REBECCA ROUTLIFFE

ASSIGNMENT 3
Transfer of Training
Company overview, training topic, course description

Beautreeful Salon and Spa is a small business that specializes in hairstyling and cutting, make-up, skin
treatments, and massages. The business is a sole proprietorship and has one manager and one assistant
manager for the hair and make-up section. Then one manager and two assistant managers for the spa
and skin treatments section. There are 25 employees total in the Beautreeful salon and spa. The salon
and Spa are relatively new to the market as it has only been open for a year and a half.

Training topic: Merchandising Subject area: Promoting better sales

Course description

This course will help to boost sales of the current products that aren’t reaching company monthly sales
targets. With this course, employees will improve their knowledge on the product lines of shampoos,
conditioners, and massage oils. As well as help train employees on opportunities to sell a product, how
to advertise the product to make customers want to buy them. How to display the product in ways that
make it more advertiser friendly. Employees will learn about various consumer demographics and
calculations for sales.

Training session planning notes

With the sales of company product being a large aspect in the revenue for the company, the traing
content must put on emphasis on advertising the product to make consumers want to buy the products.
In order for this to occur, employees must have good knowledge on their products and understand
employee demographics.

Methods

This training program will utilize the blended training approach and will use a combination of classroom
teachings, computer technology, and role-play practice to master and learn the skills. These various
training medias will benefit the trainee as it allows many different opportunities to learn and can
accommodate all learning types. It will also make us of the most effective means to portray the content.
For example, learning to display products in a visually appealing way will involve role-play as it is much
more easily taught that way. With the incorporation of many different medias it wil also help to keep the
trainee actively engaged with the content being taught.

Pre-training interventions:

For pre-training interventions, it is important that trainees develop a good foundation for the future
training by ensuring they are all well versed in the products and how to use them. When the employees
develop a solid understanding of the products, they will be selling it will help them to put more focus on
the merchandising skills rather than what the products actually are which will make them more
receptive to the future merchandise training.
Conditions of practice

This training program has a strong emphasis on “hands on” and role-play training as much of the
content being learned will require dealings with customers. This course will utilize both task sequencing
and part learning to give employees a better understanding o the various scenarios that could occur
with cliental and how they can best advertise in those various situations. Feedback will also be an
integral part of the training as this will encourage active participation and give the trainees a sense of
accomplishment.

Adaptive expertise

Due to the fact the employees work with a variety of different customers, it is important that they are
able to apply the learned knowledge to a variety of settings. Meaning, trainees will need to develop
adaptive expertise to be able to deal with the many scenarios that can arise in their dealings with
customers. With this in mind, throughout the training process trainees will learn to explore which
strategies are best given the situation.

Course outline/module titles/time allocation/

Time Module name/brief description

8:15-8:45 -Welcome all trainees introduce one another and cover some of the outline of the course

8:45-9:30 -Product displays- trainees will learn about techniques to arrange and display the products
in a way which makes it more noticeable and visually appealing to customers to increase the possibilities
of sales

9:30-9:45 BREAK

9:45-10:45- Advertising techniques- Trainees will learn in depth the ten strategies for advertising and
how to incorporate them into their interactions with customers

10:45-11:45- Sales opportunities- trainees will learn of good opportunities to advertise the product to
customers and how to find the opportunities for aa smooth sales technique

11:45-12:15- LUNCH

12:15-1:15- Consumer demographics- This module will support trainees in learning how to customize
sale techniques to the demographic of customers they will likely encounter

1:15-2:15- Calculating Sales- Trainees will learn the formulas to calculate sale and how to use them

2:15-3:15- Building customer rapport for sales- Trainees will learn about the various dos and donts for
building an effective sales rapport with their cliental
Time Module name/brief description

8:15-8:45 -Welcome all trainees introduce one another and cover some of the outline of the course

-Trainees will participate in a get to know me activity and learn of the objectives and outcomes delivered
by the trainer

8:45-9:30 -Product displays- trainees will learn about techniques to arrange and display the products
in a way which makes it more noticeable and visually appealing to customers to increase the possibilities
of sales

-Trainees will demonstrate all their knowledge of product display by setting up a practice display after
completion of the computer module.

9:30-9:45 BREAK

9:45-10:45- Advertising techniques- Trainees will learn in depth the ten strategies for advertising and
how to incorporate them into their interactions with customers

-proceeding the module trainees will show of their advertising skills by advertising a product to their
fellow trainees then receive feedback from their trainees.

10:45-11:45- Sales opportunities- trainees will learn of good opportunities to advertise the product to
customers and how to find the opportunities for aa smooth sales technique

-trainees will be given opportunities to role-play interactions with clients to find good opportunities to
advertise

11:45-12:15- LUNCH

12:15-1:15- Consumer demographics- This module will support trainees in learning how to customize
sale techniques to the demographic of customers they will likely encounter

Procceding the training trainees will gain a better understanding of the demographics of the people they
are selling to and be better at customizing advertising skills to seel to various demographics of people

1:15-2:15- Calculating Sales- Trainees will learn the formulas to calculate sale and how to use them

When training is complete, trainees will be able to calculate sales and will use computer modules and
virtual games to practice their skills

2:15-3:15- Building customer rapport for sales- Trainees will learn about the various dos and donts for
building an effective sales rapport with their cliental

Role-play will be used to demonstrate the does and donts during building good customer rapport for
sales. Fellow trainees will provide constructive feedback to one another.

3:15-4:15- Course assessment/wrap up- Trainees will be given an assessment to do to see if they are
gaining a good understanding of the concepts being taught. They will have opportunities to ask final
questions. Thank employees for participating and allow them to provide feedback on how effective they
found the training course.
Individual module

Module title: Product theory

Tools/equipment: A bottle of each product and handouts about what the products do.

Special instructions: Trainees are to be given a bottle of each of the products and a handout with there
description and usage. Following a theory lesson of the products and their uses, trainees will take turns
evaluating what product to use for each trainee based on their attributes and how the product will work
for them based on skin/hair type.

Individual module details: The purpose of the module is to ensure that trainees know how the various
products work, what they are, and who they are best for.

Time module notes

12:45-1:00 Introduction of the module

Objectives of the modules will be explained

1:00-1:45 Over the next 45 minutes trainees will learn what each product is, the name, what
it is used for, and who it is best for. The trainees will practice memorization of the products and be able
to make evaluations of people to decide which product to advertise to them.

Script for module- Introduction

Welcome the trainees to the training session and briefly describe the objective of the training course
and why it will be useful to address the current dilemma of lower sales levels. Provide the trainees with
the handouts and do a quick run through of each product. Explain to the traines that their current
professional knowledge will help them with performing evaluations on customers and help them to
recognize that these are products they are likely familiar with.

Presenting the training material’s

Reiterate how trainees previous understanding with various spa treatments and familiarity with using
the product on their clients will support their knowledge and how to perform evaluations on their
clients. The handouts will have tips for how to evaluate customers and the names and purposes of the
various products

Group activity/ conclusion

When the training materials and lectures have been presented. Explain how you will call trainees one at
a time to draw a name out of hat to perform an evaluation on one of their fellow trainees for what the
best product would be for them based on their hair skin type.Before commencing the activity ensure
each trainee has a handout of each product. Once the group activity, game is completed, thank the
trainees for attending and state the importance of this information on helping them advertise to
increase sales
Pre-training

Management

 Prior to the commencement of training, the managers should select the employees who should
attend the training
 A team meeting should be held to explain the purpose of the training and the benefits to the
employees individually and for the organization
 Pre-training informational handouts should be given out to familiarize the employees on what
they will be learning
 Offering incentives for going to the training session can help to encourage participation and
motivation to attend and complete the training

Trainees
 Trainees should feel that they can ask questions about the training
 Trainees should try to prepare for the training ahead by having the opportunity to look at the
outline of the training modules

Trainer
 Trainer should figure out the managers main training objectives prior to beginning the training
modules
 Trainers should encourage management to hold meetings with employees to help them prepare
for the learning
 Trainer should provide management with pre-training quizzes to see where employees stand in
terms of knowledge so they can assess wherever one is at prior to starting the training program
 Trainee should make sure management informs them of any accessibility issues of special
religious considerations eg employees might have prior to beginning the training

During training

Management

 One of the managers should consider participating in the training to encourage employees to
participate
 Management could share their own good experiences attending the training program to
encourage engagement from employees

Trainees
 Should ensure they are prepared for the training by ensuring they have all necessary items to
attend the training session
 Trainees should invest in note taking and practice and memorization of skills outside the training
sessions
 Trainees should encourage one another to practice the skills as they learn them

Trainer
  Trainer should ensure to stay on topic during training
 Trainer should ensure teaching with multiple mediums to ensure retention of information
 Trainer should be sure to answer trainee questions
 Trainer should provide transfer of training intervention to ensure a smooth implementation

Post training

Management

 Provide opportunities for employees to practice learned skills

 Management should provide clear sales goals for employees to strive for following the training
 Be open to receiving feedback on the training program and whether it was helpful to employees
or not
 Reinforce the newly learned skills by offering recognition to those using the learned skills

Trainees

 Trainees should keep handouts for reference

 Employees should be prepared to use the skills learned on the job
 Trainees should support one another to encourage using the learned skills

Trainer

 Accept feedback on the effectiveness of the training from both management and the trainees
 If transfer issues occur the trainer could could work with employees and management to
implement post training strategies

Training evaluation

Reaction- For evaluation of trainee’s experiences and opinions on the training, the trainer will create
scaled evaluation sheets that contain open ended questions to send to trainees via email commencing
the training. To make sure that employees feel safe providing honest feedback the evaluation is
anonymously.

Learning- Proceeding the closing of the training program employees must be familiar with sales skills
and merchandising and be able to calculate sales. To pertain whether trainees have retained the
necessary information a multiple-choice test will be given to the trainees to evaluate their skills. The
manager will also be given an evaluation template to record whether the employees seem to
understand and use the skills taught on the job. The knowledge the employees have gained will also be
reflected if and when sales of the products increase.

Behavior- After approximately 6 months since the closing of the training the trainer will perform an
evaluation based on self reports and questionaries. Management will also keep dibs on transfer
behavior of the job by listening to sales interactions between customers and employees and looking at
which employees are selling the most product.

Results- an assessment of both soft and hard data to gauge an increase or plateau in profit from
products will be performed. The hard data will be the apparent increase or plateau in sales. An increase
in profit from product sales would have a correlation with the effectiveness of the training program. The
soft data will be based upon the answers to the questionnaires on the effectiveness of the training data.
Management will also be given the opportunity to share the improvements her or she has seen since the
training.

Implementation

Location of training- The training program will be held in an offsite rented office space. The rented office
space will be within a fifteen-minute drive of the Beautreeful spa location. The office space will have
adequate seating available for a maximum of 100 people. All bathrooms and classrooms are wheelchair
accessible. In the rented office there are tables and seating available. Refreshments and food is located
within a short walking distance and a cafeteria is available on the main level of the office space (which is
accessible by stairs and by elevator)

Special considerations: Prior to the training, the manger will give paperwork for all prospective trainees
to fill out which will give them the opportunity to mention any food restrictions, and religious
considerations, any accommodations necessary for the trainer to provide to ensure fairness and that all
trainees are able to succeed at the training program. Hen the trainer will make any necessary
modifications to accommodate everyone’s needs and circumstances.

References

Saks. Alan, M and Robert R. H, managing employment through training and development, edition 7,
Nelson education, 2016