The Impact of Corporate Training on the Employees' Sales Performance in Sberbank

Student: Lekhanov Mikhail

Faculty: Faculty of Economics, Management, and Business Informatics

Educational Programme: Economics (Bachelor)

Year of Graduation: 2017

Corporate training is one of the main tools of creating competitive advantage in changing economic conditions. This work examines the impact of corporate training on sales volume on example of Sberbank sales managers. Based on the modified step-by-step approach of Donald Kirkpatrick with the use of econometric analysis in the period from September 2015 to January 2017, revealed a strong positive impact of corporate training in the first two months after training. In addition, observed a negative effect at the time of the course. In the end, based on the obtained results, to improve internal training of sales managers recommendations were prepared. These recommendations can be used for other training courses.

Student Theses at HSE must be completed in accordance with the University Rules and regulations specified by each educational programme.

Summaries of all theses must be published and made freely available on the HSE website.

The full text of a thesis can be published in open access on the HSE website only if the authoring student (copyright holder) agrees, or, if the thesis was written by a team of students, if all the co-authors (copyright holders) agree. After a thesis is published on the HSE website, it obtains the status of an online publication.

Student theses are objects of copyright and their use is subject to limitations in accordance with the Russian Federation’s law on intellectual property.

In the event that a thesis is quoted or otherwise used, reference to the author’s name and the source of quotation is required.

Search all student theses