Sales Performance Improvement: Selling HPT to MBAs

Frank Fu, CPT
60-Minute Session

Sales Performance Improvement: Selling HPT to MBAs

As performance improvement professionals, we know that human performance technology (HPT) can benefit sales managers greatly. However, based on my experience as a former sales manager and marketing professor, HPT has yet to become part of the everyday language of sales management. This session will address the challenges and opportunities associated with teaching HPT to business students and sales professionals. Theoretical foundations, important steps, and case studies of the presenter’s sales performance improvement methodology will be presented and discussed.

More About This Speaker

Frank Q. Fu, CPT, PhD, is an associate professor of Marketing at the University of Missouri – St. Louis. He has published articles in academic journals including the PIJ and presented at multiple ISPI conferences. In addition to teaching, he strives to help organizations in both the United States and China improve their business performance through consulting and advising efforts. He is a founding member of the ISPI China Chapter and served on the ISPI St. Louis Chapter board.

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