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dc.contributor.authorChen, Yiyi
dc.contributor.authorSong, Jenny
dc.description.abstract[Excerpt] Annually, companies in the U.S. spend over $70 billion on training and an average of $1459 per salesperson. This is almost 20% more than what companies spend on workers in all other functions. However, the returns on investment from sales training tend to disappoint. Studies demonstrate that participants in traditional curriculum-based training forget more than 80% of the information taught within 90 days. Nonetheless, sales training can still have significant positive impact if appropriate training strategies are employed. Therefore, this report will detail some of the best practices for sales training in the each of the stages of training: pre-training, during training, and post training.
dc.rightsRequired Publisher Statement: Copyright held by the authors.
dc.subjecthuman resources
dc.subjectsales training
dc.subjectlearning and development
dc.subject360 feedback
dc.subjecttechnological tools
dc.subjectvirtual reality
dc.subjecttransfer of competencies
dc.subjectcompany branding
dc.subjectcollaborative learning
dc.titleWhat are the Best Practices to Conduct Sales Training?
dc.description.legacydownloadsWhat_Are_the_Best_Practices_to_Conduct_Sales_Training.pdf: 177 downloads, before Oct. 1, 2020.
local.authorAffiliationChen, Yiyi: Cornell University
local.authorAffiliationSong, Jenny: Cornell University

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