Transforming remote sales force training: Framework for integrating e-learning into an existing remote sales force training program. A case study
Michael J. Donohoe, Robert Morris University, United States
Robert Morris University . Awarded
This qualitative, applied field research project is a single case study of a medical device manufacturing company's sales training department. The research focused on how the sale's training department should strategize the integration of e-learning into their sales training program, without disrupting the existing instructor led training. The intrinsic case study was exploratory, relying on in-depth interviews, participatory observation and documentation analysis. The data analysis produced a framework for the sales training department to create a blended training model that would integrate e-learning with live instruction. Other sales training departments, may consider the framework that focuses on two key concepts: (a) organizational change, and (b) blended learning, when navigating the ‘how to’ process of integrating e-learning into their instructor led remote sales force training programs.
Donohoe, M.J. Transforming remote sales force training: Framework for integrating e-learning into an existing remote sales force training program. A case study. Ph.D. thesis, Robert Morris University.
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