haku: @indexterm training / yhteensä: 1335
viite: 139 / 1335
| Tekijä: | Attia, A. M. Honeycutt, E. D. Attia, M. M. |
| Otsikko: | The difficulties of evaluating sales training |
| Lehti: | Industrial Marketing Management
2002 : APR, VOL. 31:3, p. 253-260 |
| Asiasana: | SALES TRAINING EVALUATION |
| Kieli: | eng |
| Tiivistelmä: | The authors of the article state that practitioners and researchers acknowledge the importance of sales training; however, limited attention is devoted to empirical sales training evaluation practices. This article addresses four major sources of sales training evaluation difficulties: (1) managerial perceptions; (2) evaluation restrictions; (3) methodological problems; and (4) lack of empirical evidence. The authors also state that after discussing each area, managers are provided with suggestions that can be implemented to minimize sales training evaluation problems. The article provides a substantial list of references on this subject. |
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