Chapter 11 Evaluating the Training Intervention
On one occasion a client in the UK retail sector said to us that they intended to evaluate the effectiveness of a training intervention by measuring the increase in sales revenue. The brief was to train managers and sales assistants in the in-car-entertainment (ICE) section of a large chain of motor accessory shops in the south of the UK. The training need was to improve meeting/greeting skills and develop abilities to help customers make the most appropriate choice of headsets and speakers for their vehicles.
The company intended to measure the increase in sales for the 12 weeks following the training throughout the 40 southern stores, and compare these results with the 100 stores in other parts ...
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