ncludes the means that will be used and the resources that will be needed to carry out the program. How will the training be evaluated? How will your profitability (return on investment) be evaluated?

Principles Of Marketing
17th Edition
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Kotler, Philip, Armstrong, Gary (gary M.)
Chapter1: Marketing: Creating Customer Value And Engagement
Section: Chapter Questions
Problem 1.1DQ
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Read and analyze the following case:
The sales manager complains that his sales reps are not meeting monthly sales quotas. He is convinced that the reps need more sales training to handle the situation and solve the problem. Therefore, he asks you to design a strategy to address this situation.


Iincludes the means that will be used and the resources that will be needed to carry out the program.
How will the training be evaluated? How will your profitability (return on investment) be evaluated?

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