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Retail Sales: Orientation / Training Program

Posted on October 15, 2012 by JL Admin

In order to measure the overall success of the training program, the following parameters need be measured:
Intrinsic motivation: Participants’ intrinsic motivation is assessed with the Interest/Enjoyment subscale from Deci and Ryan’s Intrinsic Motivation Inventory (IMI).
Self-efficacy: Self-efficacy is assessed with an 8-item self-report measure developed for use in this training program.
State anxiety: State anxiety is measured using a 5-item measure drawn from Deci and Ryan’s Intrinsic Motivation Inventory.
Declarative knowledge: At the end of training, trainees undertake a test of basic knowledge. This test consists of 11 multiple-choice items focusing on the extent to which declarative knowledge (e.g., cue values; basic operating features of the task) about the task had been acquired.
Strategic task knowledge: To measure this, a 11-item multiple-choice test was employed that that focused on the extent to which strategic knowledge (e.g., locating the perimeters, prioritizing targets) about the task had been acquired (Clement, 1991).
Skill-based performance: This is the final indicator of the effectiveness of the training program.
In addition to the above sets of parameters, a mid-year review can make sure that “career development and coaching conversations take place”. The manager and the sales clerks talk about “immediate career goals and how they correlate to the employee’s long term career aspirations” (Clement, 1991).

References:

Bell, B., & Kozlowski, S. (2008, March). Active Learning: Effects of Core Training Design Elements on Self-Regulatory Processes, Learning, and Adaptability. Journal of Applied Psychology, 93(2), 296-316. Retrieved April 4, 2008, from Business Source Complete database.
SECTION 3: Skills Training. (1993). Industrial & Commercial Training, Retrieved April 4, 2008, from Business Source Complete database.
Clement, R. (1981, Winter). EVALUATING THE EFFECTIVENESS OF MANAGEMENT TRAINING: PROGRESS DURING THE 1970’s AND PROSPECTS FOR THE 1980’s. Human Resource Management, 20(4), 8-13. Retrieved April 4, 2008, from Business Source Complete database.
Owler, K. (2007, June)., the art of induction: a process not an event. Human Resources Magazine, 12(2), 22-23. Retrieved April 4, 2008, from Business Source Complete database.

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