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ERIC Number: ED345694
Record Type: RIE
Publication Date: 1991-Jun
Pages: 447
Abstractor: N/A
Reference Count: N/A
High Technology Product Training for Sales Representatives of Spectrum Healthcare Solutions and International Business Machines Corporation.
Crystal, Enid
This report describes an application of the Instructional Systems Design (ISD) process to a product knowledge training project for Spectrum Healthcare Solutions, Inc., including the steps and substeps in the phases of analysis, design, development, implementation, and evaluation. The training project was designed to address the need for increased technical knowledge for sales representatives who already possessed good salesmanship skills. The project consisted of a training module attended by 20 representatives from Spectrum Healthcare Solutions and 15 from Spectrum's business partner, International Business Machines, Inc. The training, which utilized a variety of media, including transparencies, slides, and live demonstration of computer software, was designed to give the sales representatives the proper amount of product knowledge in a timely, cost-effective manner. In the future, it is expected that the number of customers "lost" because of a lack of knowledge on the part of the sales workers will decrease as a direct result of this training. This report focuses on the strategies used to bring about changes in knowledge about a specific new product, and it contains all procedures, instructional materials, and evaluations involved in the training module. (15 references) (DB)
Publication Type: Dissertations/Theses - Masters Theses
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Identifiers: IBM Corporation; Spectrum Healthcare Solutions Inc
Note: Master's Thesis, New York Institute of Technology.