Overview of the training course

1. Phase I-IV 0
Instructional Plan
and Presentation
K i m b e r l y H a y n e s
C U R / 5 1 6
U n i v e r s i t y o f P h o e n i x
F r a n c e s F u l c h e r
2 / 2 / 2 0 1 6
Kim

2. Phase I-IV 1
Phase I
Title: Wellness Consultant (New Hires Only): Membership Selling
Course Description:
The course will consist of training new hires on selling memberships to clients after his or her
first time massage session. The course will provide key points of the benefits of memberships
and how to address the services to the clients to continue business with them. The training class
will include the right tools and hands on instruction to cover the requirement to perform the job.
The course is design to seek all employees understands the value and commitment in getting
clients to live stress free and relaxing lives. The associates will participate in numerous activities
to practice learning skills in closing a deal and being effective educators about the membership.
The course will demonstrate how sales goals are achieve and the strategies in maintaining high
sales goals within the company. The training class will consist of two weeks of intensive
learning and comprehending the skills and tools to become top sales associates. Each day, the
associates will have to be in attendance from 8am-4pm Monday thru Friday. After that,
associates are required to do buddy training follow after the course to see firsthand experiences
with other associates once place at job site. This will ensure the proper training skills have been
master, so new associates can begin utilizing skills on clients.
Description
To train proper skills in gaining
clients long-term return. Selling
memberships to first time clients.
Audience
New Hires with experience in
customer service and sales.
Time
-2 weeks training class
-8am-4pm Monday thru Friday
Goals
-Be prepared to achieve
memberships sales
-Become an outstanding
consultant to gain clients
-
Wellness
Consultant (New
Hires Only)
Membership Sales

3. Phase I-IV 2
Phase I
Audience Analysis
The target audience is center around new hires as wellness consultant at a massage spa. The
associates must be energetic, outgoing, and team player to work in environment of building more
clients in providing outstanding services. Here is a breakdown of the audience analysis listed
below:
A- The target audience s new associates who will work in an environment involving customer
service and sales such as retail and memberships. New hires are eager to learn and master the
skills needed to achieve goals within the company goals.
U- The associates were hired on retail, customer service, and sales experiences which they are
very knowledgeable of the work environment. The associates will apply skills in the training
course to test skills for comprehensive.
D- The work environment is diverse men and women of ages 18 and older. This is an idea job
for college students who are seeking experiences in engaging and interacting with people to
improve communication skills.
I- The idea associates will have some experiences in selling and understands the value of the
company policies in building higher clienteles.
E- The environment is a relaxing and therapeutic spa that helps regenerate clients who are
experiences chronic body pain. The associates will educate the clients on the type of services is
needed to relieve any pain issues.
N- The audience is in need of knowing all products and services offer to ensure return of clients
long-term for further chronic corrections.
C- The training course will address the layout and standards of the effectiveness the company
offers and their expectations. The associates will be required to use techniques to create their
style of building relationships with customers as new members.
E- The associates are required to learn all material in the training course to apply skills according
to their job requirements and learn to become confident in what they are relating to the clients to
gain commitment.

4. Phase I-IV 3
Phase II
Learning Objectives: ABCD Format
In the training course, it will consist of both collabortaive learning and critical thinking skills.
New hires are expected to overcome diffcult challenges when learning many of the objections
they can receive from clients. Finding a way to own the commitment from clients can be hard,
but using the 4 steps to solve not sell will guide the hires along the path. The training course will
allow consultants to collaborative with each other by testing their skills to see if they have master
all areas of achievement. This will help build a relationship with the clients and become
confidence on the service being offer to gain a long-term commientment. The objectives below
will allow the learners to demonstrate effective learning skills to achieve goal.
Learning
Objectives
for Sales
Training
(New Hires)
Audience
The new hires will list
the levels of
customer decision
making.
Behavior
Consultants should
be able to explain
the reasons,
strategies, and goals
of selling.
Condition
Given the complete
works of mastering
skills, new hires will
understand the quality
of service to offer the
clients.
Degree
New hires will
complete the
course with 100%
passin scores and
creativity.

5. Phase I-IV 4
Phase II
After following the objectives, learners will have get introduce to the daily agenda on the things
they will encounter throughout the course. In the training class, many resources and activities
will be used to ensure the accurate information is taught to the new hires for understanding. The
collaborative learning can develop a bond for consultants to try new techniques to gain skills on
how to perform the task day by day.
•Check for prior knowledge
•Direct instruction
•Guided practice
•Independentpractice
•Oralpractice
Instructional
Strategies
• Buddy to Buddy selling
scenario.
• Jeopardy- matching the
objections to the correct
response
• Creating graphic organizer
to display the steps of
selling
Instructional
Activities
• Technology tools
• Video (watching actual
consultants assist clients
with the membership)
• Web-based training (taking
compliances)
• Computers resources
Instructional
Technologies

6. Phase I-IV 5
Phase III
The training course will be broken down into a 2 weeks and 70 hours course. It will cover all the
necessary areas to get the new hires on board on how to solve not sell training course to gain new
clients. As listed, it is the course breaks down on how the training will run and including
resources. Short-term actions will consist of new hires to work in groups with assign tasks.
Activities will be fairly easy to develop and comprehend with help of each group members.
Long-term plan will focus on improvements from the short-term action. New hires can develop
goals for them to master as they become a part of the team and meet projective goals when
selling memberships. The action can be put into action after conquering all the requirements of
the course.
Course
Start Date
Course
Handlers
Resources
and
Materials
Implemented
Plans
 February 1-
12, 2016
 Monday-
Friday
 8am-4pm
 70 hours total
 Course
Instructor
(Ms. Haynes)
 New hires
(Wellness
Consultants)
 Training
Director
 Computers
 Video
 New hires
training
booklet.
 Pre-Test
Assessment
 End of the
course
assessment
 Implement
short-term
engagements
 Develop long-
term plan
 Assess
outcomes and
replicate
Questions:
1. How you will communicate the plan? Communication is the main components when getting
across to your audience. You want to make sure you coming into the training course knowing
exactly what you going to teach. One thing is to understand the objectives and goals to help the
learners comprehend. Learning the audience is the main factor of communicating the plan to
identify each person in the course.
2. How you will build interest and commitment? Teach the new hires to build a relationship
and overcome obstacles they may face in the course. Letting them work together to learn from
mistakes and practice seeing their leaders model commitment. The instructor can display interest
to appreciate each other work habits and to work as a team.

7. Phase I-IV 6
Phase III
3. How you will select your participants? The participants I selected will have to be open-
minded to changes and different levels of difficulties. The participants have to be outgoing and
display hard worker skills to meet the company goals of success.
Formative Assessment for Training Course:
Problem-Solution Chart
Who
Problem
Solution
End
Results
What
Why
Solutions Tried Results
1.
2.
1.
2.

8. Phase I-IV 7
Phase IV
Evaluation Overview:
In all, the training course will provide a secure element for hires to fully master the skills.
Learners will be able to identify the concepts and steps of building an effective plan to
incorporate when mastering the goals as well as the objectives. After the end of the course, new
hires will be able to utilize the techniques to gain a higher clientele in building a relationship
with the clients. If additional training is needed a review of the course will be demonstrated to
ensure the consultants understand the material and ask any additional questions if needed.
Below is a chart of an evaluation overview of the successfulness of new hires mastering the skills
as required.
1st
Week 2nd
Week 3-6 Weeks
 65% of workers will
achieve goals the first
time with working
with the clients
 35% of workers will
run into some
difficulties in meeting
goals.
 85% will demonstrate
effective strategies by
increasing numbers
from last week
 15% will master the
concept, but struggle in
handling objections
 97% will have the
steps master by
incorporating selling
methods
 3% will make some
improvements, but will
require some
additional tips to
enhance selling
strategies

9. Phase I-IV 8
Reference Page
Pena-Sanchez, R. (2012). Efficiency of training courses. Competition Forum, 10(2), 66-73.
Retrieved from http://search.proquest.com/docview/1196910243?accountid=458
Keengwe, J., & Georgina, D. (2012). The digital course training workshop for online learning
and teaching. Education and Information Technologies, 17(4), 365-379.
doi:http://dx.doi.org/10.1007/s10639-011-9164-x