The first step in choosing an effectiveness service provider (ESP) that best meets your company's needs is to develop a requirements definition. When used as a request for proposal, the requirements definition can be a powerful evaluation and negotiation tool.
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and some type of RFP with performance criteria issued to competing vendors? A twice annual sales training event approaches the total information technology (IT) cost for a typical midsize manufacturing company. In this example, from the chief financial officer's (CFO) perspective, sales training is a material income statement expense. Sales training is an investment, with the expected return being an increase in the average sales per sales representative. The goal of developing training requirements is