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Table of Contents

Part I: The ROI Methodology: A Credible Approach to Evaluating Your Sales Training Programs

Chapter 1 The Opportunity

Measuring ROI in Sales Training: The Basics

The ROI Methodology

ROI Process Model

Benefits of ROI

Chapter 2 Evaluation Planning and Data Collection

Achieving Business Alignment

Developing Evaluation Plans

Collecting Data: Considerations

Collecting Data: The Methods

Generating High Response Rates

Identifying the Source

Determining the Timing of Data Collection

Chapter 3 ROI Analysis

Isolating the Effects of Sales Training

Techniques to Isolate the Effects of Sales Training

Selecting Isolation Techniques

Data Conversion Methods

Five Steps to ...

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