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Training to Improve New Product Sales Performance: The Case of Samsung in China
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Fu, Frank Q.; Yi, Hong; Zhai, Nanji – Performance Improvement, 2013
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…
Descriptors: Productivity, Sales Occupations, Salesmanship, Case Studies
Training Situation Analysis: Conducting a Needs Analysis for Teams and New Systems.
Peer reviewed Peer reviewed
Dell, Jay; Fox, John; Malcolm, Ralph – Performance Improvement, 1998
The United States Coast Guard uses training situation analysis (TSA) to develop quantified training requirements, collect training and non-training performance data, and overcome turf issues to focus on performance outcomes. Presents the 1947 MLB (Motor Lifeboat Project) as a case study. Outlines 11 steps in the TSA needs analysis for teams and…
Descriptors: Behavioral Objectives, Case Studies, Data Collection, Military Training
Moving from Training to Behavioral Change in the Workplace: 12 Steps.
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Griffin, Anthony C.; Engs, William D. – Performance Improvement, 2000
Offers a framework that addresses training and performance relationships based on in-house skills development committees that are employee driven. Key elements include employee ownership of training; working partnerships between management and employees; continuous learning; and measurement of results that show relationships between classroom…
Descriptors: Behavior Change, Behavioral Objectives, Employee Attitudes, Employer Employee Relationship