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

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"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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Bibliographic Details
Call Number:Libro Electrónico
Main Author: Phillips, Patricia Pulliam
Format: Electronic eBook
Language:Inglés
Published: Alexandria, Va. : ASTD Press/ROI Institute, ©2013.
Subjects:
Employees > Training of > Evaluation.
Employees > Training of > Cost effectiveness.
Rate of return.
Sales personnel > Training of.
Employees.
Personnel.
Personnel > Formation > Évaluation.
Personnel > Formation > Coût-efficacité.
Taux de rendement.
Vendeurs > Formation.
personnel.
BUSINESS & ECONOMICS > Mentoring & Coaching.
BUSINESS & ECONOMICS > Training.
Online Access:Texto completo
Texto completo
Description
Summary:"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."--
Item Description:Includes index.
Physical Description:1 online resource
Bibliography:Includes bibliographical references and index.
ISBN:9781607285236
1607285231

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