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Transforming remote sales force trai...

Donohoe, Michael J.

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Transforming remote sales force training: Framework for integrating e-learning into an existing remote sales force training program. A case study.

Record Type:	Electronic resources : Monograph/item
Title/Author:	Transforming remote sales force training: Framework for integrating e-learning into an existing remote sales force training program. A case study./
Author:	Donohoe, Michael J.
Description:	116 p.
Notes:	Source: Dissertation Abstracts International, Volume: 65-04, Section: A, page: 1159.
Contained By:	Dissertation Abstracts International65-04A.
Subject:	Information Science. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3131749

Transforming remote sales force training: Framework for integrating e-learning into an existing remote sales force training program. A case study.
Donohoe, Michael J.

Transforming remote sales force training: Framework for integrating e-learning into an existing remote sales force training program. A case study. - 116 p.

Source: Dissertation Abstracts International, Volume: 65-04, Section: A, page: 1159.

Thesis (D.Sc.)--Robert Morris University, 2004.

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.Subjects--Topical Terms:

1017528
Information Science.

Transforming remote sales force training: Framework for integrating e-learning into an existing remote sales force training program. A case study.
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100 1 $a Donohoe, Michael J. $3 1950057
245 1 0 $a Transforming remote sales force training: Framework for integrating e-learning into an existing remote sales force training program. A case study.
300 $a 116 p.
500 $a Source: Dissertation Abstracts International, Volume: 65-04, Section: A, page: 1159.
500 $a Adviser: Jeanne M. Baugh.
502 $a Thesis (D.Sc.)--Robert Morris University, 2004.
520 $a 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.
590 $a School code: 1447.
650 4 $a Information Science. $3 1017528
650 4 $a Education, Technology. $3 1017498
650 4 $a Business Administration, Marketing. $3 1017573
650 4 $a Education, Business. $3 1017515
690 $a 0723
690 $a 0710
690 $a 0338
690 $a 0688
710 2 0 $a Robert Morris University. $3 1018462
773 0 $t Dissertation Abstracts International $g 65-04A.
790 1 0 $a Baugh, Jeanne M., $e advisor
790 $a 1447
791 $a D.Sc.
792 $a 2004
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3131749