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The difficulties of evaluating sales training · Study

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ArticleThe difficulties of evaluating sales training

Ashraf M. Attia2002

Article2002

The difficulties of evaluating sales training

Ashraf M. Attia · Earl D. Honeycutt · Magdy Mohamed Attia

25 citations·0/0 files stored·Industrial Marketing Management

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Human Resource Development and Performance Evaluation Evaluation and Performance Assessment Management and Marketing Education

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References

1956Evaluating Training Programs 1976Measuring Change and Persistence in Human Affairs: Types of Change Generated by OD Designs 2005Evaluating Training Programs 2012Handbook of Training Evaluation and Measurement Methods 2021Sales Force Management 2016Handbook of Training Evaluation and Measurement Methods 1980Salesforce Management 1991Needs Assessment and Evaluation in Sales-Training Programs

Cited by

2013Measuring and Managing a Salesperson's Future Value to the Firm 2007Exploring the influence of sales management practices on the industrial salesperson: A multi-source hierarchical linear modeling approach 2007Sales trainer roles, competencies, skills, and behaviors: A case study 2012Measuring sales training effectiveness at the behavior and results levels using self‐ and supervisor evaluations 2010An Update on the Status of Sales Management Training 2006Global sales training: In search of antecedent, mediating, and consequence variables

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2012Measuring sales training effectiveness at the behavior and results levels using self‐ and supervisor evaluationsarticle · 7 shared references 2001An Utility Based Framework for Evaluating the Financial Impact of Sales Force Training Programsarticle · 6 shared references 2002An Exploratory Model and Initial Test of the Influence of Firm Level Consulting-Oriented Sales Force Programs on Sales Force Performancearticle · 5 shared references 2015Addressing Service Challenges to Improve Sales Trainingarticle · 5 shared references 1997Sales Training and Education : An Empirical Investigation of Sales Management Training Programs for Sales Managersarticle · 4 shared references 2003Cross-cultural construct validation of the learning transfer system inventory in Tawianthesis · 4 shared references

Details

Year2002

Typearticle

Published2002-04-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations25

Files0 public / 0

ShelfHuman Resource Development and Performance Evaluation

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doi10.1016/s0019-8501(00)00133-4

openalex_workW2094699042

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2013Measuring and Managing a Salesperson's Future Value to the Firm

2014Factors Influencing the Impact of Sales Training: Test of a Model