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

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11 Selling Skills for Postal Stores Staff

Canada Post

David Soltis and Nancy Donovan

 

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

 

Abstract

The Selling Skills Program consists of a half-day workshop that aims to develop the selling skills of staff at Canada Post. To determine the impact of the program on key performance indicators the Phillips ROI Methodology was applied. The evaluation approach isolated the effects of the solution using a combination of surveys and a control group analysis. Through this evaluation, it was determined ...

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