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Measuring ROI in a Sales Program: An E-Learning Solution
United Petroleum International
Patrick Whalen
Abstract
This case addresses measuring the effectiveness and return on investment of an e-learning solution in an international sales environment. This can be especially challenging when management wants the program to pay for itself in the first year. This case demonstrates that, with a proper needs assessment and support from the organization, a well-designed e-learning program can influence business measures significantly. The program contribution to sales and other business measures determined by using one or more methods to isolate the ...
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