New evaluation metric for measuring sales training effectiveness

Oh, Joon-Hee; Johnston, Wesley J.

doi:10.1016/j.jbusres.2022.113458

Cited by 6 publications

(3 citation statements)

References 43 publications

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“…Moreover, promotions can also create long-term benefits for a company by increasing customer loyalty and repeat purchases. A study by (Oh & Johnston, 2023) demonstrated that effective loyalty programs can lead to higher customer retention rates, resulting in improved financial performance. Another research conducted by (Kaufmann et al, 2016) highlighted that loyalty programs positively affect customer spending, contributing to higher revenues and margins.…”

Section: Promotions and Financial Performancementioning

confidence: 99%

Business Finance Catalysts: Promotion, Sales, and Financial Management Tactics that Improve Company Financial Performance

Novita Rosanti

2023

ATESTASI

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This study explores the relationship of promotion and sales strategies with firm financial performance in a comprehensive context. Quantitative methods were used to collect and analyze data from 120 companies in Indonesia. Using a purposive sampling technique, 420 respondents completed a questionnaire highlighting promotional strategy, sales, and financial performance. Variables such as promotional expenditure, creativity, and market responsiveness were measured through statistical analysis, including multiple regression. The findings show that factors such as promotion fund allocation, campaign innovation, product price management, distribution, and customer service play an important role in a company's financial success. This study provides an in-depth understanding of the importance of promotion and sales strategies in achieving optimal financial performance.

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Section: Promotions and Financial Performancementioning

confidence: 99%

Business Finance Catalysts: Promotion, Sales, and Financial Management Tactics that Improve Company Financial Performance

Novita Rosanti

2023

ATESTASI

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“…Kegagalan mengevaluasi secara akurat mengakibatkan perusahaan membuang waktu dan sumber daya untuk program pelatihan yang tidak efektif (Oh & Johnston, 2023). Evaluasi sendiri memiliki peran sebagai penentuan tingkat pencapaian tujuan materi yang telah diajarkan dan penilaian sesuatu berdasarkan kriteria yang telah ditetapkan, kemudian dapat menjadi dasar keputusan atas pegawai yang telah dievaluasi.…”

Section: Latar Belakangunclassified

Measuring Training Contribution: Organization Design on a Training Evaluation System based on Return of Training Investment

Indrayati¹,

Suhariadi²

2023

Psikostudia

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Competition that occurs in the port service industry makes companies strive to create superior and professional quality human resources. To increase the capacity and capability of employees, PT. X was quite determined during the HR development process with the aim that employees have the potential to become a talent company, through work program plans, one of which is education and training. However, these human resource development efforts were not followed up with training evaluations resulting in the uncertainty of the effectiveness and contribution of the program to individual and company performance. This study aims to develop an evaluation process to determine the effectiveness and contribution of education and training programs. This study refers to the Phillips Return of Investment Model to develop a training evaluation design. The results of the study show that the Training Return-of-Investment (ROTI) intervention in the form of a standard operating procedure (SOP) is accepted by users and can be used as a reference for implementing HR development through training evaluations for companies. Meanwhile, the evaluators can provide evaluation guidelines and assignments during the training evaluation session. The results of training programs cannot always be measured in monetary terms, so this training evaluation activity can also measure intangible benefits.Persaingan yang terjadi pada industri pelayanan kepelabuhan membuat perusahaan berupaya menciptakan kualitas SDM yang unggul dan professional. Dalam rangka meningkatkan kapasitas dan kapabilitas karyawan, PT. X cukup bertekad selama proses pengembangan SDM dengan tujuan karyawan berpotensi tersebut menjadi talent perusahaan, melalui rencana program kerja salah satunya pendidikan dan pelatihan. Namun upaya pengembangan SDM tersebut tidak diikuti dengan evaluasi pelatihan mengakibatkan tidak diketahui secara pasti efektivitas dan kontribusi program tersebut terhadap kinerja individu hingga perusahaan. Penelitian ini bertujuan untuk menyusun proses pelaksanaan evaluasi untuk mengetahui efektivitas dan kontribusi program pendidikan dan pelatihan. Penelitian ini mengacu pada Phillips Return Of Investment Model untuk menyusun rancangan evaluasi pelatihan. Hasil penelitian menunjukkan bahwa intervensi Training Return-of-Investment (ROTI) dalam bentuk standard Operating Procedure (SOP) diterima oleh user dan dapat menjadi referensi acuan pelaksanaan pengembangan SDM melalui evaluasi pelatihan ke perusahaan. Sedangkan kepada para evaluator dapat memberikan panduan dan penugasan evaluasi selama sesi evaluasi pelatihan berlangsung. Hasil program pelatihan tidak selalu dapat diukur ke nilai uang/moneter sehingga kegiatan evaluasi pelatihan ini juga dapat mengukur manfaat yang bersifat intangible (tidak terlihat).

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“…Previous studies have shown that organizations generally have difficulty measuring the effectiveness of training programs because of the diverse types of programs, various assessment matrices are needed (Oh &;Wesley, 2023). One common method of measuring the effectiveness of training is Kirkpatrick's model (Jasson &;Govender, 2017).…”

Section: Introductionmentioning

confidence: 99%

Evaluation of Education and Training in Ministry of Public Works and Public Housing

Avianti

Pitaloka

2023

IJBLE

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The study aims to evaluate the performance of the Ministry of Public Works and Public Housing Training. Evaluation of training performance needs to be carried out to measure the effectiveness of the training program. The scope of the research area covers the Provinces of North Sumatra, South Sumatra, DKI Jakarta, West Java, DI. Jogjakarta, East Java, South Kalimantan, South Sulawesi and Papua. Measurement includes score improvement of the training participants. This research method is a survey using questionnaires as a research instrument. The data is then processed with pre-test and post-test difference test techniques. The results showed that in general, the increase in the score of training participants in each field and each Training Center significantly shows an increase. The highest pre-test and post-test scores is Training Center Jakarta area. While the pre-test and post-test scores for the highest score is Housing and Settlement Finance Sector.

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New evaluation metric for measuring sales training effectiveness

Cited by 6 publications

References 43 publications

Business Finance Catalysts: Promotion, Sales, and Financial Management Tactics that Improve Company Financial Performance

Business Finance Catalysts: Promotion, Sales, and Financial Management Tactics that Improve Company Financial Performance

Measuring Training Contribution: Organization Design on a Training Evaluation System based on Return of Training Investment

Evaluation of Education and Training in Ministry of Public Works and Public Housing

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