Computer-Based Interactive Training (CBIT)

Program Length

Training Time - Approximately 5 - 7 hours 

Administration

Incorporated in the CBIT program is a system that tracks individual students through the training. It is also available to management for viewing and printing student records and/or for downloading onto Hormel Foods’ client server where it can be stored, viewed, and incorporated in employee training files. This system also contains a bookmark, which provides an option for the sales representative to exit the program, and upon reentry, return to his/her place in the training.

ASHLEY FURNITURE INDUSTRIES, INC.

Opportunity Overview

This direct marketing company has been in business for 130 years by going door-to-door and offering in home parties in its sales efforts.  This company markets directly to the consumer through independent sales associates.  This company recognized the need to provide excellent training to their sales associates if corporate sales objectives were to be met.  To help accomplish this goal, Russell Associates designed a high energy, enthusiastic and positive Computer-Based Interactive Training (CBIT) program for new and existing sales associates and managers.  Based on the success of the training initiative, the client wanted Russell Associates to work with them on the development and operation of their sales incentive rewards program.

Create an effective program to train Ashley Furniture Millennium sales personnel and dealers on “Leather” furniture products in order to better present and sell the products.  Leather is a furniture line offered under the Millennium brand.

Create a CBIT program that will teach the history of leather, the tanning and production process, properties and types of leather, how leather is purchased and sold, and the care and maintenance of leather.

RUSSELL ASSOCIATES’ SOLUTION

Russell Associates developed a self-paced CBIT program that trains sales and service personnel at all levels about leather. The CBIT program incorporates text, audio, video, photographs, and animation to convey the information and enhance the learning process. The training covers the following topics:

TRAINING METHOD
* Computer-Based Interactive Training (CBIT)

PROGRAM LENGTH
* Training Time – Four hours

ADMINISTRATION
The student is tracked throughout the training. There is an exercise at the end of each chapter to reinforce learning and a final exercise at the end of the training that covers all chapters. Incorporated in the training is a system that tracks the student using a unique identification number, documents the student’s progress, and provides reports that show student scores for each chapter.

CASE STUDY

THERMO KING SALES-TECH

OPPORTUNITY OVERVIEW

Thermo King (an Ingersoll-Rand company) produces, sells, and services transport refrigeration equipment.  Thermo King wanted a way to certify the knowledge of the sales representatives at independently-owned dealerships throughout North and Central America.  There are four certification areas: New Truck Units, Classic Truck Units, New Trailer Units, and Classic Trailer Units. 

CLIENT OBJECTIVE

Develop a cost-effective certification program for Thermo King representatives.  Business goals driving the objective are:

• Certify Product Knowledge
• Verify Knowledge of Sales Techniques
• Verify Knowledge of Sales Assistant Programs

TARGET AUDIENCE

• Thermo King Sales Representatives

RUSSELL ASSOCIATES’ SOLUTION

Russell Associates developed an online Certification Testing Application in which the entire certification test is completed over the Internet.  A Dealer Sales Representative orders his/her tests through Russell Associates.  The orders are processed and the Sales Rep is e-mailed a username, password, and link to the testing site.  The Sales Rep uses the link to access the site and enters his/her username and password.  He/she completes each test online until all four tests have been completed.  The test scores and related data are accessed by Russell Associates and reports for the Sales Rep and Thermo King are generated.

 Testing method

• Electronic Certification Testing (eCT) Online Version

PROGRAM LENGTH

• Testing Time – Unlimited time for 50 questions each test.

• Tests Available – Truck Units Part 1, Truck Units Part 2, Trailer Units Part 1, Trailer Units Part 2.

• Program Use – Ongoing 

Administration

All orders and test information are processed and stored in a database application developed by Russell Associates, who acts as an independent and impartial third-party testing agency.  Monthly reports are prepared and sent to Thermo King for review.  Additional reports for test question analysis, technician pass-rate, participation analysis, etc., are available upon request.