Measuring the success of sales training : a step-by-step guide for measuring impact and calculating ROI / Patricia Pulliam Phillips, Jack J. Phillips ; with Rachel Robinson.
Material type:
TextPublication details: Alexandria, Va. : ASTD Press/ROI Institute, ©2013.Description: 1 online resourceContent type: - text
- computer
- online resource
- 9781607285236
- 1607285231
- Employees -- Training of -- Evaluation
- Employees -- Training of -- Cost effectiveness
- Rate of return
- Sales personnel -- Training of
- Employees
- Personnel
- Personnel -- Formation -- Évaluation
- Personnel -- Formation -- Coût-efficacité
- Taux de rendement
- Vendeurs -- Formation
- personnel
- BUSINESS & ECONOMICS -- Mentoring & Coaching
- BUSINESS & ECONOMICS -- Training
- Employees -- Training of -- Cost effectiveness
- Employees -- Training of -- Evaluation
- Rate of return
- Sales personnel -- Training of
- 658.31245 23
- HF5549.5.T7
| Item type | Current library | Collection | Call number | Status | Date due | Barcode | Item holds | |
|---|---|---|---|---|---|---|---|---|
eBook
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e-Library | EBSCO Business | Available |
Includes index.
Print version record.
"It has never been more important to show examples of sales skills at work. The process to evaluate these skills is sometimes perceived as straightforward and routine, simply a matter of tracking the sales gains after the program has been conducted. But credibly evaluating sales training programs is a bit more involved than that. Experts in the practice of ROI measurement, Jack and Patricia Phillips have collected a new book of ROI case studies, with a focus on sales training programs. The first half of the book is a step-by-step guide on calculating ROI, while the second half presents case studies that demonstrate how to use the ROI Methodology to properly measure the results of sales programs."-- Unedited summary from book
Includes bibliographical references and index.
English.
WorldCat record variable field(s) change: 650