ABSTRACT
The implemented sales training program that has lowered training costs while improving sales performance. Sales training programs have to fit the long-term goals and objectives of the organization, and just like the company's own products and services, they must deliver value to the organization. Even though intervening variables such as changes in competitive activities make evaluation of sales training programs difficult, it is still important to measure training effectiveness. However, it is important to assess sales training programs, because the program should deliver value to the salesperson and organization. The effectiveness of a sales training program aimed at securing more new customers, for example, is assessed, in part by examining call reports to see whether there are more new customers. One study asked sales managers to identify the most important restrictions against sales training evaluation. In recent years there has been a surge of interest in sales training evaluation.
