Training Theory Recommendation for Automobile Sales Department

This presentation, created for the head of HR at a global automobile manufacturer, recommends the situated learning theory to address declining sales performance. The presentation explains the theory and its core principles, emphasizing its effectiveness in real-world scenarios. It suggests practical activities like case studies, group activities, and role-playing to enhance the sales team's knowledge, skills, and abilities (KSAs). The case study allows employees to analyze situations, group activities encourage collaboration and practical application, and role-playing helps develop behavioral skills. The presentation addresses different learning styles and the application of each activity. This approach aims to equip sales associates with the necessary tools to effectively sell automobiles to various car dealerships, ultimately leading to increased sales. The references provide a comprehensive list of resources used in the presentation.

Training and
Development
Training Theories

Introduction
The intent of this presentation is to recommend major training
theory that needs to be applied to improve the performance by the
sales department by working on their knowledge, skills, and abilities to
effectively sell the automobiles to various car dealerships in the United
States and abroad. This presentation is addressing the HR head of the
company.

Situated Learning Theory
The situated learning theory is all about the use of materials
like cases, etc. to situate the learner or trainee in their operational
context. In simple words, learning takes place when an activity or real
work situation is provided to the learner (Davies & Raído, 2018).

Situated Learning Theory -
Primary Tenets
According to the concept of situated learning theory, every
human action and idea is a generalization, accepted to the enduring
environment; it is created by taking into consideration the belief that
what is learned, seen, and done by people is positioned in their part as
a community member (Seel, 2011).

Reason for Recommending the
Situated Learning Theory
The major reason due to which the situated learning theory is
being recommended is because it helps the learner or trainee to
understand the process or situation in detail with the proper examples.
The motive of this learning is to allow an individual to take part in a
similar situation and analyze its consequences. By making use of this
theory the sales team of the automobile company can learn to handle
different situations like declining revenue and accordingly takes a
decision.

Activities
1. Case Study
A case study is a method or an activity that is performed to
increase the knowledge and understanding of the learner. Under a case
study, a detailed and depth understanding of a specific case is gathered
and accordingly solution to the problem is provided (Swanborn, 2010).
In the case of the automobile company, the use of a case study will
help in properly training the sales employee.

2. Group Activities
Group activities allow the learner or trainee to work
collaboratively in the assigned tasks, in or out of the normal working
environment. In this, the size of the group varies from pairs to large
groups (Brown, 2013). Group activities help the leader or trainee to
learn new skills and use their capabilities to achieve the set goal.

3. Role-Play
Role-Playing is all about change in the behavior of an individual
to assume a role, either instinctively to plug a social role, or
deliberately to perform an accepted role. As per the definition
presented by the Oxford Dictionary, role-playing is the change in
behavior of a person to fulfill a social role, in the psychological field
(Glenn, 2014).

Addressing Learning Style
Visual learning style – The case study is a very effective
activity under which the employees will visualize the case in detail and
provide the solution. In the case of group activities, the employees will
visit different dealers and customers to understand the actual market
situation and how the problems are solved. Besides this, in the case of
role play, the trainee will act a role that will be assigned by properly
understanding their character.
Audible learning style – In the case of case study activity, the
trainees will read the text loudly to understand the situation clearly and
let others also understand the case on which he or she is working. In
the case of group activity, the trainee has to listen carefully to the
opinion and feedback of the dealer and customer to adopt them in the
business. Besides this, in the role-play, the trainee will speak louder in
order to make others understand what he/she is trying to communicate
with their role.

Addressing Learning Style
Kinesthetic learning style – In the case study activity, the
trainees will be involved in solving the problem specified in the case. In
the case of group activity, the trainee will be allowed to physically visit
the market and understand the problem and reason for the decline in
sales. Besides this, in the case of role-playing, the trainee will
emotionally and physically change his/her behavior to perform the role
of another person.

Conclusion
In conclusion, it can be said that the use of situated learning
theory is best suited for the case of an automobile company in which
the sales of the company have declined. The use of a case study, group
activity, and role play as the activities will support the HR team to
provide the training to the employees to develop their knowledge,
skills, and abilities.

References
• Brown, N. (2013). Creative Activities for Group Therapy 2nd ed. U.S:
Routledge.
• Davies, G.M., & Raído, E.V. (2018). Situated Learning in Translator and
Interpreter Training: Bridging research and good practice 2nd
ed. U.S: Routledge.
• Deterding, S., & Zagal, J. (2018). Role-Playing Game Studies:
Transmedia Foundations 1st ed. U.S: Routledge.
• Glenn, C. (2014). Role Plays and Creative Activities: Teaching Social
Skills and Self-Understanding 1st ed. U.S: Rowman & Littlefield.
• Patel, C. (2018). An Analysis of Jean Lave and Etienne Wenger's
Situated Learning: Legitimate Peripheral Participation 1st ed.
U.S: CRC Press.