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Measuring the success of sales training : a step-by-step guide for measuring impact and calculating ROI /

"It has never been more important to show examples of sales skills at work. The process to evaluate these skills is sometimes perceived as straightforward and routine, simply a matter of tracking the sales gains after the program has been conducted. But credibly evaluating sales training progra...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Phillips, Patricia Pulliam
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Alexandria, Va. : ASTD Press/ROI Institute, ©2013.
Temas:
Acceso en línea:Texto completo
Texto completo

MARC

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245 1 0 |a Measuring the success of sales training :  |b a step-by-step guide for measuring impact and calculating ROI /  |c Patricia Pulliam Phillips, Jack J. Phillips ; with Rachel Robinson. 
260 |a Alexandria, Va. :  |b ASTD Press/ROI Institute,  |c ©2013. 
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520 |a "It has never been more important to show examples of sales skills at work. The process to evaluate these skills is sometimes perceived as straightforward and routine, simply a matter of tracking the sales gains after the program has been conducted. But credibly evaluating sales training programs is a bit more involved than that. Experts in the practice of ROI measurement, Jack and Patricia Phillips have collected a new book of ROI case studies, with a focus on sales training programs. The first half of the book is a step-by-step guide on calculating ROI, while the second half presents case studies that demonstrate how to use the ROI Methodology to properly measure the results of sales programs."--  |c Unedited summary from book 
504 |a Includes bibliographical references and index. 
546 |a English. 
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650 0 |a Employees  |x Training of  |x Evaluation. 
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650 0 |a Rate of return. 
650 0 |a Sales personnel  |x Training of. 
650 0 |a Employees. 
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650 7 |a Rate of return.  |2 fast  |0 (OCoLC)fst01090236 
650 7 |a Sales personnel  |x Training of.  |2 fast  |0 (OCoLC)fst01103864 
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