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Fundamentals of Performance Improvement: A Guide to Improving People, Process, and Performance, 3rd Edition by Joan C. Dessinger, James L. Moseley, Darlene Van Tiem

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Case Study 5.1

ABC Automotive Company—Dealership Sales and Marketing Academy

Getting to the Business Impact of Training Topic: Predicting Outcomes

Bonnie Beresford, M.B.A., VP of Client Services, Capital Analytics, USA

Background

ABC Automotive is a major automobile manufacturer with a global network of dealerships selling its cars and trucks. The Dealership Sales and Marketing Academy is responsible for the training and development of the U.S.-based dealership sales force of some fifteen thousand employees. The Academy's sales curriculum is structured as a certification program, which is voluntary for dealership sales consultants. Certification is granted to sales consultants upon completion of the core curriculum; consultants maintain certification ...

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