Study On Sales Staff Training Effectiveness Evaluation Of Dalian Y Company

Dalian Y Company is a Japanese-owned company,that focus on producting and saleing zippers and other apparel accessories.It has been popular in the market for more than 20 years with its excellent product quality.However,with the intensification of market competition and the rise of domestic apparel accessories brands,Dalian Y Company began to face unprecedented challenges.The management of the company hopes to improve the talent competitiveness of the sales department through training.However,while increasing the investment in sales training,the company manager also has a doubt:What does this expensive training really accomplish for our company?Of course,this doubt is not only the doubts of Y company,but also the most enterprise managers are thinking about.How to answer this question,this requires us to conduct a scientific and systematic evaluation of the training effect.The evaluation of training effectiveness has become a trend in China.With external competition and internal management pressure,managers have begun to pay attention to the business value brought by training,but there is still a huge gap between ideals and reality.Most of companys are lake in the theoretical knowledge and practical experience of the evaluation of training effects,and they still need to be continuously researched and explored.The author wants to help the company to improve the training effect evaluation system through the research of this article,and make Y company have a more scientific trainging.First of all,this paper introduces the concept of training and training effect evaluation,as well as the training evaluation model of Kirkpatrick’s four levels model and Kaufmann’s five levels model.It also expounds the research results of domestic and foreign scholars on the evaluation of training effects.These theories provide the theoretical basis for the follow-up study.Secondly,this paper introduces the training evaluation situation of Y company,and analyzes the ’existing problems of Y company’s training effect evaluation deeply.Then re-determines the training effect evaluation process for Y company according to the existing problems of Kirkpatrick’s four levels model.In this paper,author uses the AHP software "YAAHP" to determine the weight of the indicators.Based on the current situation of Y company,the author takes the training course "Consultant Sales and Management" of Y Company as an example.Then depend on the Kirkpatrick’s four levels model make full preparation.After the training,to get the evaluation by text and critical incident method,Finally,calculate the evaluation results through the fuzzy comprehensive evaluation,and make a concise analysis of the training evaluation results.Through the research in this paper,the results of Y company’s training program"Consultative Sales and Management" achieve the expected results,but it also reveals many problems.The author proposes six measures to consolidate the guarantee system of Y company training effect evaluation and further improve the effectiveness of training,they are strengthen the importance and participation of management,improve training requirement analysis,improve the training incentive system,strengthen corporate training culture,and incorporate modern training methods.At the same time,the author expected that the relevant research results and applications of this study can provide a good reference for other companys.