TITLE

Needs Assessment and Evaluation in Sales-Training Programs

AUTHOR(S)
Erffmeyer, Robert C.; Russ, K. Randall; Hair Jr., Joseph F.
PUB. DATE
January 1991
SOURCE
Journal of Personal Selling & Sales Management;Winter91, Vol. 11 Issue 1, p17
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
A study was conducted which investigated the extent to which needs assessment and evaluation practices have been used in planning and evaluating sales training programs. Findings suggest that some needs assessment practices have been used in planning sales training programs. However, systematic formal needs assessment practices were not widely adopted. Findings indicate that most evaluation measures are relatively simple, such as course evaluations or trainee/supervisor reactions. More complex approaches such as learning, behavior and/or results measures are used much less frequently. Implications of these results are discussed.
ACCESSION #
6652656

 

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