| 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. |
