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

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9 Trustworthy Selling for Commissioned Sales Representatives

Independent Financial Services Agency

Delores Freitag and Nancy Murphy

 

 

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

A group of 23 sales reps that attended the Trustworthy Selling training program in the fall of 2011 registered a 27 percent increase in policies, a 31 percent increase in new clients, and an 18 percent increase in premiums written in the three months after training compared with the three months prior to training. During the same time period, ...

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