Table of Contents
Part I: The ROI Methodology: A Credible Approach to Evaluating Your Sales Training Programs
Measuring ROI in Sales Training: The Basics
Chapter 2 Evaluation Planning and Data Collection
Collecting Data: Considerations
Generating High Response Rates
Determining the Timing of Data Collection
Isolating the Effects of Sales Training
Techniques to Isolate the Effects of Sales Training
Selecting Isolation Techniques
Chapter 4 Reporting and Using ROI Data
The Importance of Reporting Results
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
Claude MacDonald, CRP and Louis Larochelle, CRP
Chapter 9 Trustworthy Selling for Commissioned Sales Representatives
Delores Freitag and Nancy Murphy
Chapter 10 Coaching Training for First-Level Sales Managers
Chapter 11 Selling Skills for Postal Stores Staff
David Soltis and Nancy Donovan
Chapter 12 Selling Skills for Retail Sales Assistants