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2015 | OriginalPaper | Chapter

Some Considerations in the Evaluation of Industrial Sales Training Programs

Authors : Stephen P. Hutchens, Jon M. Hawes

Published in: Proceedings of the 1982 Academy of Marketing Science (AMS) Annual Conference

Publisher: Springer International Publishing

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Careful evaluation of sales training programs has never been more important. The continuing impact of inflation on the cost of industrial sales activities and training programs dictates that increasing attention be devoted to their evaluation. This paper presents a discussion of some considerations in the evaluation of industrial sales training programs.

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Metadata
Title
Some Considerations in the Evaluation of Industrial Sales Training Programs
Authors
Stephen P. Hutchens
Jon M. Hawes
Copyright Year
2015
Book
Proceedings of the 1982 Academy of Marketing Science (AMS) Annual Conference

Print ISBN: 978-3-319-16945-3

Electronic ISBN: 978-3-319-16946-0

Copyright Year: 2015

DOI
https://doi.org/10.1007/978-3-319-16946-0_155