Title 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. [O'Reilly electronic resource]

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Description	1 online resource
	text file
Note	Includes index.
Summary	"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
Bibliography	Includes bibliographical references and index.
Language	English.
Subject	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.
	Employees
	Employees -- Training of -- Cost effectiveness
	Employees -- Training of -- Evaluation
	Rate of return
	Sales personnel -- Training of
Other Form:	Print version: Phillips, Patricia Pulliam. Measuring the success of sales training. Alexandria, Va. : ASTD Press/ROI Institute, ©2013 9781562868598 (OCoLC)853436196
ISBN	9781607285236 (electronic bk.)
	1607285231 (electronic bk.)

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