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Measuring the Success of Sales Training by Patricia Pulliam Phillips, Jack J. Phillips

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10 Coaching Training for First-Level Sales Managers

National ABC Homebuilding

Gwendolyn Brown

 

This case was prepared to serve as a basis for discussion rather than an illustration of either effective or ineffective administrative and management practices. All names, dates, places, and data may have been disguised at the request of the author or the organization.

 

Abstract

National ABC is an organization of dedicated professionals, building fine homes for single family and townhome dwelling customers. As a result of an organizational employee satisfaction survey, performance indicators showed that 51 percent of associates expressed that sales managers were not appropriately assisting with the utilization of Individual Development Plans (IDP) ...

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