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Hawes, Jon M.; And Others – Training and Development Journal, 1982
Sales training programs require continual evaluation. The authors present a conceptual model of the interrelationships of planning, training, evaluation, and modification (IPTEM) in corporate sales training programs. (CT)
Descriptors: Industrial Training, Models, Program Development, Program Evaluation
Hahne, C. E. – Training and Development Journal, 1977
Describes the development of a training program for salespeople (trainees and managers) called Dimensional Sales Training (DST). It is noted that DST is designed to increase sales, build skills, and improve performance, while providing a systematic process of collecting data for measuring program effectiveness. (EM)
Descriptors: Job Training, Management Development, Program Descriptions, Program Development
Peer reviewedBrinkerhoff, Robert O., Ed. – New Directions for Program Evaluation, 1989
Seven papers are presented that demonstrate new directions and practices in the evaluation of training programs. Different perspectives and approaches are represented, but in each case the evaluation described has been successful in making trainers more effective and accountable. (SLD)
Descriptors: Business, Decision Making, Evaluation Methods, Evaluation Utilization
