Chapter 2
A Sales Training Scenario
This chapter offers a baseline narrative upon which all the subsequent chapters are built. The chapter walks you through the information-gathering process used to assess how traditional classroom training is currently conducted at ABC Company. Chapter 3 will explore the “current state” of sales training at ABC Company through a detailed classroom audit. For both of the exercises in chapters 2 and 3, imagine that you are a “fly on the wall” and follow along as key questions are posed and the information database is built to create a learning blend that fits. This chapter follows the process of
- examining ...
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