The authors report a case study conducted with over 8,000 Samsung salespeople in the Chinese market. Using research-oriented, evidence-based, and systematic approaches, training professionals contributed to Samsung's business outcomes at multiple levels. The case highlights the valuable impacts of training on salespeople's behaviors and new…

With vast amounts of foreign capital entering China yearly, there is a strong need to build its human capital to Western accepted levels. A plethora of external vendors offering training and consulting interventions to develop this labor force have quickly followed this investment. An evaluation of what these vendors are actually offering based on…