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ASTD Handbook of Measuring and Evaluating Training by Patricia Pulliam Phillips

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Chapter 25 Evaluating a Global Sales Training Program

Frank C. Schirmer

In This Chapter

This chapter describes the process and evaluation of a global sales training initiative. After reading this chapter, you will be able to

  • describe how one organization measured the impact of a program on declining sales margins
  • calculate the ROI in sales training, given the improvement in sales, the profit margin, and the program costs
  • summarize results on a simple training scorecard.
 

Background

The company is a global leader in the field of specialty chemicals. Strong business relationships, a commitment to outstanding service, and wide-ranging application ...

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