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Tesoro, Ferdinand – Performance Improvement Quarterly, 1998
This return-on-investment (ROI) evaluation study determined the business impact of the sales negotiation training course to Dell Computer Corporation. A five-step ROI measurement process was used: Plan-Develop-Analyze-Communicate-Leverage. The corporate sales information database was used to compare pre- and post-training metrics for both training…
Descriptors: Corporations, Cost Effectiveness, Databases, Evaluation Criteria
