Introducing a new category requires properly trained employees. This applies, for example, to the launch of the GROHE ceramics lines. For this reason, a new learning concept was designed, consisting of a total of four consecutive training components with the goal of empowering sales staff to successfully conduct sales pitches, increasing the products’ sales. The eLearning Journal’s jury has now awarded the project GROHE Ceramics with this year's eLearning Award in the category "Acceptance". The award ceremony took place on 20 February in the German city of Cologne as part of the Didacta trade fair.
From the beginning, learners were involved in the concept's development process. They took part in a pre-project survey aiming to set learning objectives, followed by product training, an interactive video simulation on objection handling, and a video shoot with selected GROHE sales persons who shared their "best practice" ceramics products’ sales experiences with their colleagues.
The result: With our comprehensive and user-related training programme, we contributed to increasing the acceptance of ceramics being a new product category within the sales organisation. The fact that sales staff shared their "best practice" experiences was rated very positively and made sure that the colleagues were prepared for their new task.