Diploma - Professional development of sales managers

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Diploma - Professional development of sales managers
Introduction 3
Chapter 1. The essential foundations of personnel management 6
1.1. The concept of staff development 6
1.2. Steps in the process of staff development 10
1.3. Methods of training and staff development 16
1.3.1. In-house training 17
1.3.2. Active methods of training 18
1.3.3.1. Business games and training 19
1. 3.3.2. Software training 20
1. 3.3.3.Problemnoe training 20
1.4. Evaluation of the training 23
1.5. Characteristics of the training system in the company «JPI» 30
1.5.1. General information about the organization 30
1.5.2. Characteristics of the system of professional managers engaged in the sale of 33

Chapter 2. Technical and economic analysis company "JPI" 38
2.1. Evaluation of volume indicators of its activity 38
2.2. Analysis of the effectiveness of labor resources 39
2.3 Analysis of the efficiency of fixed assets 45
The cost of fixed assets 46
2.5. Analysis of the efficiency of working capital 49
2.6. Analysis of the costs of the goods 52
2.7. Analysis of profit 53

Chapter 3. Developing an action plan to improve the skills of staff 57
3.1. Characteristics of types of customers 57
3.2. Identifying needs for further training of sales managers 60
3.2. Development of a program of staff development 63
3.3. The development budget of training activities 73
3.4. Evaluating the effectiveness of measures to improve staff 75
Conclusion 77
References 79

Application

Additional information

Year: 2006

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