Global MBA Project: Sales Training Knowledge Retention Strategies

This Global MBA project investigates the effectiveness of training programs and strategies for retaining knowledge, specifically within the context of SalesPulse Academy Ltd. The research employed a quantitative approach, utilizing a survey questionnaire to gather data from the academy's alumni. The study explores various aspects of training, including demographic information, course preferences, and the perceived effectiveness of different training methods such as instructor-led training, role-playing, virtual sales training, hands-on training, and e-learning. Furthermore, the project examines strategies for retaining training knowledge, such as revising training materials, providing interactive study materials, creating learning communities, incorporating social media, and establishing mentoring programs. The collected data, including responses to both demographic and quantitative questions, are presented in tables and charts to provide a comprehensive overview of the research findings. The project aims to identify the most effective approaches to minimize knowledge loss and improve the overall impact of training initiatives within the sales and marketing domain.

Running head: GLOBAL MBA
Global MBA
Name of the Student
Name of the University
Author Note

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Description of the business research activities
a. The investigative material collected
This research aims for overcoming the issue of loss of training knowledge once the
candidate gets selected for the company. The background of the study illustrates that if the
training activities and the knowledge is not revised at a regular interval of time then the
probability of loss of the training knowledge is high. Thus, in order to find efficient method of
training so that the loss of the knowledge acquired during the training can be minimized. The
evaluation is planned to be collected through survey questionnaire to the alumni of the
SalesPulse Academy Ltd.
Collis and Hussey (2013) stated that the data for the investigation purpose can be
collected through two different methods- quantitative and qualitative. Smith (2015) highlight that
in quantitative data collection method, the target audience of the research are directly targeted. In
such case, the perception of these targeted people is gathered based in the research topic.
Another way of collecting the data is qualitative data which is followed when the data is to be
considered from a greater geographical region or about an entire nation (Zikmund et al. 2013). In
case of a research study, the collection of qualitative data is obtained through newspaper
excerpts, research papers, journal articles and statistical data from any annual report or authentic
websites (Neuman 2013). In collecting the quantitative data collection second-hand sources in
included and is usually obtained in a research, where there the funding prospects are good. Punch
(2013) also depict that the quantitative data collection is obtained through face-to-face
interviews, surveys, customer feedback, social media surveys/polls, e-mail survey or through
telephonic interviews. The major advantage of the quantitative data collection is that research is

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oriented for specific goals and purpose and there is less wastage of resources. Bryman (2017)
also stated that only the genuine and updated data is obtained through quantitative data collection
technique. However, there are some disadvantages associated in the quantitative data collection
method that is a huge financial support is required and this data collection method is more time
consuming. Another risk of quantitative data collection is that sometime there is communication
gap occurred between the respondents and he research conductor which results in a wrong
answer to a question. It is also difficult to find knowledgably person for the quantitative data
collection. Brannen (2017) on the other hand portrays that the advantage is that data from any
region can be considered with the help of online database or research papers. However, in
qualitative data collection it is difficult to found a data of similar pattern unless it is an annual
report of some organizations. This unmatched format of data leads to difficulty in data analysis.
Bernard, Wutich and Ryan (2016) moreover stated that qualitative data are statistically reliable
but is associated with one major issue that is not always recent data can be obtained.
In this research however the quantitative investigative material collection is considered.
The prime reason for the same is that this research format provides no room for emotional design
and presents an unbiased perception on the research topic. This research also highlights the
training effectiveness of the SalesPulse Academy Ltd Company from the trainees, who are taking
their course in order to improve their professional knowledge. This research also focused on the
sales & marketing companies, where training in determining customer’s journey and their
interests is an important aspect. Since, the perception of the target audience of the SalesPulse
Academy Ltd Company is considered, the quantitative data collection technique is appropriate.
The research respondents of this study mainly consider the business students as their educational
background provide them the opportunity with an organization, where they have to perform job

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related to customer management or want to entering into market related job roles. All the
research respondents are selected from the concerned organization based on the methods through
which they can learn the knowledge taught them in the training with more effectiveness. The
survey question also considers the question through which the strategies for retaining the training
knowledge can be obtained.
The survey method is selected in this study for its high representativeness as the research
respondents who answers survey, possess a better description of the research question. Another
benefit that can be attained through the survey method is that all the format of the research
question can be developed in a single pattern that will be easier to analysis for obtaining the
research outcome. () also stated that survey always has a well statistical significance and multiple
variable can also analyzed effectively using the survey method. In most of the critical research,
survey method is considered as the respondents provide answer with a standardized stimulus and
the data can be carefully scrutinized and standardized. Moreover, all the trainees of the
considered organization can be contacted for the survey through e-mail irrespective of their
geographic location.
b. Research tools
In this research the selected research tool is questionnaire that comprised of series of
questions based on a research topic and research respondents are selected so that information
from them can be gathered. The data gathered from the survey questionnaire is designed for
statistical analysis of the responses. Etchegaray and Thomas (2012) stated that research
questionnaire can be distributed to the research respondent through different methods that are
online via e-mail or presented the questions in form of hard copies and then distributed the same
in person to gather response on the developed questions for the study.

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Demographic questions
Q1. What is your age?
Options No of respondents Total respondents
Less than 20 Years 30 100
20-27 Years 45 100
27.1-45 Years 8 100
More than 45 Years 17 100
Table 1: Response on age of the respondent
(Source: Created by Author)
Chart 1: Response on age of the respondent
(Source: Created by Author)
Q2. What is your educational subject background?
Options No of respondents Total respondents
Business and Marketing 30 100
Computing and Technical 25 100

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Medicine 13 100
Humanities 32 100
Chart 2: Response on educational subject background of the respondent
(Source: Created by Author)
Chart 2: Response on educational subject background of the respondent
(Source: Created by Author)
Q3. What training course you have opted at SalesPulse Academy Ltd?
Options No of respondents Total respondents
Virtual Sales Training 21 100
Hands-On Training 79 100
Table 3: Response on course opting at SalesPulse Academy Ltd
(Source: Created by Author)

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Chart 3: Response on course opting at SalesPulse Academy Ltd
(Source: Created by Author)
Q4. What is your main purpose of joining SalesPulse Academy Ltd training program?
Options No of respondents Total respondents
To learn necessary details for entering into
market 26
100
To understand the environmental impact at
the work place 18
100
To understand the customers demand 28 100
Trying to get promoted in the market 23 100
Creating more business followers 5 100
Table 4: Response on main purpose of joining SalesPulse Academy Ltd training program
(Source: Created by Author)

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Chart 4: Response on main purpose of joining SalesPulse Academy Ltd training program
(Source: Created by Author)
Q5. What according to you what is the main factor that makes the training system effective?
Options No of respondents Total respondents
Subject matter 0 100
Types of learners 13 100
Budget considerations 67 100
Types of learners 20 100
Table 5: Response for main factor that makes the training system effective
(Source: Created by Author)

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Chart 5: Response for main factor that makes the training system effective
(Source: Created by Author)
Quantitative questions on effective strategies of effective training
Q6. Do you agree that Classroom or Instructor-Led Training is an effective training strategy?
Options No of respondents Total respondents
Strongly Agree 31 100
Agree 43 100
Neutral 11 100
Disagree 9 100
Strongly Disagree 6 100
Chart 6: Response on effectiveness of instructor-led training
(Source: Created by Author

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Chart 6: Response on effectiveness of instructor-led training
(Source: Created by Author)
Q7. How far do you agree that role-playing is effective interactive training methods strategy?
Options No of respondents Total respondents
Strongly Agree 35 100
Agree 33 100
Neutral 6 100
Disagree 15 100
Strongly Disagree 11 100
Table 7: Response on role-playing is effective interactive training methods strategy
(Source: Created by Author)

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Chart 7: Response on role-playing is effective interactive training methods strategy
(Source: Created by Author)
Q8. Do you agree that virtual sales training is effective for gaining business training
knowledge?
Options No of respondents Total respondents
Strongly Agree 38 100
Agree 36 100
Neutral 16 100
Disagree 6 100
Strongly Disagree 4 100
Table 8: Response on effectiveness of virtual sales training
(Source: Created by Author)

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Chart 8: Response on effectiveness of virtual sales training
(Source: Created by Author)
Q9. How far do you agree that hands-on training is necessary in order to implement business
training?
Options No of respondents Total respondents
Strongly Agree 43 100
Agree 36 100
Neutral 9 100
Disagree 5 100
Strongly Disagree 7 100
Table 9: Response on effectiveness of hands-on training
(Source: Created by Author)

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Chart 9: Response on effectiveness of hands-on training
(Source: Created by Author)
Q10. Do you agree that online or e-learning training methods are effective to provide business
related knowledge?
Options No of respondents Total respondents
Strongly Agree 38 100
Agree 40 100
Neutral 9 100
Disagree 5 100
Strongly Disagree 8 100
Table 10: Response on effectiveness of e-learning training methods
(Source: Created by Author)

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Chart 10: Response on effectiveness of e-learning training methods
(Source: Created by Author)
Quantitative questions on effective strategies of retaining training knowledge
Q11. How far do you agree that revising the training knowledge theoretically helps in retaining
the information given during the training?
Options No of respondents Total respondents
Strongly Agree 49 100
Agree 25 100
Neutral 5 100
Disagree 6 100
Strongly Disagree 15 100
Table 11: Response on retaining training knowledge through revising the training knowledge
(Source: Created by Author)

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Chart 11: Response on retaining training knowledge through revising the training knowledge
(Source: Created by Author)
Q12. Do you agree that providing interactive study materials through visual presentation helps
in retaining the training knowledge?
Options No of respondents Total respondents
Strongly Agree 39 100
Agree 43 100
Neutral 7 100
Disagree 3 100
Strongly Disagree 8 100
Table 12: Response on retaining training knowledge through providing interactive study
materials through visual presentation
(Source: Created by Author)

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Chart 12: Response on retaining training knowledge through providing interactive study
materials through visual presentation
(Source: Created by Author)
Q13. How far do you agree that creating learning communities helps in remembering the
training knowledge more?
Options No of respondents Total respondents
Strongly Agree 32 100
Agree 36 100
Neutral 11 100
Disagree 5 100
Strongly Disagree 16 100
Table 13: Response on retaining training knowledge through creating learning communities
(Source: Created by Author)

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Chart 13: Response on retaining training knowledge through creating learning communities
(Source: Created by Author)
Q14. Do you agree that incorporating training classes through social media helps the trainees
to retain the knowledge more?
Options No of respondents Total respondents
Strongly Agree 29 100
Agree 43 100
Neutral 16 100
Disagree 4 100
Strongly Disagree 8 100
Table 14: Response on retaining training knowledge through incorporating training classes
through social media
(Source: Created by Author)

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Chart 14: Response on retaining training knowledge through incorporating training classes
through social media
(Source: Created by Author)
Q15. How far do you agree that establishing a mentoring program allow the trainer to retain the
training knowledge for loner time?
Options No of respondents Total respondents
Strongly Agree 39 100
Agree 39 100
Neutral 9 100
Disagree 3 100
Strongly Disagree 10 100
Table 15: Response on retaining training knowledge through establishing a mentoring
program
(Source: Created by Author)

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Chart 15: Response on retaining training knowledge through establishing a mentoring
program
(Source: Created by Author)
Q16. Do you agree that revising the training content through practical assessments is effective
procedure for retaining the training knowledge?
Options No of respondents Total respondents
Strongly Agree 44 100
Agree 35 100
Neutral 8 100
Disagree 5 100
Strongly Disagree 8 100
Table 16: Response on retaining training knowledge through revising the training content
through practical assessments

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(Source: Created by Author
Chart 16: Response on retaining training knowledge through revising the training content
through practical assessments
(Source: Created by Author)

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Reference List
Bernard, H.R., Wutich, A. and Ryan, G.W., 2016. Analyzing qualitative data: Systematic
approaches. SAGE publications.
Brannen, J., 2017. Mixing methods: Qualitative and quantitative research. Routledge.
Bryman, A., 2017. Quantitative and qualitative research: further reflections on their integration.
In Mixing methods: Qualitative and quantitative research (pp. 57-78). Routledge.
Collis, J. and Hussey, R., 2013. Business research: A practical guide for undergraduate and
postgraduate students. Macmillan International Higher Education.
Etchegaray, J.M. and Thomas, E.J., 2012. Comparing two safety culture surveys: safety attitudes
questionnaire and hospital survey on patient safety. BMJ Qual Saf, pp.bmjqs-2011.
Neuman, W.L., 2013. Social research methods: Qualitative and quantitative approaches.
Pearson education.
Punch, K.F., 2013. Introduction to social research: Quantitative and qualitative approaches.
sage.
Smith, J.A. ed., 2015. Qualitative psychology: A practical guide to research methods. Sage.
Zikmund, W.G., Babin, B.J., Carr, J.C. and Griffin, M., 2013. Business research methods.
Cengage Learning.