Measuring and Evaluating Sales Force Training Effectiveness
Author : Ashraf Magdy Attia
Publisher :
Page : 350 pages
File Size : 46,32 MB
Release : 1998
Category : Employees
ISBN :
Author : Ashraf Magdy Attia
Publisher :
Page : 350 pages
File Size : 46,32 MB
Release : 1998
Category : Employees
ISBN :
Author : Andris A. Zoltners
Publisher : AMACOM/American Management Association
Page : 504 pages
File Size : 49,89 MB
Release : 2001
Category : Business & Economics
ISBN : 9780814426166
To boost your sales group's performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you'll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, getAbstract.com recommends this manual to the audience its authors suggest, "sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners" plus business school students. If you're going to be academic, you might as well learn something.
Author : Meike Lehmann
Publisher : GRIN Verlag
Page : 13 pages
File Size : 13,76 MB
Release : 2009-02-19
Category : Business & Economics
ISBN : 3640270584
Seminar paper from the year 2007 in the subject Business economics - Controlling, grade: 2,0, Heilbronn University of Applied Sciences, language: English, abstract: A very important part of managerial tasks is to measure the performance of their employees. The evaluation is necessary to attain the objectives of the company as possible deficits can be identified and steps can be taken against them (Jobber and Lancaster, 2003: 489). The performance measurement means to discover the strengths and weaknesses of the employees with the aim to improve their performance. The evaluation should also recognize and reward the success of the person evaluated and give him/her a clear feedback about the performance in order to support his/her development (Spiro, Stanton and Rich, 2003: 445). This study will focus on the performance measurement of the sales force, as the success of the sales department is decisive of the company’s overall performance. In order to get motivated and qualified salespeople sales managers must not just analyze statistics but also need to give directions and the possibility of self-development (Spiro, Stanton and Rich, 2003: 441-442). Following, a process of measuring sales force performance will be pointed out which leads the sales manager through the evaluation. Afterwards, the importance of performance measurement within sales management will be shown and a conclusion will be drawn. [...]
Author : Joseph F. Hair, Jr.
Publisher : Wiley Global Education
Page : pages
File Size : 50,19 MB
Release : 2020-11-26
Category : Business & Economics
ISBN : 1119708729
The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.
Author : Sharon Bartram
Publisher : Gower Publishing Company, Limited
Page : 0 pages
File Size : 33,85 MB
Release : 1999
Category : Employees
ISBN : 9780566081965
The first one examines factors such as organizational culture, readiness for learning and evaluation strategy, showing how to assess current pracice and how to plan for the future.
Author : John James Gannon
Publisher :
Page : 158 pages
File Size : 50,85 MB
Release : 1954
Category : Selling
ISBN :
Author : Renie McClay
Publisher : Pfeiffer
Page : 380 pages
File Size : 15,49 MB
Release : 2010-01-19
Category : Business & Economics
ISBN : 0470552891
How can organizations provide the right sales training to the right sales people at the right time? This book is filled with a diverse collection of case studies from top companies and provides a practical road map and the proven tools for organizations that want to implement a winning sales training program. The book offers helpful techniques and tips on how to successfully execute sales training with limited resources and cut budgets. It provides how-to guidelines for successful sales training in a down economy. It is written by 13 experts who have experience selling and have managed sales people. The contributors have combined experience of improving sales performance of over 120 years. The book contributors are Bob Rickert, Jim Graham, Teresa Hiatt, Michael Rockelmann, Maris Edelson, Susan Onaitis, Susanne Conrad, Rick Wills, Ken Phillips, Trish Uhl, Gary Summy, Lanie Jordan, and Renie McClay.
Author : Leslie Rae
Publisher : Gower Publishing, Ltd.
Page : 252 pages
File Size : 18,2 MB
Release : 2002
Category : Business & Economics
ISBN : 9780566085352
This is a revised edition of a long-standing and successful book, How to Measure Training Effectiveness. In it, Leslie Rae describes a variety of ways in which training can be assessed for effectiveness and value, building on the well-earned reputation of the Third Edition. He covers the entire training process from selecting and planning a training event to validating and testing its outcome.
Author : Leslie Rae
Publisher : Gower Publishing Company, Limited
Page : 0 pages
File Size : 29,38 MB
Release : 1997
Category : Employees
ISBN : 9780566078156
"Leslie Rae describes a variety of ways in which training can be assessed for effectiveness and value. He covers the entire training process from selecting and planning a training event to validating and testing its outcome. Most of the techniques presented can be applied equally to single events and to a complete programme." "New to the Third Edition: existing material (nine chapters) brought fully up to date, three entirely new chapters on the evaluation process, and details of the latest competence standards produced by the Training and Development Lead Body." "This book is designed as a practical guide and is written in non-technical language. It will be particularly helpful to newly appointed trainers and to line managers with training responsibility."--BOOK JACKET.Title Summary field provided by Blackwell North America, Inc. All Rights Reserved
Author : Peter Bramley
Publisher : McGraw-Hill Companies
Page : 164 pages
File Size : 36,72 MB
Release : 1991
Category : Business & Economics
ISBN :
Evaluating the effectiveness of training, this book identifies training needs, discusses the design and implementation of training courses and relates benefits to costs.