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Full-Text Articles in Training and Development
Measuring And Evaluating Sales Force Training Effectiveness: A Proposed And An Empirically Tested Model, Ashraf Magdy Attia
Measuring And Evaluating Sales Force Training Effectiveness: A Proposed And An Empirically Tested Model, Ashraf Magdy Attia
Theses and Dissertations in Business Administration
Recent reports show that 95% of organizations conduct some form of sales training and organizations spend more than $30 billion dollars annually on sales training programs. According to {\it Sales \& Marketing Management\/} (1993), the average estimated field training costs for a sales trainee is \$37,000. Due to the accelerating investments in sales training, Honeycutt, Ford, and Rao (1995) found that 57% of sales training executives said that the major area in greatest need of additional research is determining sales training effectiveness.
The research contained herein addresses a gap in the marketing literature by: (1) proposing and testing a model …
The Changing Context Of Practice, Stephen M. Brown
The Changing Context Of Practice, Stephen M. Brown
WCBT Faculty Publications
Environmental and organizational changes are putting new demands on training. Training must change to support new organizational structures within a complex and changing business and social environment.
Evaluation of training must be multilevel, customer focused, and support continuous improvement of training.The challenge is to provide meaningful data that enables assessment of customer satisfaction, business impact, and return on investment.