| Author | Tran Cat Van |
| Note | A project study submitted in partial fulfillment of the requirements for the
degree of Master of Business Administration (Executive) in
International Business – Management of Technology (VN), School of Management |
| Publisher | Asian Institute of Technology |
| Abstract | Basing on the real cases of sales training projects that I myself have been involved in and
by surveying senior managers and actual trainees in Vietnam, this paper studies whether
there are methods to validate the possible solutions to the effectiveness of training and
development programs, in other words, what the opportunities to enhance ROI of corporate
training are. This research was conducted with working professionals from two business
units of DKSH Vietnam Co., Ltd. Interview and survey questionnaires were means of data
collection from two groups of targeted respondents – 20 senior managers and 100 sales
representatives, supervisors, executives, and sales managers. The respondents from two
different business units of Healthcare and Fast-moving Consumer Goods have attended the
sales training programs at DKSH Vietnam in the recent five years. This research addresses
the differences in the implementation of the two projects such as the agenda of the training
and the post-training activities, which results in different results in sales performance,
engagement and retention of two sales teams. In one case, there occurred very little impact
on the team behavior and results. In the other case, linking implementation with long-term
recognition and reward schemes brought higher target achievement and the increase in
team aspiration and retention.
A survey was conducted in early February 2016, and an absolute 100% of survey response
was collected to support the analysis and discussion. This research indicates that knowing
the expectations of training stakeholders and utilizing evaluation tools are methods for
assuring and assessing the training success. Furthermore, an effective recognition and
reward mechanism is the opportunity for enhancing ROI of any corporate training
programs. In fact, the FMCG sales team has improved their sales achievement from 84% to
102% and reduced the attrition rate from 40% to 18% within a year. |
| Year | 2016 |
| Type | Project |
| School | School of Management (SOM) |
| Department | Other Field of Studies (No Department) |
| Academic Program/FoS | Master of Business Administration (Executive) in International Business - Management of Technology (VN/BKK)) |
| Chairperson(s) | Do Ba Khang;Badir, Yuosre; |
| Examination Committee(s) | Swierczek, Fredric W. ;Sununta Siengthai; |