TY  - JOUR
AB  - The case focusses on training conducted by a young professional in the capacity of an external trainer. The client organization, a mobile handset manufacturer, had multiple channels of sales. As a result, sales executives faced channel conflict and cannibalization from their own channel partners. Added to this was the aggressive competition from Android phone manufacturers. There were mixed signals at the organization and strategy levels, whereas the training was designed to focus on skill development. The trainer, without having carried out the TNA, agreed to deliver her training merely based on some discussions and mandates passed on to her. The outcome was a challenging situation: A mismatch between training content and participant demand.
VL  - 
IS  - 
SN  - 2633-3260
DO  - 10.1108/CASE.IIMA.2019.000101
UR  - https://doi.org/10.1108/CASE.IIMA.2019.000101
AU  - Sinha Anamika
AU  - Varkkey Biju
PY  - 2015
Y1  - 2015/01/01
TI  - A Training Delivery Faux Paus: Daily Diary of a Trainer
T2  - Indian Institute of Management Ahmedabad
PB  - Indian Institute of Management Ahmedabad
SP  - 1
EP  - 4
Y2  - 2024/04/26
ER  -