Case Study:Laurs & Bridz

1:
To answer this question, we need to focus on the roles of MRs since the training need to cover
the skills that they need for the future. In chapter 2, we have learned that each job needs specific
competencies (skill, knowledge, abilities) that help gain more success if you have them. The area
should cover in training can include MRs roles and responsibilities to prepare them for their
duties.
Based on the case study, their first role of MRs is promoting and selling the company product,
so their training should cover enough information on both the company and its product. Also,
there is a part mentioned in the case study because of inadequate knowledge of employees.
Customers were not satisfied.
They are intermediator between the company and the buyer, and their main goal is to increase
sales, so communication skills play a vital role in their career progress. One of their primary
duties is building a strong connection between companies and buyers; therefore, practical
communication skills should be covered in training.
Another subject that can be covered in training could be professional presentation skills. The
buyers who are physicians or pharmacists are highly educated and knowledgeable, and MRs
need to influence and persuade them to buy the company's product, so they need a
professional presentation.
Market information can be another subject since one of MRS's roles is to monitor competitor
activities if they introduce new products or their product prices. They must learn how to gather
information about the market. Since they have to travel to other territories and introduce the
product as a salesperson, present and communicate, they need to be familiar with the latest
technology. This is necessary since these days, due to the Covid-19 that they can handle virtual
meetings and presentations.

2:
Each company needs to consider its budget and goals for implementing its HR practices. When it
comes to training, some parts are essential and need to cover for both first time and experienced
MRs. For example, knowledge about the product must be explained precisely for both groups
since MRs need updated versions of the information. As new joiners, the information about the
company and the market analysis should be covered for them. Their understanding of the
company and market will facilitate their career path.
However, the company can save and reduce its cost by eliminating some experienced person
training parts. For example, people who have more than ten years of experience in selling do not
need communication and presentation training as much as inexperienced ones. The company can
also assign less on-training- job days for the expert seller since they know the general rules and
just need 3 or 4 days to be familiar with the new organization environment. In this case first line
manager can spend less time with experienced seller . When it comes to technology, training
would be necessary since it is changing every day and this change is faster than ever. For
example, now all people need to know how to present on new platforms like zoom or the
Microsoft teams.

3-
According to the book, One-job training let employees learn about their work while working. It
can be beneficial for both employees and employers. From an employer's perspective, it is
cheaper since they are using their current resources. For example, in this case, the skilled sellers
can share their experience with presentation skills and how quickly impact customers rather
than recruiting some experts and rent a place for holding classes. The second benefit is that it is
more practical because it is precisely what they need in the future. Sometimes when you read
something in the book or learn in class, it is not totally what is you need to do in reality.
Moreover, it is quicker because they are both learning and working, so the company does not
waste any time and work is getting down. In this technique, employees feel more confident
since they have a coach that support them during their job. Because they are in their training,
they are not afraid of making a mistake. It will help them build stronger relationships with
companies, increasing their performance and confidence. For instance, if MRs wants to have its
first sell or presentation, and a skilled seller accompanies him during meetings, it helps him be
more focused and even thriving. I can remember the first time I started working on cash. My
company put another cashier next to me, which was so encouraging.

Reference

Dessler, G., Cole, N. D., & Chhinzer, N. (2015). Management of human resources: The essentials.
Pearson.