INSTRUCTIONAL PLAN 1

Instructional Plan
Alyce Candelaria
CUR 516
November 9, 2015
Frances Fulcher

INSTRUCTIONAL PLAN 2

Instructional Plan
Phase I
Introduction to selling carpet flooring
The audience of this instructional plan will be new independent sales contractors (ISC)
that will be working with the company upon successful completion of the training program.
Some of the individuals were previously in the flooring business, others were previously sales
representatives elsewhere. The age range of the independent sales contractors is from the ages of
eighteen and up. This training session will be one week in length Monday through Friday, full
eight hour days. The instruction will take place in a traditional classroom setting of about twenty
new sales contractors.
Goals

The ISC will be more knowledgeable of each style of carpet

The ISC will be able to price out projects being sold

Phase II
Objectives

The ISC will be able to determine the different styles of carpets sold by the company
when informing the customer of what their options entail. The ISC will need to be
proficient in this knowledge in order to meet other sales quotas because if they are not

experts on the products customers will not buy.

The ISC will have the understanding of measuring a room, and calculating a price for
which the customer has selected by boxing out a room for the most accurate

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measurement, and computing those measurements with the cost of materials and
miscellaneous costs. The calculations will need to be within ten dollars of the precise
calculations in order to be accurate.
Audience- New independent sales contractors preparing to work with the company in selling its
flooring products.
Behavior- Ensuring that they know how the explain the product to their customers, and write up
and order successfully.
Conditions- Follow guidelines and sales techniques to create a satisfying customer experience,
and understand their representation of the company.
Degree- Instructors will follow standards of the company to make sure each person is given the
materials needed to be successful in this new role. Presentations, conversational instruction, and
role playing will allow the sales contractors to receive information from multiple angles. The
initial presentation allows for the ISD to absorb the information for the first time, conversation
and collaboration allows for them to sort through the abundance of information, and the role
playing enables them to apply their understanding of the material.
Phase III
The training session will begin on Monday, November 9, 2015 and will conclude that
same Friday. Each day will be a full eight hour day that will begin at 7:30 in the morning and
will conclude at 4:00 in the evening. There will be twenty learners in the training class, and the
material will be primarily delivered by Alyce Candelaria the Los Angeles Training Manager.
Sales Manager Nicholas Shaw will follow up on completing a contract to the sale, and Assistant

INSTRUCTIONAL PLAN 4

Sales Manager Mike Maurimoto will be involved with the real life scenarios of building rapport
and presenting the product through the role plays.
Each ISC will be given a packet of reference guides to put in a binder they must provide
for themselves. They will also be provided contract books, and diagram books to write up a sale,
and carpet samples that the customer will be able to choose from. There will be an introductory
hour set aside to meet everyone in the class, PowerPoint presentations for each topic discussed in
the program (i.e. carpet, 6 steps to a sale, measuring a room, and completing a contract).
The material will be delivered through a classroom teaching style where each table in the
room will seat two ISC facing the whiteboard, and projector screen. This set up not only allows
for each person to view the presentations delivered, but also gives them the opportunity to watch
each person's role play to give feedback on. Interest in the material is already built through the
individuals wanting the job at hand, but keeping attention will be accomplished with being
interactive throughout the course. Each person will participate in every aspect of the training,
those who will be more selected to participate more often are those who are struggling the most
with the material, or those who are late to the trainings.
There are several formative assessments that are used to determine the ISD's knowledge
of the material. Just as in a traditional class there are tests given that include true/false, and
multiple choice items. These tests are taken with open notes and binders due to the extensive
material delivered in such a short amount of time. The tests are to show how well they are able to
find the correct information because that binder is what they will have in appointments to help
guide them through the entire sale. A change in skill, or performance assessments are also done
to evaluate where their skill set is in the beginning of the week versus the end of the week after

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techniques have been trained. The assessment is used primarily through the role play scenarios
because this assimilation is the closest the ISC will get before dealing with a real customer.
Phase IV
The Quality Rating for Objectives will be used to determine that the goals, objectives,
and outcome of the training will meet standards. This evaluation will be done for each objective
outlined in the instructional plan.
Maximum Value (%)
Audience (A)
Clarity
Format
Perspective
Behavior (B)
Observable
Measureable
Format
Condition (C)
Clarity
Comprehensiveness
Format
Degree (D)
Clarity
Measurable
Format
Total (A+B+C+D)
(Hodell, 2011, Chapter 12).

Rating (%)

10
5
5
Subtotal (20%)
15
20
5
Subtotal (40%)
10
5
5
Subtotal (20%)
10
5
5
Subtotal (20%)
100% Maximum

An evaluation instrument that will need to be created is a Likert-Type Scale. This scale
can be used by both the instructors, and their evaluation of each ISC, and by the ISC themselves
on what their assessment of the course was. This type of assessment can tell each ISC where they
are beginning at in terms of skills from the first day, and what to focus on throughout the first

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weeks. over time the assessment can be used to show a trend in growth, decline, or plateau. The
ISC are able to use this scale to give feedback to the instructors on which parts of the training
were beneficial, and which areas may need some work.
This training session will allow new ISCs to apply their knowledge in the field to
generate business, money, customer loyalty to the brand, and provide exceptional flooring to
satisfied customers. This training will benefit the company in the long run by preparing the ISCs
with product knowledge, assimilated customer interactions, and collaboration on how to
overcome objections in a sale. The more confident the ISC is in their craft, the more they can
create customers that care in what the company has to offer, which translates into higher profit.

Reference

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Hodell, C. (2011). From The Ground Up (3rd ed.). Retrieved from the University of Phoenix
eBook.