Caribbean Pharmaceuticals Inc. (CPI) recently released a revolutionary new cancer drug (Vincenzio), which has the potent

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Caribbean Pharmaceuticals Inc. (CPI) recently released a
revolutionary new cancer drug (Vincenzio), which has the potential
to change the entire health landscape. With the need to promote the
drug in new and existing markets, CPI had to increase its sales
staff and train them on all aspects of the drug’s efficacy. Because
of industry regulations, the company (CPI) designed a blended
learning programme, which included teaching sessions with
instructors covering the information sales reps would need to know
in order to be able to explain the drug to the company’s customers
(i.e., prescribing clinicians, pharmacists and other medical
practitioners). The blended learning format adopted by CPI
facilitated access (on the company’s intranet), to more than 100
hours of videos, doctor interviews; and 2,000 pages of text about
the results of in-depth drug trials. This blended learning approach
to the delivery of the training programme, also included a 3-day
face to face intensive classroom training component.
The training programme was therefore regarded by CPI as
comprehensive and included all the information which CPI sales
representatives needed to know, in order to be successful.
Notwithstanding this, unfortunately, three months after completing
the training programme, many sales reps were not successful in
marketing and selling the drug in their assigned territories, as
they were unable to pharmacists’/doctors’ questions adequately.
This incompetence was reported to the company by customers, and
after some investigation, CPI discovered that one of the problems
with the programme was that the sales reps had to learn too much
highly technical information (in a relatively short period of
time), and their failure to do so resulted in their lack of
successful engagement with customers.
You have been hired as a HRD consultant for CPI and have been
asked to review CPI’s sales rep training programme, and: -
(i) propose five (5) changes which you would recommend to the
current sales training programme;
(ii) discuss why and how each of your recommendations would be
beneficial to the company AND
(iii) discuss why and how your five (5) recommendations would be
useful to CPI’s sales reps. Include two examples to illustrate your
answer.