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| Author: | Kaminski, P. F. Clark, G. L. |
| Title: | The readability of sales training manuals. |
| Journal: | Industrial Marketing Management
1987 : AUG, VOL. 16:3, p. 179-184 |
| Index terms: | SALES MANAGEMENT TRAINING TEACHING METHODS |
| Language: | eng |
| Abstract: | The importance of the readability level of sales training material to the success of a company's sales training program is examined. The financial background of the materials is discussed and illustrated by financial data. Dissatisfaction is mentioned as a possible effect of the inappropriate level of training materials. Instructors and trainees might be misdirected. The sales training materials of a sample of companies are analyzed, and several conclusions are summarized concerning the readability levels. The Fog Index is proposed as a pragmatic tool for assessing readability levels of written material. Sales management implications are outlined. |
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