This report analyzes the performance management practices of Fonterra, a New Zealand-based dairy cooperative. It examines the impact of performance appraisal methods, such as the rating scale, on employee effectiveness and organizational culture. The report identifies two key employee performance problems: lack of strategic focus and insufficient leadership support. It then delves into the development of a training program for marketing executives, detailing training content and applying Kirkpatrick's Four Levels Model to evaluate its effectiveness. The report concludes by summarizing the strengths and weaknesses of the performance appraisal system and the training program, highlighting the importance of clear communication, product knowledge, and strategic focus for improving employee performance. The report's findings are based on an analysis of Fonterra's operations and the implementation of various performance management tools.