Economics, Social Sciences, Human Resource Management, Direct selling, Salespeople, Managers, Job training, Line and staff organization, Electronics and Appliance Stores, Gerenciamento de Recursos Humanos, Gestión de Recursos Humanos, Direc2U, India, Trends in Human Resources
- Keywords and Translated Subjects
- Gerenciamento de Recursos Humanos, Gestión de Recursos Humanos
