POOR SANJAY! One Monday morning, Sanjay Nagpal, a recent recruit from a reputed management institute in Manipal walked into the sales office at Chennai as a new sales trainee. Raghavan, the zonal sales manager for the large computer hardware firm was there to greet him. Raghavan's job consisted of overseeing the work of sales officers, field executives and trainee salesmen numbering over 50 of three areas namely Chennai, Bangalore, Trivandrum. The sales growth of computers, parts and other office equipment in his area was highly satisfactory, especially in recent years thanks to the developmental initiatives taken by respective State Governments in spreading computer education in offices, schools, colleges, banks and other institutions. Raghavan had collected several sales reports, catalogues and pamphlets describing in detail the types of office equipment sold by the company. After a pleasant chat about their backgrounds, Raghavan gave Sanjay the collected material and showed him to his assigned desk. Thereafter, Raghavan excused himself and did not return. Sanjay spent the whole day scanning the material and at 5.00 p.m. he picked up his things and went home. In the light of the importance of induction programmes, do you think Raghavan was right in leaving Sanjay on his own without offering any counselling or coaching? How would you make Sanjay feel at home if you were to step into the shoes of Raghavan?