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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