Rutgers University School of Business develops blended training program for Caterpillar dealerships
by Site Staff
November 19, 2012
RUTGERS UNIVERSITY SCHOOL OF BUSINESS — CAMDEN EXECUTIVE EDUCATION
It was unfeasible for globally dispersed sales managers at Caterpillar dealerships to take large periods of time to attend classroom-based training programs. They needed classroom time as well as a focus on in-the-field skills application.
A blended learning method was born using self-paced e-learning coursework, webinars and in-the-field skill practice assignments.
The Sales Management Certificate Program also was created to develop key competencies in sales managers, such as coaching, leadership, forecasting, metrics and performance management.
Program graduates were asked to complete formal evaluations and assessments, and nearly all said the program was relevant to their jobs and that they applied new skills as a result.