• Learners 

  • The sales representatives at The West Face come from many backgrounds, cultures, races, languages, genders and educational levels.  They are in many different time zones and have varying work schedules.  They also have differing years of experience with the company.

• Needs Assessment

  • Business Needs: 

    • increase market share by 14%  in the recreational equipment field

  • Performance Needs: 

    • to powerfully convey to the customers the amazing features and benefits of the new Sierra XS backpack​

  • Learning Needs: 

    • knowledge of the features and benefits of the new Sierra XS backpack

  • Learner Needs: 

    • access to and time for all delivery options to experience an effective and memorable lesson 

• ​​Objectives:  

  • Subsequent to interviews with SME's and stakeholders, I was able to determine the objectives of the training (based upon Mager’s Performance-Based Learning Objectives):

  • Business Objective:

    • To capture greater market share through increased sales by training TWF sales representatives in the new Sierra XS backpack. 

  • Module Objectives:

    • ​By the end of this micro module, TWF sales representatives will be able to

      • identify the five most important features of the Sierra XS​

      • describe the benefits of those features

• Training intervention needed? 

  • After interviews with the major stakeholders, it was determined the performance gap was a knowledge problem that could be solved with a training intervention. 

• Evaluation

  • Assessment activities (based upon Kirkpatrick’s Four Levels of Evaluation) will include survey, multiple choice, observations and interviews.

• Resources/constraints 

  • Backup resources include sales brochure and job aid. 

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