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

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8 Simulation-Based Sales Training at a Telecom Company

Future-Tel

Claude MacDonald, CRP Louis Larochelle, CRP

 

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

Future-Tel, a national telecom company in Canada, invited TalentPlus, a professional services firm specializing in business development, to develop and deploy a unique simulation-based training program. The one-day training activity, called The Solution Challenge, was aimed at enhancing the way Future-Tel’s 560 sales professionals go about selling solutions ...

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