Crunchy Rusk Company Case Study

In a FMCG organization, Human Resource function is most integrated module because this is the department where can developed purpose of growing sustainability in both organizationally & employees. HRM department always must focus on how to archive organizational ultimate goal with a performing team. Therefor Human resource function should synchronize with changes in the business world.

In the Crunchy Rusk Company, Each manger plays predominant role with their subordinates, Customers and distribution channels with respective manner. Therefor Human resource department should “identify employees, who need development in their career path and support them to archive their future goals. This will lead to company’s sustainability growth”.
How Training Plans overcome Sales Issues As we know last two years our western province sales contribution was very poor and last year it was about 15% behind the target. This is the high time to find out the issues which effected on this.as per my revision for last few year about the company, the major problem with this is poor efficiency and productivity of our employees. My opinion is we must arrange “sales training process” immediately to overcome from this sales issue.

There are two types of trainings I would like to suggest to our organization.
• Sales Training
• Company Specific Trainings Sales training is which gives about entire sales mechanisms to the sales team. And second training type gives you the knowledge about product and services, tools and resources and finally entire sales process which our team must use the advantage of this second training is it covers entire process of which our employees need.

Sales Training model

Assess training needs :– Directly we have to identify the organizational expectation and perceived performance. According to that we can use various methods to assess the training methods for our sales staff from
There for we cannot under estimate personal selling method and this is where employee actively engaging with, there for we must more considers about the importance of personal selling. I would like to point out the Advantages & disadvantages of Personal Selling.
 Advantages
• Since this is a two way form of communication, Sales person can do adjustments to questions or concerns
• Instructiveness effect for the high volume perches & repeat perches.
• Most practical promotional option for reaching some customers who are having difficulties
 Disadvantages
• Some short of sales people has misunderstood about this method and they are only focusing on their own selfish interests.
• High cost is also another disadvantage. This can be identifying as High cost per action and as training cost.
• The risk of turnover of a good sales person is a serious threat to personal selling
• Very good competent sales people are difficult to find.

3.2. How it revolutionized in past and how modern selling become equal to marketing