,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)
1.1 Thabo’s Training Programme – Evaluation
Thabo’s approach to Raj’s first day of training is inadequate. Simply providing sales
reports, catalogues, and pamphlets without any guidance or support does not constitute
an effective training programme. Thabo’s absence after introducing Raj to his desk leaves
the trainee feeling alienated and confused about his role and responsibilities. This method
fails to provide a structured orientation or hands-on learning, which are essential for new
employees to understand their tasks, integrate into the team, and feel motivated.
Raj is unlikely to benefit from this type of training because:
• He lacks clear instructions and objectives for his role.
• He is not receiving any mentorship or coaching.
• He does not have the opportunity to ask questions or clarify expectations.
, Without a proper introduction to the company culture, goals, or processes, Raj may
struggle to perform effectively.
1.2 Ideal First-Day Training Programme for Raj
A well-structured first day for Raj should include a blend of orientation, training, and social
integration to set him up for success. Here’s a detailed programme:
9:00 AM – Welcome and Introduction
• Welcome Meeting with Thabo (Sales Manager): Thabo should formally welcome
Raj, providing an overview of the company, its mission, values, and goals. He should
explain the structure of the sales team and Raj's position as a sales trainee,
highlighting his importance in contributing to the team’s success.
• Introduction to Team Members: Raj should be introduced to key colleagues,
including other sales officers, field executives, and fellow trainees. This will foster
early social integration and create a support network.
9:30 AM – Orientation Session
• HR Orientation: A representative from the HR department should conduct a brief
session on company policies, work hours, dress code, benefits, and health and
safety regulations.
• Overview of Products and Services: Thabo or a senior sales officer should provide
an in-depth introduction to the products and services offered by the company,
focusing on the computer hardware they sell. This includes highlighting key
features, market positioning, and the sales strategy.
10:30 AM – Office Tour
• Tour of the Office: Raj should be given a tour of the office, including key areas like
the meeting rooms, break rooms, and important departments (e.g., finance,
customer service). This will make Raj feel more comfortable in his new environment.
11:00 AM – Overview of Raj’s Role and Responsibilities
• Role Explanation by Thabo: Thabo should clearly define Raj’s role as a sales
trainee, outlining his responsibilities, sales targets, and expectations. Thabo should
explain how Raj’s performance will be measured and provide a timeline for his
progress, including when to expect performance reviews.
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)
1.1 Thabo’s Training Programme – Evaluation
Thabo’s approach to Raj’s first day of training is inadequate. Simply providing sales
reports, catalogues, and pamphlets without any guidance or support does not constitute
an effective training programme. Thabo’s absence after introducing Raj to his desk leaves
the trainee feeling alienated and confused about his role and responsibilities. This method
fails to provide a structured orientation or hands-on learning, which are essential for new
employees to understand their tasks, integrate into the team, and feel motivated.
Raj is unlikely to benefit from this type of training because:
• He lacks clear instructions and objectives for his role.
• He is not receiving any mentorship or coaching.
• He does not have the opportunity to ask questions or clarify expectations.
, Without a proper introduction to the company culture, goals, or processes, Raj may
struggle to perform effectively.
1.2 Ideal First-Day Training Programme for Raj
A well-structured first day for Raj should include a blend of orientation, training, and social
integration to set him up for success. Here’s a detailed programme:
9:00 AM – Welcome and Introduction
• Welcome Meeting with Thabo (Sales Manager): Thabo should formally welcome
Raj, providing an overview of the company, its mission, values, and goals. He should
explain the structure of the sales team and Raj's position as a sales trainee,
highlighting his importance in contributing to the team’s success.
• Introduction to Team Members: Raj should be introduced to key colleagues,
including other sales officers, field executives, and fellow trainees. This will foster
early social integration and create a support network.
9:30 AM – Orientation Session
• HR Orientation: A representative from the HR department should conduct a brief
session on company policies, work hours, dress code, benefits, and health and
safety regulations.
• Overview of Products and Services: Thabo or a senior sales officer should provide
an in-depth introduction to the products and services offered by the company,
focusing on the computer hardware they sell. This includes highlighting key
features, market positioning, and the sales strategy.
10:30 AM – Office Tour
• Tour of the Office: Raj should be given a tour of the office, including key areas like
the meeting rooms, break rooms, and important departments (e.g., finance,
customer service). This will make Raj feel more comfortable in his new environment.
11:00 AM – Overview of Raj’s Role and Responsibilities
• Role Explanation by Thabo: Thabo should clearly define Raj’s role as a sales
trainee, outlining his responsibilities, sales targets, and expectations. Thabo should
explain how Raj’s performance will be measured and provide a timeline for his
progress, including when to expect performance reviews.
