This document presents a case study on the effectiveness of sales force training on performance and productivity at The Landmark Hotel in Kanpur, India. It includes an introduction, research problem, objectives, methodology, findings and conclusions. The study found that the hotel's current training program was effective but could be improved by increasing duration. Sales force members reported enhanced performance after attending training. The document recommends assessing training needs regularly and inviting varied trainers to maximize the impact of training programs.

1. “EFFECTIVENESS OF SALES FORCE TRAINING
ON PERFORMANCE AND PRODUCTIVITY.”
(A CASE STUDY OF THE LANDMARK HOTEL,
KANPUR)
PRESENTED BY:-
SHIVAM GAUR
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2. OUTLINE
1. Introduction
2. Research Problem
3. Research Objective
4. Research Methodology
5. Time Horizon
6. Data Analysis and Interpretation
7. Findings
8. Conclusions
9. Recommendations
10. Bibliography
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3. INTRODUCTION
 Sales Force training is an investment that will helps
organizations remain sustainable and competitive in the long
run. It also motivates the team and helps them to remain up-
to-date with respect to the company’s products, market and
competition.
 Training Sales Force also plays a vital role in increasing
revenue, Enhanced Product Knowledge, Procedural
Compliance, developing soft skills and Ensuring Business
Values and Ethics.
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4. HOTEL PROFILE
 Name of the Hotel:- The Landmark Hotel, Kanpur
 Address:-10, Somdatt Plaza The Mall Kanpur, 208001, Uttar Pradesh
 Contact Numbers:- 0512 - 2305305, 2303945 - 949
 Hotel Website:-www.thehotellandmark.com
 Star Category: 5 star with 125 Rooms inventory
 Ownership:- M/s Som Datt Landmark Hotels & Recreations Pvt. Ltd.
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5. RESEARCH PROBLEM
 The purpose of this Study is to analyze and appraise the
effectiveness of Sales Force Training Program on Performance
and Productivity in context of Hotel industry. (case study of
The Landmark Hotel, Kanpur).
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6. RESEARCH OBJECTIVES
 To study and analyze the role of sales force Training on
performance and productivity of THE LANDMARK HOTEL,
KANPUR.
 To appraise the prevailing methods of Training sales force.
 To evaluate the effectiveness of Training sales force.
 To identify the areas of sales force Training.
 To examine the sales growth and improved customer
relationships as a resultant of sales force Training.
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7. RESEARCH METHODOLOGY
1. RESEARCH DESIGN:-A DESCRIPTIVE research was carried out to achieve stated
outcome of the study.
2. DATA SOURCES:-(a).The secondary Data was collected through literature review
available on the subject in published or unpublished manner from various
resources such as Hotel website, Hospitality magazines, journals and reference
books as well as from the internal resources of the Hotel.
(b).The primary Data was collected through case study using the well structured
Questionnaire which was administered through personal interviews of the selected
respondents of the Hotel.
1. Research Instrument : Structured questionnaire consisting of close ended
2. Mode of Administration : Self-Administered
3. Data Presentation : Through pie chart, Bar Graphs, Line Graphs and Univariate
tables
4. Statistical Tool Used : Percentile Method
5. Software Used : Microsoft Word and Microsoft Excel
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8. Sampling Design:
Universe/Population The Landmark Hotel, Kanpur as a
of Hospitality industry.
Sample Selection Non-Probability convenience sampling method.
Sample Size
15
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9. TIME HORIZON
I have carried out Cross Sectional
Design Study as it was a one time study
carried out for a specified time period.
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10. DATA ANALYSIS AND INTERPRETATION
SURVEY PARTICIPATION RESPONDENT’S PROFILE
SURVEY CONDUCTED=15 ADMINISTRATION
MANAGERS
EXECUTIVES
COORDINATORS
JOB TRAINEES
RESPONDED=10
RESPONSE RATE=67%
RESPONSE USAGE=100%
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11. FINDINGS
 It was found that Majority of the Sales Force members who have attended
the Training Program were well educated. Their level of education was
from Graduates to Post Graduates.
 Majority of Sales Force members agreed that the present Training
Program in their Hotel was “very good” but also stated that the duration of
the Training Program should be increased.
 Majority of the Sales Force members stated that they were informed about
the purpose of training, its intended results and significance of training.
This reflects that the management was keenly interested in achieving the
objective for which the training programs were conducted that was
effectiveness towards performance and productivity.
Based on Data Analysis and Interpretation the findings are:-
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12.  On-the-job and Off-the-job both the Training methods were imparted in
Hotel for the existing Sales Force. Majority of respondents also agreed that
the Training Program should be organized and conducted both in-house
and outsourced.
 With regards to the enhancement of improvement of performance of the
Sales Force members who have attended the training program, 90% of
them have cited there was an enhancement in their performance
compared to the other employees who have not attended the training
program.
 Majority of respondents about 80% stated that Employee Performance
and Productivity, Job Satisfaction and Customer Relationships are
extremely important outcomes of a Sales Force Training Program and their
Training Program offered them Leadership Training, Executive Training,
Supervisory Training and Technical Training.
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13. CONCLUSION
Analysis of all the facts & figures, the observations and the
experience during the training period gives a very positive
conclusion/ impression regarding the training imparted by The
Landmark Hotel. The Landmark Hotel is performing its role up to
the mark and the trainees enjoy the training imparted especially
the practical sessions and simulations.
 The training imparted meets the objectives like:
 Effectiveness of the training and its resultant in the
performance of the employees.
 Assists the employees to acquire skills, knowledge and
attitude and also enhance the same.
 Helps to motivate employees and helps in avoiding mistakes.
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14. RECOMMENDATIONS
 In today’s competitive world attitude is the factor which is the dividing line
between failure and success. Thus, recruitment of the employees must be
made not only on skills and attitude but also the attitude of the employee.
If an employee has a positive attitude then training for him can be more
effective, he has a positive effect on the climate.
 The training needs should be assessed regularly by observing the
performance of employees and also from feedback.
 New and different trainers should be invited so that the maximum impact
can be obtained from the training programmes.
 Try to use more visual and audio aids to make trainings more interactive
and active.
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15. BIBLIOGRAPHY
 MS-62 Sales Management Booklet-3 by IGNOU.
 Human Resource Management Booklet-2 by IGNOU.
 Practical Salesforce.com Development Without Code: Customizing
Salesforce on the Force.com Platform 1st Edition by Philip Weinmeister.
 Training and Development: Enhancing Communication and Leadership
Skills, by Steven A. Beebe, Timothy P. Mottet and K. David Roach, 2012.
 Employee Training & Development, by Raymond Noe, 2006.
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16. THANK-YOU FOR SPARING
YOUR PRECIOUS TIME !
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