TESTING, MEASUREMENT AND EVALUATION TECHNIQUES IN THE TRAINING OF FINANCIAL SERVICES SALES FORCES

Abstract

This paper considers the role of testing, particularly in the training of financial services salespeople. It examines the potential of testing as a positive influence on the development of salespeople, and the different requirements of knowledge and skills assessment. The use of data derived from testing, both in training and in recruitment, is also considered.

Citation

WICKS, D. (1994), "TESTING, MEASUREMENT AND EVALUATION TECHNIQUES IN THE TRAINING OF FINANCIAL SERVICES SALES FORCES", Journal of Financial Regulation and Compliance, Vol. 2 No. 2, pp. 119-124. https://doi.org/10.1108/eb024799