Naslov
Evaluation of Sales Training programmes in Croatian companies

Autori
Tomašević Lišanin, Marija ; Ozimec, Kristina ; Urch, Dražen

Vrsta, podvrsta i kategorija rada
Radovi u zbornicima skupova, cjeloviti rad (in extenso), znanstveni

Izvornik
International Journal of management Cases / Davies, B.J. & Vignali, C. - : Asecc Press UK 2010, 2010, 718-727

Skup
The 7th International CIRCLE Conference for Consumer Behavior and Retailing Research

Mjesto i datum
Estoril, Portugal, 07.04.2010. - 09.04.2010

Vrsta sudjelovanja
Predavanje

Vrsta recenzije
Međunarodna recenzija

Ključne riječi
Sales training; evaluation; Croatia

Sažetak
Highly skilled, knowledgeable and learning oriented sales force is key factor in today’s changing business environment. Training has become more crucial factor in human resource development than ever. Using well designed and carefully conducted training courses companies can develop competitive and adaptable sales people. When it comes to training, more and more Croatian companies are stepping forward showing interest for training implementation. Croatian companies are trying to find the best combination of training topics and training methods to make training more effective. Effective training must have value for the company and companies are struggling to asses that value while it can be due to many factors. Training evaluation is inseparably linked to training objectives while the success and effectiveness of the conducted training depend on achieving training goals. Because of its complexity evaluation aspect of training is often overlooked. It is important for companies to work on developing training measurement techniques in order to be able to rate training expenditure allocation and to make plans for future training design. Currently, the most commonly used training evaluation methods are Changes in sales value, Number of new clients gained and Sales target realization. Although many evaluation methods are present in Croatian companies the general attitude is that Croatian companies do not evaluate their training programmes systematically.

Izvorni jezik
Engleski

Znanstvena područja
Ekonomija

POVEZANOST RADA