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

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5 Sales Training Program for Sales Executives

Multinational Automotive Company

Emma Weber

 

 

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

This case study describes how an automotive company evaluated a sales training process to demonstrate value, using data that were already available in the organization. This approach is powerful. The key to success was building trust in the process to enable a high level of response to the surveys. Multinational Automotive Company (MAC) had been operating a sales training ...

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