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Part II: Evaluation in Action: Case Studies Describing the Evaluation of Sales Training Programs
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Part II: Evaluation in Action: Case Studies Describing the Evaluation of Sales Training Programs
by Patricia Pulliam Phillips, Jack J. Phillips
Measuring the Success of Sales Training
Cover
Title
Copyright
Content
Preface
Part I: The ROI Methodology: A Credible Approach to Evaluating Your Sales Training Programs
Chapter 1 The Opportunity
Measuring ROI in Sales Training: The Basics
The ROI Methodology
ROI Process Model
Benefits of ROI
Final Thoughts
Chapter 2 Evaluation Planning and Data Collection
Achieving Business Alignment
Developing Evaluation Plans
Collecting Data: Considerations
Collecting Data: The Methods
Generating High Response Rates
Identifying the Source
Determining the Timing of Data Collection
Final Thoughts
Chapter 3 ROI Analysis
Isolating the Effects of Sales Training
Techniques to Isolate the Effects of Sales Training
Selecting Isolation Techniques
Types of Data
Data Conversion Methods
Five Steps to Data Conversion
Fully Loaded Costs
ROI Calculation
Intangible Benefits
Final Thoughts
Chapter 4 Reporting and Using ROI Data
The Importance of Reporting Results
Identify the Need
Identify the Audience
Select the Media
Develop the Report
Evaluate Results
Delivering Bad News
Using the Data
Final Thoughts
Part II: Evaluation in Action: Case Studies Describing the Evaluation of Sales Training Programs
Chapter 5 Sales Training Program for Sales Executives
Chapter 6 Solution Selling for Sales Reps
Chapter 7 Account Manager Development for a Technical Training Center
Chapter 8 Simulation-Based Sales Training at a Telecom Company
Chapter 9 Trustworthy Selling for Commissioned Sales Representatives
Chapter 10 Coaching Training for First-Level Sales Managers
Chapter 11 Selling Skills for Postal Stores Staff
Chapter 12 Selling Skills for Retail Sales Assistants
About the ROI Institute
Index
About the Authors
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Chapter 4 Reporting and Using ROI Data
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Chapter 5 Sales Training Program for Sales Executives
Part II
Evaluation in Action
Case Studies Describing the Evaluation of Sales Training Programs
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