RAJ SHARMA

FAN DAY 2 PREPRATAION ASSIGNMENT

Exercise :1 Sales Management System

Before diving into the specific details of what to discuss and in what manner, let us
have a brief overview of the current situation.

Background:
I just joined a venture company as a manager of Sales Administration section. I
know there is a problem with the current sales management system and after
investigation I have found some problems. But this might not the full problems
there might be some other problems so I need to reveal those problems in the
meeting.

Preparing for Facilitation:

Step 1: Establishing the objective of the meeting.

a. I should share the objective of the meeting with the participants.

This would be for “For What” part of the facilitation framework.

Step 2: Designing a discussion framework.

b. Confirm the objective and goal of the meeting. (I would share the
objective of the meeting and goal of this meeting)
c. Think of factors likely to become discussion points. (I need to think
of the likely discussed points. For e.g. the need to change the
system, how to change it, merits and demerits of changing it etc.)
d. Break down the discussion points. (Break down issues to be
discussed.)

Let’s dig in more details to prepare for the facilitation.

Storyline Points from side

For what? The goal of this meeting is discussing the problems in the current sales
management systems and how to overcome those problems.

I think we need the improve the current system and if we don’t it might

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 RAJ SHARMA
FAN DAY 2 PREPRATAION ASSIGNMENT

affect our future growth.

What? I think the current system is in complete disarray. Sales management

should we working fine and new employees should be able to use it
property without taking so much time. And as you know we often rotate
employees, in that situation it is in chaos.

Where? Current Customer management and Billing System is not linked with
each other. We also found other problems also during our investigation.
There might be other problems also, So I’d like to hear your opinions
also in this matter.

Storyline Points likely to be discussed

For what? As the facilitator is newly joined employee, does he know about the
background behind?

As a sales representative, Do I need to participate in this meeting?

What? The problem be something else?

Merits and demerits of changing the system.

Can’t we fix other problems that are easy to fix as compared to

changing the complete system?

Would this impact our future?

Where? Some participants might know the problem and I’d try to ask that.

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 RAJ SHARMA
FAN DAY 2 PREPRATAION ASSIGNMENT

Exercise :2 Recruitment Agency

Background: I (Facilitator) are in charge of planning at a recruitment agency.

I’ve already succeeded inviting 3 panelists for a seminar.

Objective: To confirm / ensure panelists understands the objective of the

seminar so that they can engage with participants efficiently and share valuable
insights.

Expectation from the meeting:

• Panelists understand the objective and act accordingly as discussed.

• Share valuable insights to the participants.
• All panelists behave exactly same i.e. they should not say details that can
affect the seminar objective.

Steps:

• Share / Confirm the objective of the of the discussion and what need to be
discussed in the seminar and what shouldn’t be.
• Ask / confirm each panelist to what they would discuss during the
seminar. If there is anything wrong, or can be rectified, improve.
• Final confirmation.

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