Measuring and Evaluating Sales Force Training Effectiveness: A Proposed and an Empirically Tested Model

Recent reports show that 95% of organizations conduct some form of sales training and organizations spend more than $30 billion dollars annually on sales training programs. According to {\it Sales \& Marketing Management\/} (1993), the average estimated field training costs for a sales trainee is \$37,000. Due to the accelerating investments in sales training, Honeycutt, Ford, and Rao (1995) found that 57% of sales training executives said that the major area in greatest need of additional research is determining sales training effectiveness. The research contained herein addresses a gap in the marketing literature by: (1) proposing and testing a model for evaluating sales training programs\u27 effectiveness; (2) conducting a simultaneous examination of the Kirkpatrick\u27s (1959) four levels of evaluation (reaction, learning, behavior, and results); (3) examining the various sales training evaluations performed by the salesperson, the trainer, and the sales manager; and (4) gathering information on evaluating sales training programs, drawing conclusions, and constructing a sales training program evaluation framework that would help companies evaluate future sales training programs. Survey data were collected from salespeople, sales managers, and the trainer. One large multinational company operating in the consumer industry in Egypt was employed. Experimental design was utilized to measure Kirkpatrick\u27s (1959; 1960) level 3 and 4. Unlike previous studies, this research effort was comprehensive in nature. Although a comprehensive evaluation of sales training programs is difficult to conduct due to many extraneous variables, it can still be performed. In addition, since there are no cut-off points or standards for evaluation, there were some difficulties in the interpretation of evaluation outcomes, especially in reaction and learning. No differences were found between anonymous and non-anonymous responses, especially in measuring reaction. The trainer\u27s evaluation of trainees and the utility analysis are two complementary techniques that were found to be useful when conducted in conjunction with the Kirkpatrick\u27s model. Finally, a more comprehensive model for measuring and evaluating sales training effectiveness is proposed by the researcher, that can be tested to judge the feasibility of the model as a system

Towards a learning curve for electric motors production under organizational learning via shop floor data

Due to the fierce market competition, organizations should respond quickly to customers’ needs by reducing lead times, or/and lowering operating costs. These objectives can be reached by effectively assessing the workforce capacities. Manufacturing progress function or organizational learning is considered as one of the most important factors that affect workforce capacity. The current paper introduces an examination research that uses factory data to introduce the most appropriate organizational learning model for the manufacture of electric motors. The data used was collected for a period of 42 months for 110 manufacturing processes and 10 different styles of electric motors. By using regression analysis the significant parameters were obtained for 10 learning models. And in order to select the most reliable one, the analytical hierarchy process (AHP) was used after defining the selection criteria. Among most of monovariable learning models listed in literature the model of Wright (1936) is found to be the best one to fit the data, and then comes the model of Knecht (1974). The failure of the other models in fitting the data was also shown

Serum Interleukin-4 and Total Immunoglobulin E in Nonatopic Alopecia Areata Patients and HLA-DRB1 Typing

Background. Interleukin-4 (IL-4), a Th2 cytokine, can stimulate immunoglobulin E (IgE) transcription. No previous studies evaluated the genetic mechanisms in nonatopic AA patients with elevated serum IgE. Objective. To compare serum IL-4 and total IgE levels between Egyptian nonatopic AA patients and healthy subjects and to investigate a possible relation to HLA-DRB1 alleles. Results. Serum IL-4 and total IgE were measured by ELISA in 40 controls and 54 nonatopic AA patients. Patients' HLA-DRB1 typing by sequence specific oligonucleotide probe technique was compared to normal Egyptian population. We found significantly elevated serum IL-4 and total IgE in AA patients (particularly alopecia universalis, AU, and chronic patients) (P < .01). HLA-DRB1*11 is a general susceptibility/chronicity allele. DRB1*13 is a protective allele. DRB1*01 and DRB1*07 are linked to chronicity. Localized AA showed decreased DRB1*03 and DRB1*07. Extensive forms showed increased DRB1*08 and decreased DRB1*04. Elevated IL4 and IgE were observed in patients with DRB1*07 and DRB1*11 not DRB1*04. Conclusion. Serum IL-4 and IgE are elevated in nonatopic AA patients, particularly AU and chronic disease. Relevant susceptibility, chronicity, and severity HLADRB1 alleles may have a role in determining type, magnitude, and duration of immune response in AA favouring increased IL4 and IgE

Design, synthesis and antitumor evaluation of novel pyrazolopyrimidines and pyrazoloquinazolines

A series of N-aryl-7-aryl-pyrazolo[1,5-a]pyrimidines 18a–u and N-aryl-pyrazolo[1,5-a] quinazolines 25a–c were designed and synthesized via the reaction of 5-aminopyrazoles 11a–c with enaminones 12a–g or 19, respectively. The new compounds were screened for their in vitro antitumor activity toward liver (HepG-2) and breast (MCF-7) human cancer cells using 3-[4,5-dimethyl-2-thiazolyl)-2,5-diphenyl-2H-tetrazolium bromide MTT assay. From the results, it was found that all compounds showed dose-dependent cytotoxic activities against both HepG-2 and MCF-7 cells. Two compounds 18o and 18a were selected for further investigations. Cell cycle analysis of liver (HepG-2) cells treated with 18o and breast (MCF-7) cells treated with 18a showed cell cycle arrest at G2/M phase and pro-apoptotic activity as indicated by annexin V-FITC staining.publishedVersio

Comparative pharmacokinetics of cefoperazone following intravenous and intramuscular administration in goats

AbstractThe pharmacokinetic profile of cefoperazone was studied in goats following intravenous and intramuscular administration of 20mg/kg body weight. Cefoperazone concentrations in serum were determined by microbiological assay technique using Escherichia coli (ATCC 10536) as test organism. Following i.v. administration, the cefoperazone serum concentration–time curve was best fitted in a two compartment open model. Cefoperazone has moderate distribution in the body of goats with Vdss of 0.44±0.03L/kg. The elimination half-life (T0.5(β)), area under curve (AUC) and total body clearance (Cltot) were 1.97±0.14h, 149.63±8.61μgml−1h−1, and 2.17ml/min/kg, respectively. Following i.m. administration, the drug was very rapidly absorbed, with an absorption half-life (T0.5(ab)) of 0.12±0.01h. The maximum serum concentration (Cmax) of 30.42±3.53μgml−1 was attained at (Tmax) 0.58±0.02h, with an elimination half-life (T0.5(el)) of 2.53±0.11h. The systemic bioavailability of cefoperazone in the goats after i.m. administration was 83.62% and in vitro protein binding was 20.34%. The serum concentrations of cefoperazone along 12h post i.m. injection in this study were exceeding the MIC of different susceptible micro-organisms responsible for serious disease problems. Consequently, a suitable intramuscular dosage regimen for cefoperazone was 20mg/kg repeated at 12h intervals in goats. The drug was detected in urine up to 12 and 18h following i.v. and i.m. administration, respectively

Aggregate production planning considering performance evolution : a case study

Due to the violent market competition, organizations should respond quickly to customer needs. This strategic objective can be reached through the development of robust production planning. One of the most important factors in production planning is the workforce productivity which is a dynamic manufacturing property, i.e. the workforce productivity increases thanks to in-job training. This phenomenon is known as production progress function or work-based-learning. Considering this phenomenon in industrial planning can lead to robust manufacturing plans. The current study introduces a novel model for a medium term production planning, which used to find the yearly optimum aggregate production plan in order to minimize the total production costs in respecting the operational constraints and considering the production progress function. The resultant model is a linear mixed integer program that can be solved optimally. The data used in validating and running the model was taken from an Egyptian factory that is dedicated to produce electric motors. The model was solved optimally using ILOG CPLEX Software. By comparing the results of this study against the adopted approach in the factory; one can find that the model succeeded to minimize the production costs by about 5.43 % for first year, 2.66% for the second, and 1.86% for the third one. In monetary units these percentages can be translated respectively to 11.7 million L.E., 6.3 million L.E., and 4.7 million L.E

Aggregate production planning considering organizational learning with case based analysis

Responding rapidly to customer needs is one of the main targets of industrial organizations that want to survive in the current market competition. This objective can be attained through robust planning. Workforce productivity is considered one of the important entities in production planning. However, it has a dynamic nature, i.e. the productivity growths thanks to on-job training or learning phenomenon. Considering this fact in manufacturing planning enhances the robustness of the developed plans. The present paper presents a mathematical model for medium-range production planning that is used to find the optimal aggregate production plan. The model aims to optimize the total production costs while respecting most of the operational constraints and considering the process of organizational learning. The presented model is constructed relying on the real industrial practices; the outcome is a mixed-integer linear program. The model was validated and checked using real data collected from an Egyptian factory that produces electric motors for home appliances. The proposed mathematical model was optimally solved using “ILOG-CPLEX 12.6”. By comparing the results obtained versus that of the method adopted in the factory, a cost reduction of 6.3% is achieved for the presented data set. A set of managerial aspects are concluded after the model analysis. Moreover, the impact of using detailed learning rates on the production cost is discussed

The role of facilities management in fighting COVID-19 outbreak: Evidence from Malaysian public hospitals

The aim of this study is to provide a holistic review of the fight against COVID-19 in developing countries, particularly Malaysia. Specifically, the study aims to determine how facilities management delivery in public hospitals can be improved to ensure readiness in handling COVID-19 cases. We conducted a review of the literature and reliable media updates on COVID-19 and services management. A critical synthesis of COVID-19 information was conducted to scrutinise the technical aspects and highlight how facilities management can be improved to ensure hospital readiness in managing COVID-19 cases. The data and information used in the present study were collected up to the time of writing this paper, which leaves a room for further studies. Nonetheless, this study’s recommendations are useful for understanding the present and future pandemics. This study is a first attempt to summarise the data on facilities management in relation to the COVID-19 pandemic in the Malaysian context. The study’s findings are suitable for the developing countries in managing healthcare management practices in the fight against COVID-19. This study aims to highlight current issues in order to provide a more objective assessment of facilities management to ensure hospital readiness in handling COVID-19 cases

A Novel Epigenetic Strategy to Concurrently Block Immune Checkpoints PD-1/PD-L1 and CD155/TIGIT in Hepatocellular Carcinoma

© 2024 The Author(s). Published by Elsevier Inc. This is an open access article under the Creative Commons Attribution-Non Commercial-No Derivatives CC BY-NC-ND licence, https://creativecommons.org/licenses/by-nc-nd/4.0/Tumor microenvironment is an intricate web of stromal and immune cells creating an immune suppressive cordon around the tumor. In hepatocellular carcinoma (HCC), Tumor microenvironment is a formidable barrier towards novel immune therapeutic approaches recently evading the oncology field. In this study, the main aim was to identify the intricate immune evasion tactics mediated by HCC cells and to study the epigenetic modulation of the immune checkpoints; Programmed death-1 (PD-1)/ Programmed death-Ligand 1 (PD-L1) and T cell immunoreceptor with Ig and ITIM domains (TIGIT)/Cluster of Differentiation 155 (CD155) at the tumor-immune synapse. Thus, liver tissues, PBMCs and sera were collected from Hepatitis C Virus (HCV), HCC as well as healthy individuals. Screening was performed to PD-L1/PD-1 and CD155/TIGIT axes in HCC patients. PDL1, CD155, PD-1 and TIGIT were found to be significantly upregulated in liver tissues and peripheral blood mononuclear cells (PBMCs) of HCC patients. An array of long non-coding RNAs (lncRNAs) and microRNAs validated to regulate such immune checkpoints were screened. The lncRNAs; CCAT-1, H19, and MALAT-1 were all significantly upregulated in the sera, PBMCs, and tissues of HCC patients as compared to HCV patients and healthy controls. However, miR-944–5p, miR-105–5p, miR-486–5p, miR-506–5p, and miR-30a-5p were downregulated in the sera and liver tissues of HCC patients. On the tumor cell side, knocking down of lncRNAs—CCAT-1, MALAT-1, or H19—markedly repressed the co-expression of PD-L1 and CD155 and accordingly induced the cytotoxicity of co-cultured primary immune cells. On the immune side, ectopic expression of the under-expressed microRNAs; miR-486–5p, miR-506–5p, and miR-30a-5p significantly decreased the transcript levels of PD-1 in PBMCs with no effect on TIGIT. On the other hand, ectopic expression of miR-944–5p and miR-105–5p in PBMCs dramatically reduced the co-expression of PD-1 and TIGIT. Finally, all studied miRNAs enhanced the cytotoxic effects of PBMCs against Huh7 cells. However, miR-105–5p showed the highest augmentation for PBMCs cytotoxicity against HCC cells. In conclusion, this study highlights a novel co-targeting strategy using miR-105–5p mimics, MALAT-1, CCAT-1 and H19 siRNAs to efficiently hampers the immune checkpoints; PD-L1/PD-1 and CD155/TIGIT immune evasion properties in HCC.Peer reviewe

Dihydrophenazine:a multifunctional new weapon that kills multidrug-resistant Acinetobacter baumannii and restores carbapenem and oxidative stress susceptibilities

AimsThe current work aims to fully characterize a new antimicrobial agent against Acinetobacter baumannii, which continues to represent a growing threat to healthcare settings worldwide. With minimal treatment options due to the extensive spread of resistance to almost all the available antimicrobials, the hunt for new antimicrobial agents is a high priority. Methods and resultsAn Egyptian soil-derived bacterium strain NHM-077B proved to be a promising source for a new antimicrobial agent. Bioguided fractionation of the culture supernatants of NHM-077B followed by chemical structure elucidation identified the active antimicrobial agent as 1-hydroxy phenazine. Chemical synthesis yielded more derivatives, including dihydrophenazine (DHP), which proved to be the most potent against A. baumannii, yet it exhibited a safe cytotoxicity profile against human skin fibroblasts. Proteomics analysis of the cells treated with DHP revealed multiple proteins with altered expression that could be correlated to the observed phenotypes and potential mechanism of the antimicrobial action of DHP. DHP is a multi-pronged agent that affects membrane integrity, increases susceptibility to oxidative stress, interferes with amino acids/protein synthesis, and modulates virulence-related proteins. Interestingly, DHP in sub-inhibitory concentrations resensitizes the highly virulent carbapenem-resistant A. baumannii strain AB5075 to carbapenems providing great hope in regaining some of the benefits of this important class of antibiotics. ConclusionsThis work underscores the potential of DHP as a promising new agent with multifunctional roles as both a classical and non-conventional antimicrobial agent that is urgently needed.<br/