Gas giant ensures worldwide consistency

Global gas company the BOC Group is using e-learning to support the extension of its successful UK training programmes to key South East Asian countries, including Thailand, Singapore, Malaysia, Indonesia, India and the Philippines. The training programme is being provided by international HR development specialist, Rhema.

BOC serves two million customers in more than 50 countries, and 30% of its 4.6bn annual sales revenue comes from the growing Asia Pacific area.

It wants to ensure consistency of content, message and quality regarding training, and is deploying sales training material to the region through training managers.

Rhema will deliver a complete package of training programmes, including courses on territory planning, consultative selling, negotiating skills and sales force management. The training programmes have all been customised for the local culture and market.

The long-distance people development initiative is being supported with online learning via BOC’s global intranet. Rhema has developed an electronic interactive version of the instructor-led training modules, which, as well as helping in sales personnel’s pre- and post-course training, provides instant help on the job.

“We have a major programme to build sales capability in Asia,” said BOC group organisation development director, Mervyn Smit. “Rhema has helped us in customising the materials and training the internal trainer to deliver, and we have had excellent feedback from the delegates. BOC is committed to the sustainable development of people.”

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