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Author : Risto Tainio
Publisher :
ISBN 13 :
Total Pages : 66 pages
Book Rating : 4.:/5 (31 download)
Download or read book An Empirical Evaluation of Sales Training Effectiveness written by Risto Tainio and published by . This book was released on 1979 with total page 66 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author :
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (141 download)
Download or read book An Empirical Evaluation of Sales Training Effectiveness written by and published by . This book was released on 1979 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Ashraf Magdy Attia
Publisher :
ISBN 13 :
Total Pages : 350 pages
Book Rating : 4.:/5 (423 download)
Download or read book Measuring and Evaluating Sales Force Training Effectiveness written by Ashraf Magdy Attia and published by . This book was released on 1998 with total page 350 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Thomas Menthe
Publisher : GRIN Verlag
ISBN 13 : 3668290334
Total Pages : 113 pages
Book Rating : 4.6/5 (682 download)
Download or read book Effectiveness of Value-Selling Training Programs written by Thomas Menthe and published by GRIN Verlag. This book was released on 2016-09-02 with total page 113 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master's Thesis from the year 2016 in the subject Business economics - Business Management, Corporate Governance, grade: Distinction, Buckinghamshire New University, language: English, abstract: Many companies in Business-to-Business (B2B) environment consider value-based selling (VBS) to be a selling approach that can move the conversation with their customers from price to value. Thus, firms today invest in training their sales force to improve how the value of their product or service is quantifiable and communicated to customers effectively. While the implementation of Value-Selling Training Programs (VSTP) is regarded as an important step in educating sales people, little is known about the effectiveness of the programs in regard to measurable financial results for the company and the effects generated for the various parts of the organization. However, the effectiveness of VBS has not yet been measured (e.g. financial outcomes) extensively and the effectiveness of such programs must be questioned if there is no Return on Investment (ROI) for the organization. Based on semi-structured one-on-one interviews with key decision makers of these companies, financial outcomes were identified, e.g. increase in margins or ROI (%) of such programs and portrayed the various effects of these VSTP i.e. behavioural, awareness and marketing-related benefits, which were caused by the training. The most outstanding finding was that company managers, who focused on measuring the outcome of the training initiative received positive results whereas the majority of interviewed company decision makers did not track the success (effectiveness) in detail or were only able to describe non-tangible results – some provided a “gut-feeling” of their outcomes. To further advance knowledge about the effectiveness of VSTP, future research avenues were identified to ensure ROI of such initiatives and areas of improvement such as suitable evaluation tools and practical methods to measure the outcome and increase financial returns of the investment.
Author : Thomas N. Ingram
Publisher : Taylor & Francis
ISBN 13 : 1000994384
Total Pages : 565 pages
Book Rating : 4.0/5 (9 download)
Download or read book Sales Management written by Thomas N. Ingram and published by Taylor & Francis. This book was released on 2024-01-22 with total page 565 pages. Available in PDF, EPUB and Kindle. Book excerpt: This 11th edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations and sales professionals. Reflecting today’s emphasis on analytics and customer experience (CX), this edition focuses on the importance of employing different data-based selling strategies for different customer groups, as well as integrating corporate, business, marketing, and sales-level strategies and plans. Sales Management includes coverage of the current trends and issues in sales management, along with real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. The new 11th edition includes: Emphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies; Updated end-of-chapter cases with application questions and role plays, along with skill-building experiential exercises with discovery investigations and focused role plays, which place students in the role of sales manager; Updated ethical dilemmas for students to practice ethical decision making; Revised ‘Sales Management in Action’ boxes; Multiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter. This text is core reading for postgraduate, MBA, and executive education students studying sales management. An updated online instructor’s manual with solutions to cases and exercises, a revised test bank, and updated PowerPoints is available to adopters.
Author : Leslie Rae
Publisher :
ISBN 13 :
Total Pages : 172 pages
Book Rating : 4.0/5 ( download)
Download or read book How to Measure Training Effectiveness written by Leslie Rae and published by . This book was released on 1986 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Donna Danowski Olson
Publisher :
ISBN 13 :
Total Pages : 372 pages
Book Rating : 4.:/5 (514 download)
Download or read book An Empirical Evaluation of Relevant Training Goals for Information Processing Systems Sellers written by Donna Danowski Olson and published by . This book was released on 1983 with total page 372 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Yoshiki Shimomura
Publisher : Springer Science & Business Media
ISBN 13 : 3642328474
Total Pages : 539 pages
Book Rating : 4.6/5 (423 download)
Download or read book The Philosopher's Stone for Sustainability written by Yoshiki Shimomura and published by Springer Science & Business Media. This book was released on 2012-09-26 with total page 539 pages. Available in PDF, EPUB and Kindle. Book excerpt: Industrial Product-Service Systems (IPS2), which is defined as “an integrated industrial product and service offering that delivers value in use,” has expanded rapidly over the last decade. IPS2 has allowed us to achieve both high added value and high productivity and has enriched our QOL by improving the performance of products and services. We are now struggling with many awkward issues related to sustainability, but IPS2 is expected to be the “philosopher’s stone” for solving these issues. Following the pattern of conferences held in Cranfield in 2009, Linköping in 2010, and Braunschweig in 2011, the fourth International CIRP Conference on Industrial Product-Service Systems, held on November 8-9, 2012, in Tokyo, will cover various aspects of IPS2. Topics planned for this year’s conference reflect the latest IPS2 information in both the natural sciences and humanities and include case studies from various industries. IPS2 is still a relatively new field, so it is important to keep track of the entire context in order to promote more cross-sectional cooperation between multimodal fields and disciplines. The fourth International CIRP Conference on Industrial Product-Service Systems will serve as a vital platform for such collaborations and the discussion of new scientific ideas.
Author : Mark W. Johnston
Publisher : Routledge
ISBN 13 : 1317360834
Total Pages : 436 pages
Book Rating : 4.3/5 (173 download)
Download or read book Contemporary Selling written by Mark W. Johnston and published by Routledge. This book was released on 2016-02-19 with total page 436 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
Author : United States. Office of Personnel Management. Library
Publisher :
ISBN 13 :
Total Pages : 676 pages
Book Rating : 4.3/5 (129 download)
Download or read book Personnel Literature written by United States. Office of Personnel Management. Library and published by . This book was released on 1980 with total page 676 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Anthony Crandell Hamblin
Publisher : London ; New York [etc.] : McGraw-Hill
ISBN 13 :
Total Pages : 226 pages
Book Rating : 4.:/5 (321 download)
Download or read book Evaluation and Control of Training written by Anthony Crandell Hamblin and published by London ; New York [etc.] : McGraw-Hill. This book was released on 1974 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: Monograph on the evaluation and control of training, with particular reference to the evaluation techniques used in the context of in plant training - analyses the implications of various strategies, etc., concentrates on the problems of the training officer or specialist, and argues that learning should be evaluated in terms of pre-defined objectives, which should be communicated to the trainee. Diagrams and references.
Author : John Cheney Robinson
Publisher :
ISBN 13 :
Total Pages : 74 pages
Book Rating : 4.:/5 (94 download)
Download or read book An Analysis of Sales Training Effectiveness Within the Housing Market written by John Cheney Robinson and published by . This book was released on 2012 with total page 74 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : William F. McLaughlin
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (32 download)
Download or read book Effectiveness Analysis of a "behavioral Science" Approach to Sales Training written by William F. McLaughlin and published by . This book was released on 1974 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Robert L. King
Publisher : Springer
ISBN 13 : 331917049X
Total Pages : 407 pages
Book Rating : 4.3/5 (191 download)
Download or read book Proceedings of the 1991 Academy of Marketing Science (AMS) Annual Conference written by Robert L. King and published by Springer. This book was released on 2015-04-27 with total page 407 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume includes the full proceedings from the 1991 Academy of Marketing Science (AMS) Annual Conference held in Fort Lauderdale, Florida. The research and presentations offered in this volume cover many aspects of marketing science including marketing strategy, consumer behavior, international marketing, services marketing, marketing education, among others. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.
Author :
Publisher :
ISBN 13 :
Total Pages : 898 pages
Book Rating : 4.F/5 ( download)
Download or read book Research Report written by and published by . This book was released on 1991 with total page 898 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Alice F. Healy
Publisher : Psychology Press
ISBN 13 : 1136724575
Total Pages : 342 pages
Book Rating : 4.1/5 (367 download)
Download or read book Training Cognition written by Alice F. Healy and published by Psychology Press. This book was released on 2012-08-21 with total page 342 pages. Available in PDF, EPUB and Kindle. Book excerpt: Training is both a teaching and a learning experience, and just about everyone has had that experience. Training involves acquiring knowledge and skills. This newly acquired training information is meant to be applicable to specific activities, tasks, and jobs. In modern times, where jobs are increasingly more complex, training workers to perform successfully is of more importance than ever. The range of contexts in which training is required includes industrial, corporate, military, artistic, and sporting, at all levels from assembly line to executive function. The required training can take place in a variety of ways and settings, including the classroom, the laboratory, the studio, the playing field, and the work environment itself. The general goal of this book is to describe the current state of research on training using cognitive psychology to build a complete empirical and theoretical picture of the training process. The book focuses on training cognition, as opposed to physical or fitness training. It attempts to show how to optimize training efficiency, durability, and generalizability. The book includes a review of relevant cognitive psychological literature, a summary of recent laboratory experiments, a presentation of original theoretical ideas, and a discussion of possible applications to real-world training settings.
Author : Eugene Higgins Professor of Psychology Susan T Fiske
Publisher : Annual Reviews
ISBN 13 : 9780824302528
Total Pages : 834 pages
Book Rating : 4.3/5 (25 download)
Download or read book Annual Review of Psychology written by Eugene Higgins Professor of Psychology Susan T Fiske and published by Annual Reviews. This book was released on 2001-02 with total page 834 pages. Available in PDF, EPUB and Kindle. Book excerpt:
