Research Brings Proof Of Value Future Direction To Sales Training

Content

Discusses whether salespersons really practice the techniques covered in training programs. Need for management to know how salespersons are performing with prospects who are not customers; Research conducted by McGraw Hill Information Systems Co. to determine the effectiveness of its sales training program; Benchmarking of research, with comparisons made on an elapsed-time basis.

Discusses whether salespersons really practice the techniques covered in training programs. Need for management to know how salespersons are performing with prospects who are not customers; Research conducted by McGraw Hill Information Systems Co. to determine the effectiveness of its sales training program; Benchmarking of research, with comparisons made on an elapsed-time basis.