,HRM3701 OCTOBER NOVEMBER PORTFOLIO Semester 2 2024 (785623) - DUE 28
October 2024
1. TASK 1: POOR RAJ (13 marks)
Read through the following case study and answer the questions that follow. Poor Raj Raj
Kumar is a new recruit from a reputed management institute, who was recruited as a sales
trainee in an office selling large computer hardware located in Pretoria. Thabo is the sales
manager responsible for overseeing the work of the sales officer, field executives and more
than 70 trainee salesmen who operate in three areas, namely Pretoria, Centurion and
Menlyn. The sales growth of the products in his area was highly satisfactory owing to the
developmental initiatives taken by government agencies in spreading computer education.
Thabo had collected several sales reports, catalogues and pamphlets detailing the types of
office equipment sold by the company for Raj’s reference. On Raj’s first day at work, Thabo
introduced himself and showed Raj to his assigned desk and provided him with the
material collected. Thereafter Thabo excused himself and did not return. Raj, feeling
alienated and unsure of what was expected of him, scanned through the material given to
him until 5:00 pm before leaving the office.
1. What do you think about Thabo’s training programme? Why is it adequate or inadequate?
Do you think Raj will benefit from this type of training? Explain. (2)
2. Provide a detailed programme of what Raj’s first day should have looked like. (11)
1. Evaluation of Thabo’s training programme (2 marks): Thabo’s training programme
is inadequate. Simply providing sales reports, catalogues, and pamphlets without
proper guidance or orientation leaves Raj unprepared for his role. Raj had no clear
direction on what was expected of him or how to perform his tasks, which likely led
to confusion and frustration. Effective training requires active involvement from the
manager to ensure the trainee understands the work, company culture, and
expectations.
2. Detailed programme for Raj’s first day (11 marks):
• Morning Session:
o 9:00 am – Welcome and Introduction: Thabo greets Raj, introduces him to
the team, and gives him an overview of the company, its values, and the
products they sell.
, o 9:30 am – Office Tour: Thabo shows Raj around the office, introduces him to
colleagues from various departments, and explains their roles.
o 10:00 am – Overview of Sales Operations: Thabo explains the structure of
the sales department, covering areas of operation (Pretoria, Centurion,
Menlyn) and introducing Raj to the sales strategies and goals.
• Mid-Morning Session:
o 11:00 am – Training on Tools and Materials: Thabo goes through the sales
reports, catalogues, and pamphlets with Raj, explaining how they are used in
the sales process, highlighting key products, and answering any questions.
o 12:00 pm – Shadowing a Senior Salesperson: Raj shadows a senior sales
officer or field executive, observing a client meeting or product
demonstration to understand real-world sales interactions.
• Lunch Break: Raj and Thabo could have lunch together to build rapport and allow
Raj to ask informal questions.
• Afternoon Session:
o 2:00 pm – Sales Software and Systems Introduction: Thabo demonstrates
the company’s sales software, customer relationship management (CRM)
systems, and any other relevant tools Raj will use.
o 3:00 pm – Q&A Session: Raj is given the chance to ask any questions about
the materials or systems introduced throughout the day.
o 4:00 pm – Goal Setting and Next Steps: Thabo outlines what Raj is expected
to accomplish in the coming days and weeks, providing him with a clear set
of goals and a timeline for further training.
• End of Day:
o 5:00 pm – Debrief and Feedback: Thabo and Raj meet for a quick debrief,
discussing how the first day went and addressing any concerns.
TASK 2: PAL PHARMACEUTICALS (57 marks)
PAL PHARMACEUTICALS STUDY PAL Pharmaceuticals is a South African based
pharmaceutical company which was founded by Kefilwe Patience Mabunda in 1996. Over
the years PAL Pharmaceuticals has grown from a single pharmacy to a cross-country chain
October 2024
1. TASK 1: POOR RAJ (13 marks)
Read through the following case study and answer the questions that follow. Poor Raj Raj
Kumar is a new recruit from a reputed management institute, who was recruited as a sales
trainee in an office selling large computer hardware located in Pretoria. Thabo is the sales
manager responsible for overseeing the work of the sales officer, field executives and more
than 70 trainee salesmen who operate in three areas, namely Pretoria, Centurion and
Menlyn. The sales growth of the products in his area was highly satisfactory owing to the
developmental initiatives taken by government agencies in spreading computer education.
Thabo had collected several sales reports, catalogues and pamphlets detailing the types of
office equipment sold by the company for Raj’s reference. On Raj’s first day at work, Thabo
introduced himself and showed Raj to his assigned desk and provided him with the
material collected. Thereafter Thabo excused himself and did not return. Raj, feeling
alienated and unsure of what was expected of him, scanned through the material given to
him until 5:00 pm before leaving the office.
1. What do you think about Thabo’s training programme? Why is it adequate or inadequate?
Do you think Raj will benefit from this type of training? Explain. (2)
2. Provide a detailed programme of what Raj’s first day should have looked like. (11)
1. Evaluation of Thabo’s training programme (2 marks): Thabo’s training programme
is inadequate. Simply providing sales reports, catalogues, and pamphlets without
proper guidance or orientation leaves Raj unprepared for his role. Raj had no clear
direction on what was expected of him or how to perform his tasks, which likely led
to confusion and frustration. Effective training requires active involvement from the
manager to ensure the trainee understands the work, company culture, and
expectations.
2. Detailed programme for Raj’s first day (11 marks):
• Morning Session:
o 9:00 am – Welcome and Introduction: Thabo greets Raj, introduces him to
the team, and gives him an overview of the company, its values, and the
products they sell.
, o 9:30 am – Office Tour: Thabo shows Raj around the office, introduces him to
colleagues from various departments, and explains their roles.
o 10:00 am – Overview of Sales Operations: Thabo explains the structure of
the sales department, covering areas of operation (Pretoria, Centurion,
Menlyn) and introducing Raj to the sales strategies and goals.
• Mid-Morning Session:
o 11:00 am – Training on Tools and Materials: Thabo goes through the sales
reports, catalogues, and pamphlets with Raj, explaining how they are used in
the sales process, highlighting key products, and answering any questions.
o 12:00 pm – Shadowing a Senior Salesperson: Raj shadows a senior sales
officer or field executive, observing a client meeting or product
demonstration to understand real-world sales interactions.
• Lunch Break: Raj and Thabo could have lunch together to build rapport and allow
Raj to ask informal questions.
• Afternoon Session:
o 2:00 pm – Sales Software and Systems Introduction: Thabo demonstrates
the company’s sales software, customer relationship management (CRM)
systems, and any other relevant tools Raj will use.
o 3:00 pm – Q&A Session: Raj is given the chance to ask any questions about
the materials or systems introduced throughout the day.
o 4:00 pm – Goal Setting and Next Steps: Thabo outlines what Raj is expected
to accomplish in the coming days and weeks, providing him with a clear set
of goals and a timeline for further training.
• End of Day:
o 5:00 pm – Debrief and Feedback: Thabo and Raj meet for a quick debrief,
discussing how the first day went and addressing any concerns.
TASK 2: PAL PHARMACEUTICALS (57 marks)
PAL PHARMACEUTICALS STUDY PAL Pharmaceuticals is a South African based
pharmaceutical company which was founded by Kefilwe Patience Mabunda in 1996. Over
the years PAL Pharmaceuticals has grown from a single pharmacy to a cross-country chain
