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The Feasibility Of Measuring The Effectiveness Of Sales Training Programs In The Fire And Casualty Insurance Industry
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Book Synopsis The Feasibility of Measuring the Effectiveness of Sales Training Programs in the Fire and Casualty Insurance Industry by : Richard Arthur Gross
Download or read book The Feasibility of Measuring the Effectiveness of Sales Training Programs in the Fire and Casualty Insurance Industry written by Richard Arthur Gross and published by . This book was released on 1961 with total page 130 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Journal of Marketing written by and published by . This book was released on 1963 with total page 516 pages. Available in PDF, EPUB and Kindle. Book excerpt: Apr. issues for 1940-42 include Papers and proceedings of the semi-annual [Dec.] meeting of the American Marketing Association, 1939-41.
Book Synopsis Benchmarking Property and Casualty Insurance Firm Sales/producer Training Practices in the United States by : William Yarbrough
Download or read book Benchmarking Property and Casualty Insurance Firm Sales/producer Training Practices in the United States written by William Yarbrough and published by . This book was released on 2007 with total page 154 pages. Available in PDF, EPUB and Kindle. Book excerpt: Abstract: The Property and Casualty (P&C) insurance industry is experiencing increasing competition from fewer firms fighting for decreasing premium growth. The nature of the industry creates limited opportunities for sustainable competitive advantage. Organizational competencies are arguably the best choice to pursue differentiation. Studies have concluded that training can be linked to firm strategy as a cultural, organizational, and financial performance enabler. The Sales/Producer role is unique in the P&C environment due to its virtual team composition, distribution channels, and historical attitude towards training opportunities. Traditionally, sales/producer training has been undervalued in the P&C insurance industry. By benchmarking industry training practices it may be possible to find trends of interest for firms looking to re-examine the value of its training programs. This survey of P&C insurance firm training professionals, coupled with other studies and professional interviews, identifies opportunities for firm differentiation. The evidence suggests that training impacts firm strategy as an inseparable component of an overall effort to build the effectiveness of virtual teams. With training as an enabler, cumulative efforts to partner with sales/producers become culture. Firms appear more likely to motivate sales/producer resources to action, partner with sales/producers, and positively affect firm strategy when they take specific actions. These actions include creating synergies among the following: training evaluation, learning technology, resources outside the traditional training team, training methods physically and organizationally closer to sales/producers, sales skills as part of the technical/functional skills training offered, and training on firm culture/vision/values.
Book Synopsis Effectiveness of Value-Selling Training Programs by : Thomas Menthe
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 :Patricia Pulliam Phillips Publisher :Association for Talent Development ISBN 13 :1607285231 Total Pages :242 pages Book Rating :4.6/5 (72 download)
Book Synopsis Measuring the Success of Sales Training by : Patricia Pulliam Phillips
Download or read book Measuring the Success of Sales Training written by Patricia Pulliam Phillips and published by Association for Talent Development. This book was released on 2013-02-28 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 Measuring the Success of 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 case studies presented in this book demonstrate how to use of the ROI Methodology to properly measure the results of sales programs. These studies come from all over the world, in many different disciplines and concentrations, from financial services to the public sector. The use of the ROI Methodology addresses issues that are sometimes omitted from other casebooks. First, since many other factors influence sales, there must always be a step to isolate the effects of the sales training program on the sales (each study features this step). Second, when converting to monetary value, only the profit margins of increased sales must be used, not the sales themselves—a mistake made by many. Third, the stream of monetary benefits for the increased profits must be conservative, usually representing only one year. Sponsors need a credible, conservative approach to measuring ROI—one that meets these challenges. All of the case studies in this book will address these issues, providing examples and benchmarks for others to use to evaluate these important types of programs.
Book Synopsis Impact of Motivational Sales Training in the Life Insurance Industry by : Michael A. Rubell
Download or read book Impact of Motivational Sales Training in the Life Insurance Industry written by Michael A. Rubell and published by . This book was released on 1974 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Measuring the Benefits of a Sales Training Program Sponsored by the Indiana Restaurant Association and a Survey of Training Programs in Other State Associations by : John Paul Casbergue
Download or read book Measuring the Benefits of a Sales Training Program Sponsored by the Indiana Restaurant Association and a Survey of Training Programs in Other State Associations written by John Paul Casbergue and published by . This book was released on 1961 with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Measuring the Success of Sales Training by : Jack Phillips
Download or read book Measuring the Success of Sales Training written by Jack Phillips and published by . This book was released on 2013 with total page 264 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 Measuring the Success of 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 case studies presented in this book demonstrate how to use of the ROI Methodology to properly measure the results of sales programs. These studies come from all over the world, in many different disciplines and concentrations, from financial services to the public sector. The use of the ROI Methodology addresses issues that are sometimes omitted from other casebooks. First, since many other factors influence sales, there must always be a step to isolate the effects of the sales training program on the sales (each study features this step). Second, when converting to monetary value, only the profit margins of increased sales must be used, not the sales themselves-a mistake made by many. Third, the stream of monetary benefits for the increased profits must be conservative, usually representing only one year. Sponsors need a credible, conservative approach to measuring ROI-one that meets these challenges. All of the case studies in this book will address these issues, providing examples and benchmarks for others to use to evaluate these important types of programs.
Author :National Society of Sales Training Executives Publisher :Addison Wesley Publishing Company ISBN 13 : Total Pages :312 pages Book Rating :4.3/5 (243 download)
Book Synopsis The Management of Sales Training by : National Society of Sales Training Executives
Download or read book The Management of Sales Training written by National Society of Sales Training Executives and published by Addison Wesley Publishing Company. This book was released on 1977 with total page 312 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis An Empirical Study of the Implementation of Training in the Life Insurance Industry by : William Sylvester Guerrini
Download or read book An Empirical Study of the Implementation of Training in the Life Insurance Industry written by William Sylvester Guerrini and published by . This book was released on 1996 with total page 132 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Measurement of the Effectiveness of a Sales Training Program Designed to Increase Productivity on a Single Product by : William F. Friedman
Download or read book Measurement of the Effectiveness of a Sales Training Program Designed to Increase Productivity on a Single Product written by William F. Friedman and published by . This book was released on 1978 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Measuring and Evaluating Sales Force Training Effectiveness by : Ashraf Magdy Attia
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:
Download or read book Sales Training written by Jim Mikula and published by Association for Talent Development. This book was released on 2004-09-01 with total page 279 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Availability of Data on Company Training Programs by : Gerald George Somers
Download or read book The Availability of Data on Company Training Programs written by Gerald George Somers and published by . This book was released on 1971 with total page 86 pages. Available in PDF, EPUB and Kindle. Book excerpt: Feasibility survey of the availability of data on in plant training in the USA - describes the survey methodology used, outlines findings concerning the availability of data on the number of trainees, duration of training courses, apprenticeship programmes, financial aspects, management attitudes towards the survey, etc., and includes the text of the questionnaire used. Statistical tables.
Book Synopsis Bulletin of the Atomic Scientists by :
Download or read book Bulletin of the Atomic Scientists written by and published by . This book was released on 1955-04 with total page 64 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Bulletin of the Atomic Scientists is the premier public resource on scientific and technological developments that impact global security. Founded by Manhattan Project Scientists, the Bulletin's iconic "Doomsday Clock" stimulates solutions for a safer world.
Book Synopsis An Empirical Evaluation of Sales Training Effectiveness by : Risto Tainio
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:
Book Synopsis Formal Training Programs in Property and Casualty Insurance Companies by : Robert Ogilvie Coulter
Download or read book Formal Training Programs in Property and Casualty Insurance Companies written by Robert Ogilvie Coulter and published by . This book was released on 1958 with total page 180 pages. Available in PDF, EPUB and Kindle. Book excerpt:
