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Training Need Analysis as a tool for planning Training. Examples of HUL(sales executive) and Indian Army (soldier) are elucidated.

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Training Need Analysis

  1. 1. TRAINING NEED ANALYSIS AS A TOOL FOR PLANNING OF TRAINING 12PGP052
  2. 2. TYPES OF NEED ANALYSIS • Organizational Analysis • Goals • Resources • Strategic initiatives • Task Analysis • JD + JS • Person Analysis • Willingness of employee • Employee specific training needs
  3. 3. ORGANIZATIONAL ANALYSIS Criteria Analysis Business Environment • Intense and increasing competition amongst other FMCG companies • FDI in retail thereby allowing international brands • Competition from unbranded and local products Resources • Financial : Rs.2,691 Crore profits in the last year. • Physical : Training facilities available Strategic Goals • Tap rural markets and increase penetration in urban areas • Mergers and acquisitions to strengthen the brand Increase Ad spend and salespersons efficiency
  4. 4. TASK ANALYSIS – SALES EXECUTIVE Duties, Tasks, and Steps Specialized Knowledge Skills and Abilities Tools, Equipment and Resources How to develop KSA (Training Need) Sales Executive 1 Maintain and develop good relations • Display efficiency in gathering market and customer info • Manage conflicts between customers and company • Create loyal customers • Represent organization in events and demonstrations • Basic human psychology • Techniques to manage relationships • Expectations of the customers/ stakeholders • Techniques to communicate better • Persuasion skills • Non –verbal Communication skills • Written and verbal communication skills • Networking skills • Presentation skills • Company’s policies and procedures • Standard operating procedures • Organizational policies • Communication skills training • Diplomatic skills training • Networking skills training 2 Record sales and meet targets • Generate leads • Visit potential customers • Provide customers with quotations • Negotiate the terms of an agreement • Negotiate a closing price • Persuade customers to buy • Financial knowledge • Market knowledge • Customer knowledge • Early problem identification • Techniques for problem solving • Negotiation skills • Mediation skills • Persuasion skills • Creative problem solving skills • Decision making skills • Market research data • Performance data • Customer data • Policy and procedures manuals • Past performance data • Negotiation skills training • Interpersonal skills training
  5. 5. TASK ANALYSIS – SOLDIER Duties, Tasks, and Steps Specialized Knowledge Skills and Abilities Tools, Equipment and Resources How to develop KSA (Training Need) Soldier • To serve the people of India, and live the army values. • To be disciplined, physically and mentally tough. • Always ready to deploy, engage and destroy. • To guard everything within the limits of the post • Obey orders and perform all the duties in a military manner. • Basic human psychology • Techniques to communicate better • Practical Intelligence • Early problem identification • Techniques for problem solving • Arms knowledge • Resourcefulne ss • Self confidence • Ability to take decisions under pressure • Proper and fair delegation of duty • Integrity • Loyalty • Selflessness • Physical fitness • Standard operating procedures • Armed training camps • Defence budget • Communicatio n skills training • Problem solving skills training • Fitness training • Arms training • Survival techniques ORGANIZATIONAL ANALYSIS – INDIAN ARMY Criteria Analysis Business Environment • Increase in threat from China and Pakistan. • Border tensions Resources • Financial : $37 Billion defence budget • Physical : Training facilities available Strategic Goals • To protect the nations security and ensure peace
  6. 6. THANK YOU !
  • luckydhatwalia

    Sep. 5, 2018
  • DeKoto1

    Apr. 18, 2018
  • ramlimohammad

    Jan. 29, 2017

Training Need Analysis as a tool for planning Training. Examples of HUL(sales executive) and Indian Army (soldier) are elucidated.

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