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

1. TRAINING
NEED
ANALYSIS
AS A TOOL FOR PLANNING OF TRAINING
12PGP052

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. 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. 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. 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. THANK YOU !