Sales Force Management

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Author :
Publisher : Routledge
ISBN 13 : 1317359992
Total Pages : 495 pages
Book Rating : 4.3/5 (173 download)

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Book Synopsis Sales Force Management by : Mark W. Johnston

Download or read book Sales Force Management written by Mark W. Johnston and published by Routledge. This book was released on 2016-04-14 with total page 495 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include: Engaging breakout questions designed to spark lively discussion Leadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroom Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales Role Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion website A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

Sales Force Management

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Author :
Publisher : SAGE Publications
ISBN 13 : 1071932071
Total Pages : 489 pages
Book Rating : 4.0/5 (719 download)

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Book Synopsis Sales Force Management by : Gregory Rich

Download or read book Sales Force Management written by Gregory Rich and published by SAGE Publications. This book was released on 2024-09-25 with total page 489 pages. Available in PDF, EPUB and Kindle. Book excerpt: Formerly published by Chicago Business Press, now published by Sage Sales Force Management is a comprehensive guide to leading sales teams in today′s dynamic business landscape, offering practical insights, strategies, and tools to navigate the challenges of modern sales management effectively. The Second Edition also delves into how technology, such as artificial intelligence, is reshaping sales force operations in the post-pandemic era.

Kirkpatrick's Four Levels of Training Evaluation

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Author :
Publisher : Association for Talent Development
ISBN 13 : 1607281023
Total Pages : 399 pages
Book Rating : 4.6/5 (72 download)

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Book Synopsis Kirkpatrick's Four Levels of Training Evaluation by : James D. Kirkpatrick

Download or read book Kirkpatrick's Four Levels of Training Evaluation written by James D. Kirkpatrick and published by Association for Talent Development. This book was released on 2016-10-01 with total page 399 pages. Available in PDF, EPUB and Kindle. Book excerpt: A timely update to a timeless model. Don Kirkpatrick's groundbreaking Four Levels of Training Evaluation is the most widely used training evaluation model in the world. Ask any group of trainers whether they rely on the model's four levels Reaction, Learning, Behavior, and Results in their practice, and you'll get an enthusiastic affirmation. But how many variations of Kirkpatrick are in use today? And what number of misassumptions and faulty practices have crept in over 60 years? The reality is: Quite a few. James and Wendy Kirkpatrick have written Kirkpatrick's Four Levels of Training Evaluation to set the record straight. Delve into James and Wendy's new findings that, together with Don Kirkpatrick's work, create the New World Kirkpatrick Model, a powerful training evaluation methodology that melds people with metrics. In Kirkpatrick's Four Levels of Training Evaluation, discover a comprehensive blueprint for implementing the model in a way that truly maximizes your business's results. Using these innovative concepts, principles, techniques, and case studies, you can better train people, improve the way you work, and, ultimately, help your organization meet its most crucial goals.

The Training Evaluation Process

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Author :
Publisher : Springer Science & Business Media
ISBN 13 : 9401129401
Total Pages : 241 pages
Book Rating : 4.4/5 (11 download)

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Book Synopsis The Training Evaluation Process by : David J. Basarab Sr.

Download or read book The Training Evaluation Process written by David J. Basarab Sr. and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book details a unique training evaluation approach developed by David J. Basarab, Sr. currently the Manager of Evaluation at Motorola University. This approach was developed in part based on information from his graduate coursework with Dr. Darrell K. Root, professor of program evaluation and educational administration at the University of Dayton. It enabled Motorola to evaluate their corporate training programs to determine whether money spent on training was an investment or an expense. This evaluation approach is also significant in determining either the effectiveness of or the opportunities to improve corporate training programs. In this text, The Training Evaluation Process, David Basarab and Darrell Root provide commercial industry training with a step-by-step approach to use when evaluating training progrruns, thus allowing training to be viewed as an investment rather than an expense. This text focuses on assessing training programs, so that they may be improved. This approach provides a successful procedure to use when evaluating training programs. Included in the text is a comprehensive explanation of the evaluation model developed by D. L. Kirkpatrick (Kirkpatrick, D. L., November 1959) in which he described four levels of evaluating training progrruns: Level 1 -Reaction: Evaluate to learn participants' perception to the training program. Level 2 -Learning: Evaluate to determine whether participants have learned the course subject matter. Level 3 -Behavior: Evaluate participants' use of newly acquired job skills on the job. Level 4 -Results: Evaluate the organizational impact of training on company's workforce.

Designing and Developing Training Programs

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Publisher : John Wiley & Sons
ISBN 13 : 0470404698
Total Pages : 310 pages
Book Rating : 4.4/5 (74 download)

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Book Synopsis Designing and Developing Training Programs by : Janis Fisher Chan

Download or read book Designing and Developing Training Programs written by Janis Fisher Chan and published by John Wiley & Sons. This book was released on 2009-12-30 with total page 310 pages. Available in PDF, EPUB and Kindle. Book excerpt: Designing and Developing Training Programs is filled with practical information, best practices, and proven strategies. This book will help both new and experienced trainers design and develop training programs that achieve results for both individuals and their organizations while meeting the challenges of today's fast-paced, rapidly changing learning environment. Created to be easy-to-use, Designing and Developing Training Programs covers a wide range of topics, including how to: Ensure that training is needed, relevant, and cost-effective Analyze the needs and characteristics of the audience Write behavioral learning Select the right content and design activities that help people learn Develop effective learning materials Create a program evaluation Design virtual and remote training programs Praise for Designing and Developing Training Programs "Janis Fisher Chan is truly a master designer, having an uncanny ability to help people to truly think. Her book is of real service to anyone in the field of training." —Manfred Kets de Vries, Raoul de Vitry d'Avaucourt Chaired Clinical Professor of Leadership Development and director, INSEAD Global Leadership Centre "What makes Janis Chan's book so exceptional is the variety of challenging, content-related exercises that bring the concepts 'up close and personal' into the reader's life and work." —Sharon Bowman, Author, Training from the BACK of the Room!

The Clinical Psychologists

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Author :
Publisher : AldineTransaction
ISBN 13 : 1412845289
Total Pages : 386 pages
Book Rating : 4.4/5 (128 download)

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Book Synopsis The Clinical Psychologists by : Bernard Lubin

Download or read book The Clinical Psychologists written by Bernard Lubin and published by AldineTransaction. This book was released on with total page 386 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Evaluating Training Programs

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Author :
Publisher : Berrett-Koehler Publishers
ISBN 13 : 157675796X
Total Pages : 399 pages
Book Rating : 4.5/5 (767 download)

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Book Synopsis Evaluating Training Programs by : Donald Kirkpatrick

Download or read book Evaluating Training Programs written by Donald Kirkpatrick and published by Berrett-Koehler Publishers. This book was released on 2006-01-01 with total page 399 pages. Available in PDF, EPUB and Kindle. Book excerpt: An updated edition of the bestselling classic Donald Kirkpatrick is a true legend in the training field: he is a past president of ASTD, a member of Training magazine's "HRD Hall of Fame," and the recipient of the 2003 "Lifetime Achievement Award in Workplace Learning and Performance" from ASTD In 1959 Donald Kirkpatrick developed a four-level model for evaluating training programs. Since then, the "Kirkpatrick Model" has become the most widely used approach to training evaluation in the corporate, government, and academic worlds. Evaluating Training Programs provided the first comprehensive guide to Kirkpatrick's Four Level Model, along with detailed case studies of how the model is being used successfully in a wide range of programs and institutions. This new edition includes revisions and updates of the existing material plus new case studies that show the four-level model in action. Going beyond just using simple reaction questionnaires to rate training programs, Kirkpatrick's model focuses on four areas for a more comprehensive approach to evaluation: Evaluating Reaction, Evaluating Learning, Evaluating Behavior, and Evaluating Results. Evaluating Training Programs is a how-to book, designed for practitiners in the training field who plan, implement, and evaluate training programs. The author supplements principles and guidelines with numerous sample survey forms for each step of the process. For those who have planned and conducted many programs, as well as those who are new to the training and development field, this book is a handy reference guide that provides a practical and proven model for increasing training effectiveness through evaluation. In the third edition of this classic bestseller, Kirkpatrick offers new forms and procedures for evaluating at all levels and several additional chapters about using balanced scorecards and "Managing Change Effectively." He also includes twelve new case studies from organizations that have been evaluated using one or more of the four levels--Caterpillar, Defense Acquisition University, Microsoft, IBM, Toyota, Nextel, The Regence Group, Denison University, and Pollack Learning Alliance.

Sales Force Management

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Author :
Publisher : SAGE Publications
ISBN 13 : 1071932055
Total Pages : 359 pages
Book Rating : 4.0/5 (719 download)

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Book Synopsis Sales Force Management by : Gregory Rich

Download or read book Sales Force Management written by Gregory Rich and published by SAGE Publications. This book was released on 2024-09-25 with total page 359 pages. Available in PDF, EPUB and Kindle. Book excerpt: Formerly published by Chicago Business Press, now published by Sage Sales Force Management is a comprehensive guide to leading sales teams in today′s dynamic business landscape, offering practical insights, strategies, and tools to navigate the challenges of modern sales management effectively. The Second Edition also delves into how technology, such as artificial intelligence, is reshaping sales force operations in the post-pandemic era.

Improving Productivity

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Author :
Publisher :
ISBN 13 :
Total Pages : 40 pages
Book Rating : 4.3/5 ( download)

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Book Synopsis Improving Productivity by : National Center for Productivity and Quality of Working Life

Download or read book Improving Productivity written by National Center for Productivity and Quality of Working Life and published by . This book was released on 1975 with total page 40 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Effective Training

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Publisher : SAGE Publications
ISBN 13 : 1071927833
Total Pages : 496 pages
Book Rating : 4.0/5 (719 download)

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Book Synopsis Effective Training by : P. Nick Blanchard

Download or read book Effective Training written by P. Nick Blanchard and published by SAGE Publications. This book was released on 2023-09-19 with total page 496 pages. Available in PDF, EPUB and Kindle. Book excerpt: Effective Training emphasizes the need to combine learning and design theories for successful training programs and provides a step-by-step process for developing learning objectives. This text considers the small business perspective while introducing the ADDIE model as an overarching framework for the training process and examining the relationship between change management and training.

Determining Outcomes and Impacts of Human Resource Development Programs

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Author :
Publisher : Springer Nature
ISBN 13 : 9819703956
Total Pages : 165 pages
Book Rating : 4.8/5 (197 download)

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Book Synopsis Determining Outcomes and Impacts of Human Resource Development Programs by : Narong Kiettikunwong

Download or read book Determining Outcomes and Impacts of Human Resource Development Programs written by Narong Kiettikunwong and published by Springer Nature. This book was released on with total page 165 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Proving the Value of Soft Skills

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Publisher : Association for Talent Development
ISBN 13 : 1950496643
Total Pages : 328 pages
Book Rating : 4.9/5 (54 download)

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Book Synopsis Proving the Value of Soft Skills by : Patricia Pulliam Phillips

Download or read book Proving the Value of Soft Skills written by Patricia Pulliam Phillips and published by Association for Talent Development. This book was released on 2020-08-04 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt: A Step-by-Step Guide to Showing the Value of Soft Skill Programs As organizations rise to meet the challenges of technological innovation, globalization, changing customer needs and perspectives, demographic shifts, and new work arrangements, their mastery of soft skills will likely be the defining difference between thriving and merely surviving. Yet few executives champion the expenditure of resources to develop these critical skills. Why is that and what can be done to change this thinking? For years, managers convinced executives that soft skills could not be measured and that the value of these programs should be taken on faith. Executives no longer buy that argument but demand the same financial impact and accountability from these functions as they do from all other areas of the organization. In Proving the Value of Soft Skills, measurement and evaluation experts Patti Phillips, Jack Phillips, and Rebecca Ray contend that efforts can and should be made to demonstrate the effect of soft skills. They also claim that a proven methodology exists to help practitioners articulate those effects so that stakeholders’ hearts and minds are shifted toward securing support for future efforts. This book reveals how to use the ROI Methodology to clearly show the impact and ROI of soft skills programs. The authors guide readers through an easy-to-apply process that includes: business alignment design evaluation data collection isolation of the program effects cost capture ROI calculations results communication. Use this book to align your programs with organizational strategy, justify or enhance budgets, and build productive business partnerships. Included are job aids, sample plans, and detailed case studies.

Insight Selling

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Publisher : John Wiley & Sons
ISBN 13 : 1118875060
Total Pages : 263 pages
Book Rating : 4.1/5 (188 download)

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Book Synopsis Insight Selling by : Mike Schultz

Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.

Impact Evaluation of Small and Medium Enterprise Programs in Latin America and the Caribbean

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Author :
Publisher : World Bank Publications
ISBN 13 : 0821387766
Total Pages : 186 pages
Book Rating : 4.8/5 (213 download)

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Book Synopsis Impact Evaluation of Small and Medium Enterprise Programs in Latin America and the Caribbean by : Gladys Lopez Acevedo

Download or read book Impact Evaluation of Small and Medium Enterprise Programs in Latin America and the Caribbean written by Gladys Lopez Acevedo and published by World Bank Publications. This book was released on 2011 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: Small and medium enterprise (SME) support programs are a common feature of industrial policy in developing countries, but one whose effectiveness is not well known. Governments are motivated to support SMEs both because they make up the majority of industrial enterprises and contribute substantially to GDP, employment and earnings, and because SMEs are thought to be weaker than their larger counterparts. Few governments, however, have evaluated their SME programs rigorously so there is little empirical basis for rational allocation of resources to the well performing programs. The paucity of empirical evidence from rigorous impact evaluations also presents problems for multi-lateral and bilateral donors in deciding whether or not to provide lending or aid for such policy interventions to promote SME development. This study rigorously evaluate SME programs in four Latin American countries to gain insights into which programs perform better than others, and just as important, why. These countries Mexico, Chile, Colombia and Peru cover a wide range of enterprise support programs, including training, innovation and technology upgrading, quality control, market development, export promotion and network formation. Broadly comparable panel data on enterprises is used to investigate the net impacts of these SME interventions.

The Oxford Handbook of Program Design and Implementation Evaluation

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Author :
Publisher : Oxford University Press
ISBN 13 : 0190059664
Total Pages : 673 pages
Book Rating : 4.1/5 (9 download)

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Book Synopsis The Oxford Handbook of Program Design and Implementation Evaluation by : Anu Rangarajan

Download or read book The Oxford Handbook of Program Design and Implementation Evaluation written by Anu Rangarajan and published by Oxford University Press. This book was released on 2023-10-13 with total page 673 pages. Available in PDF, EPUB and Kindle. Book excerpt: "This handbook brings together evaluation approaches relevant across the program life cycle, starting from program design, to implementation, and ultimately to the scaling up of successful interventions. It fills a gap in available publications, which are predominantly focused on impact evaluations and inadequately grounded in methods that can address why programs succeed or fail as well as their potential to contribute to broader and more systemic change. This chapter starts by setting the context and describes key questions relevant to each stage of the program lifecycle. The second section highlights four cross-cutting consideration that social programs today must confront including: (1) ensuring culturally responsive and equitable evaluations, (2) the decolonization of evaluation practices, (3) adapting to the COVID-19 pandemic and other global health crises, and (4) understanding the impact of climate change on social programs. The last section describes how this handbook can be used and highlights relevant evaluation topics and case studies covered in each section of the handbook"--

Federal Program Evaluations

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Author :
Publisher :
ISBN 13 :
Total Pages : 1216 pages
Book Rating : 4.:/5 (31 download)

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Book Synopsis Federal Program Evaluations by :

Download or read book Federal Program Evaluations written by and published by . This book was released on 1983 with total page 1216 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contains an inventory of evaluation reports produced by and for selected Federal agencies, including GAO evaluation reports that relate to the programs of those agencies.

Federal Evaluations

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Author :
Publisher :
ISBN 13 :
Total Pages : 1032 pages
Book Rating : 4.F/5 ( download)

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Book Synopsis Federal Evaluations by :

Download or read book Federal Evaluations written by and published by . This book was released on with total page 1032 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contains an inventory of evaluation reports produced by and for selected Federal agencies, including GAO evaluation reports that relate to the programs of those agencies.