You are evaluating a sales training program. You are investigating the following three dimensions in your evaluation. You also want to use the Success Case Method (SCM), so you plan to conduct a SCM-based survey. For which one of the three dimensions should you conduct the SCM-based survey? (information in the parentheses indicates the category of the training impact model)
a. Training materials: How well are the training materials designed to help the trainees
(sales people) practice new skills? (resources)
b. Managerial support: How much incentive and support from management did the
trainees (sales people) receive for using new skills? (activities)
c. Knowledge gained: Did the trainees (sales people) learn the new sales techniques?
(program capabilities)
d. Customers’ reaction: How did the customers react to the new approach that the
trainees (sales people) used? (key results)
d. Customers’ reaction: How did the customers react to the new approach that the
trainees (sales people) used? (key results)
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