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

[answerhappygod]

SCENARIO
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.