Chapter 37. Evidence-Based Practice and Professionalization of Human Performance Technology

Ruth Colvin Clark

Scene: Waiting in Line by the Company Espresso Bar

CLIENT: I am glad I ran into you! We have got to have a training program to pump up our sales numbers. You know, something on product knowledge and sales techniques. The pressure is on. We have got to have it right away!

YOU: Great. Let's make an appointment to discuss our options. Let me check. . . .

CLIENT: NO need to discuss! We need action, not words. Anyway, I have got it pretty well worked out. We need to start the training class soon, say in three or four weeks. And I can't take my salespeople off the phones for long. Four hours at the most! Say, you know how salespeople just love competition ...

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