The Problem with an Evaluation of Sales Training Effectiveness Is

question 130

Multiple Choice

The problem with an evaluation of sales training effectiveness is

• A) it is hard to attribute future performance variations strictly to sales training.
• B) an evaluation can only be made after the training has occurred.
• C) a final exam may not be predictive of the salesperson's actual learning ability.
• D) sales volume per salesperson is hard to measure accurately.
• E) salespeople generally overestimate the good they get from sales training sessions in the post-training self-assessment questionnaires.

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Definitions:

Synergy Value

The additional value generated from the combining of two or more entities, often expected in mergers or acquisitions.

All-Stock Deal

A type of acquisition where the acquiring company offers its own shares as payment to the shareholders of the target company instead of cash.

Post-Merger Firm

A company that results from the combination of two or more entities into one, through the process of a merger.

Incremental Value

The additional or extra value generated by undertaking a particular action or project compared to not doing so.