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

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12 Selling Skills for Retail Sales Assistants

McArthur Sp. z.o.o.

Małgorzata Mitoraj-Jaroszek

 

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

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.

BACKGROUND INFORMATION

McArthur Sp. z.o.o. is a medium-sized trading company, with a network of several shoe ...

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