Q1. Evaluate the present induction process at ACD division of Ajax and suggest changes in duration and content, if any.

ACD – Structure

Divisional Manager

Regional Manager

Branch manager

Senior Engineer

Sales Engineer

ACD current workforce

78 Sales Engineers

M1

Pune

18-20

M2

Jamshedpur

18-20

M3

Secunderabad

18-20

M4

Vadodra

18-20

ACD Recruitment Process

Knowledge Initiative Communication Skills Team Player

Engineering Executive Sales Executive HR Executive

Selection Criteria

Selection Team

Engineering Institutions

ACD Induction Programme

Stage Duration Description1 4 weeks 1) Batch size of 15 or more.

2) Allotment of Division.3) Visits to all manufacturing units to gain insights.

2 4 weeks 1) Each trainee allotted a mentor from same division.2) Put through Division specific training programme.3) Extensive exposure to the technology, products and

processes of the Division.4) Visits to customer sites, installation observation, inter-

divisional meetings (under Senior Sales Engineer).

3 4 weeks Stay at a branch under the supervision of Senior Engineer.

4 N.A. Make a Presentation in font of Divisional Head, Mentor, HR Associate of Division, corporate HR representative.

5 N.A. Allotment of Brach for final posting.

6 12 weeks 1) Allotment of new mentor.2) Learning the intricacies of their Branch.

ACD Induction Programme - RecommendationsStage Duration Description

1 4 weeks 1) Batch size of 10.2) Allotment of Division.3) Visits to all manufacturing units to gain insights.

2 3 weeks 1) Each trainee allotted a mentor from same division.2) Put through Division specific training programme.3) Extensive exposure to the technology, products and

processes of the Division.4) Visits to customer sites, installation observation, inter-

divisional meetings (under Senior Sales Engineer).

3 0-1 weeks Stay at a branch under the supervision of Senior Engineer.

4 N.A. Make a Presentation in font of Divisional Head, Mentor, HR Associate of Division, corporate HR representative.

5 N.A. Allotment of Brach for final posting.

6 8 weeks 1) Allotment of new mentor.2) Learning the intricacies of their Branch.

• Q2) Identify the training needs of Ajax for Sales Engineers and/or Sales Supervisors. Please also decide how many will you train where and when.

Primary Issue

Sales Engineers

Managers

Trainees

Competition Pressures

Lack of Experience

Poor Skills and Performance

Quick Promotion

Problem Areas The Branch Managers pointed out the following as the

weaknesses of the Sales Engineers:-• Forecasting• Prospecting for business• Influencing consultants Therefore to overcome these external training interventions

were recommended. PROBLEM AREA TRAINING NEED

Forecasting Better understanding of the markets and related trends for strategizing.

Prospecting for Business

1) Improved understanding of consumer behavior (needs, wants, expectations).

2) Practical Knowledge.

Influencing the consultants

1) Communication Skills/Structure.2) Account Management.

ImplementationCurrent Workforce Future Workforce

How Many – batches of 10 each How many – batches of 10 each

Where – at the branch offices Where - Vadodra

When - Immediately When – During Stage 6.

• Q3) Evaluate the Three options for Training design and delivery and give your recommendations to Mr Saraf along with your reasoning.

Option 1

No surety of success of off campus programme

Inclusive Avg. Cost:-

3 months lead time to develop Ajax

specific programme

Option 2(BIS)

Experienced Company

Well trained employees –

Diverse background

Licensed in EARN - Exclusive cost:-

10000

Option 3(Jupiter India)

International experience

Office in Vadodra coincides with Ajax headquaters

Post Training Review -Training done in past showed positive

result

Lean organization – Personal attention

Exclusive Cost:- 14000

• Reasoning for Jupiter1. Already seen significant improvement in 3.2. Their practical philosophy, way of teaching

matches with the problem areas of sales eng.3. Most Economical.