Investigating Interrelationships among Sales Training Evaluation Methods

Today numerous training options are available to sales organizations, and sales training teams use various means to report training effectiveness. This study utilizes Kirkpatrick's (1959; 1960) training evaluation model and examines the interrelationships among its four levels of sales training...

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Bibliographic Details
Published in:The Journal of personal selling & sales management 2003-10, Vol.23 (4), p.327-339
Main Authors: Leach, Mark P., Liu, Annie H.
Format: Article
Language:English
Subjects:
Industrial training
Knowledge acquisition
Marketing
Modeling
Occupational training
Personal selling
Sales
Sales management
Sales personnel
Salespeople
Studies
Training
Training objectives
Transfer of training
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Summary:Today numerous training options are available to sales organizations, and sales training teams use various means to report training effectiveness. This study utilizes Kirkpatrick's (1959; 1960) training evaluation model and examines the interrelationships among its four levels of sales training evaluation (i.e., reactions, knowledge acquisition, behavior change, and organizational outcomes). Empirical results indicate that sales trainees' use of training materials at work is positively related to achieving sales training outcomes, including improving (1) organizational commitment, (2) sales effectiveness, and (3) customer relations. Furthermore, trainees who had positive reactions to training were more likely to learn the material, and trainees with higher levels of knowledge retention were more likely to apply the material in the work environment. Implications are discussed that may aid sales firms to better evaluate training solutions provided by vendors and to develop more effective and accountable sales training efforts.
ISSN:0885-3134
1557-7813
DOI:10.1080/08853134.2003.10749007