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Ch11
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
Table 11-5
Sales Training Evaluation Practices Criteria Importance Measure Type Rank Trainee feedback Reaction 1 Supervisory appraisal Behavior 2 Self-appraisal Behavior 3 Bottom-line measures Results 4 Customer appraisal Behavior 5
17.
18.
Assess
Setting Setting Training Objectives Budget Needs What Where Training Trainers? Topics? to Train? Methods? Evaluating Training Follow-Up Training
19.
Instructional Methods Used
in Training
20.
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