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.
This case study is a description of an ROI project based on sales training targeted at retail sales assistants in a chain of shoe stores in Poland. A trend analysis was used as a method of isolating the effects of training. The sales training brought overall positive results.
McArthur Sp. z.o.o. is a medium-sized trading company, with a network of several shoe ...