SALESDatasetDocumentation:

MultivariateDataAnalysis,Seventhedition

Theworldsleadingauthorityonappliedmultivariatedataanalysis
basedonnumberofcitations,asreportedbyGoogle.Scholar.

Thesalestrainingdatasetisprovidedasanalternativewithmorerealisticdatathat
is "typical" of survey data in marketing. The level of measurement for the scale
responses is assumed to be an "equally appearing interval" of measure, thus
regression based techniques are assumed to be appropriate for use in analysis. The
salestrainingdatawerecollectedviaamailquestionnairewhichwassentto80sales
trainingmanagersatvariousfirmsthroughouttheUnitedStates.Thequestionnaireis
dividedintofoursections:

Section One: addresses the usage of various training methods by the

respondent'sfirm.Thereare17methods.Therespondentratesallmethodson
a fivepoint scale for present frequency and frequency of use in five years.
ThesevariablesarelabeledA1thruA34.

Section Two: concerns the effectiveness of training methods. Again a five

pointscaleisusedtoelicitrespondent'sratingsconcerningtheeffectivenessof
the17methodsinachievingcertaintrainingobjectives:(a)acquireknowledge,
(b) retention of what is learned, (c) change in attitude, (d) development of
interpersonal skills, (e) development of problem solving skills, and (f)
participantacceptance.ThesevariablesarelabeledB1thruB96.

SectionThree:concernstheratingsoftheeffectivenessofatrainingprogram
usingseveraldifferent approaches:(a)reactions,(b)learning,(c) behavioron
thejob,and(d)results.Themanagerswereaskedtorateboththeimportance
of these dimensions and the frequency with which they use these evaluative
criterion.ThesevariablesarelabeledClthruC34.

SectionFour:includesdemographicdata.VariableDlistheindustrycategory.
There are four broad categories represented in the data: (1)
retail/wholesale/services, (2) consumer goods manufacturers, (3) industrial
goodsmanufacturers,and(4)finance/insurance/realestate.Alsoincludedare
D2annualsales,D3numberofemployees,D4numberofsalespersons,D5
numberoftrainingdepartmentemployees,andD6whetherornotthetraining
department subscribes to training trade journals (coded "O" = NO and "1" =
YES).

Alistofvariable/valuelabelsfortheSPSSpackageareprovidedbelowasadditional
documentationonspecificdetailsforeachvariable.

VARIABLELABEL
A1'CONF/DISCUSSIONPRESENT'

A2'LECTUREMETHODPRESENT'

A3'CASESTUDYPRESENT'

A4'TVLECTUREPRESENT'

A5'FILMVIEWINGPRESENT'

A6'VIDEOTAPE/DISCPRESENT'

A7'INTERACTIVEVIDEOPRESENT'

A8'ROLEPLAY:NORECORDPRESENT'

A9'ROLEPLAY:VIDEOTAPEPRESENT'

A10'BEHAVIORALMODELPRESENT'

A11'CAIPRESENT'

A12'BUSINESSGAMESPRESENT'

A13'BUSINESSGAMES:CAIPRESENT'

A14'SENSITIVITYTRAINPRESENT'

A15'HOMESTUDYPRESENT'

A16'READINGLISTSPRESENT'

A17'INBASKETPRESENT'

A18'CONF/DISCUSSIONIN5YRS'

A19'LECTUREMETHODIN5YRS'

A20'CASESTUDYIN5YRS'

A21'TVLECTUREIN5YRS'

A22'FILMVIEWINGIN5YRS'

A23'VIDEOTAPE/DISCIN5YRS'

A24'INTERACTIVEVIDEOIN5YRS'

A25'ROLEPLAY:NORECORDIN5YRS'

A26'ROLEPLAY:VIDEOTAPEIN5YRS'

A27'BEHAVIORALMODELIN5YRS'

A28'CAIIN5YRS'

A29'BUSINESSGAMESIN5YRS'

A30'BUSINESSGAMES:CAIIN5YRS'

A31'SENSITIVITYTRAININ5YRS'

A32'HOMESTUDYIN5YRS'

A33'READINGLISTSIN5YRS'

A34'INBASKETIN5YRS'

B1'CONF/DISCUSSIONAQUIREKNOW'

B2'LECTUREMETHODAQUIREKNOW'

B3'CASESTUDYAQUIREKNOW'

B4'TVLECTUREAQUIREKNOW'

B5'FILMVIEWINGAQUIREKNOW'

B6'VIDEOTAPE/DISCAQUIREKNOW'

B7'ROLEPLAY:NORECORDAQUIREKNOW'

B8'ROLEPLAY:VIDEOTAPEAQUIREKNOW'
B9'BEHAVIORALMODELAQUIREKNOW'
B10'CAIAQUIREKNOW'
B11'BUSINESSGAMESAQUIREKNOW'
B12'BUSINESSGAMES:CAIAQUIREKNOW'
B13'SENSITIVITYTRAINAQUIREKNOW'
B14'HOMESTUDYAQUIREKNOW'
B15'READINGLISTSAQUIREKNOWLEDGE'
B16'INBASKETAQUIREKNOWLEDGE'
B17'CONF/DISCUSSIONRETENTION'
B18'LECTUREMETHODRETENTION'
B19'CASESTUDYRETENTION'
B20'TVLECTURERETENTION'
B21'FILMVIEWINGRETENTION'
B22'VIDEOTAPE/DISCRETENTION'
B23'ROLEPLAY:NORECORDRETENTION'
B24'ROLEPLAY:VIDEOTAPERETENTION'
B25'BEHAVIORALMODELRETENTION'
B26'CAIRETENTION'
B27'BUSINESSGAMESRETENTION'
B28'BUSINESSGAMES:CAIRETENTION'
B29'SENSITIVITYTRAINRETENTION'
B30'HOMESTUDYRETENTION'
B31'READINGLISTSRETENTION'
B32'INBASKETRETENTION'
B33'CONF/DISCUSSIONATTITUDECHG'
B34'LECTUREMETHODATTITUDECHG'
B35'CASESTUDYATTITUDECHG'
B36'TVLECTUREATTITUDECHG'
B37'FILMVIEWINGATTITUDECHG'
B38'VIDEOTAPE/DISCATTITUDECHG'
B39'ROLEPLAY:NORECORDATTITUDECHG'
B40'ROLEPLAY:VIDEOTAPEATTITUDECHG'
B41'BEHAVIORALMODELATTITUDECHG'
B42'CAIATTITUDECHG'
B43'BUSINESSGAMESATTITUDECHG'
B44'BUSINESSGAMES:CAIATTITUDECHG'
B45'SENSITIVITYTRAINATTITUDECHG'
B46'HOMESTUDYATTITUDECHG'
B47'READINGLISTSATTITUDECHG'
B48'INBASKETATTITUDECHG'
B49'CONF/DISCUSSIONINTERSKILLS'
B50'LECTUREMETHODINTERSKILLS'
B51'CASESTUDYINTERSKILLS'
B52'TVLECTUREINTERSKILLS'
B53'FILMVIEWINGINTERSKILLS'
B54'VIDEOTAPE/DISCINTERSKILLS'
B55'ROLEPLAY:NORECORDINTERSKILLS'
B56'ROLEPLAY:VIDEOTAPEINTERSKILLS'
B57'BEHAVIORALMODELINTERSKILLS'
B58'CAIINTERSKILLS'
B59'BUSINESSGAMESINTERSKILLS'
B60'BUSINESSGAMES:CAIINTERSKILLS'
B61'SENSITIVITYTRAININTERSKILLS'
B62'HOMESTUDYINTERSKILLS'
B63'READINGLISTSINTERSKILLS'

B64'INBASKETINTERSKILLS'
B65'CONF/DISCUSSIONPSOLVESKILLS'
B66'LECTUREMETHODPSOLVESKILLS'
B67'CASESTUDYPSOLVESKILLS'
B68'TVLECTUREPSOLVESKILLS'
B69'FILMVIEWINGPSOLVESKILLS'
B70'VIDEOTAPE/DISCPSOLVESKILLS'
B71'ROLEPLAY:NORECORDPSOLVESKILLS'
B72'ROLEPLAY:VIDEOTAPEPSOLVESKILLS'
B73'BEHAVIORALMODELPSOLVESKILLS'
B74'CAIPSOLVESKILLS'
B75'BUSINESSGAMESPSOLVESKILLS'
B76'BUSINESSGAMES:CAIPSOLVESKILLS'
B77'SENSITIVITYTRAINPSOLVESKILLS'
B78'HOMESTUDYPSOLVESKILLS'
B79'READINGLISTSPSOLVESKILLS'
B80'INBASKETPSOLVESKILLS'
B81'CONF/DISCUSSIONPARTACCPT'
B82'LECTUREMETHODPARTACCPT'
B83'CASESTUDYPARTACCPT'
B84'TVLECTUREPARTACCPT'
B85'FILMVIEWINGPARTACCPT'
B86'VIDEOTAPE/DISCPARTACCPT'
B87'ROLEPLAY:NORECORDPARTACCPT'
B88'ROLEPLAY:VIDEOTAPEPARTACCPT'
B89'BEHAVIORALMODELPARTACCPT'
B90'CAIPARTACCPT'
B91'BUSINESSGAMESPARTACCPT'
B92'BUSINESSGAMES:CAIPARTACCPT'
B93'SENSITIVITYTRAINPARTACCPT'
B94'HOMESTUDYPARTACCPT'
B95'READINGLISTSPARTACCPT'
B96'INBASKETPARTACCPT'
C1'REACTION:COURSEEVALUATIONIMP'
C2'REACTION:TRAINSTAFFCOMMENTSIMP'
C3'REACTION:TRAINEEFEEDBACKIMP'
C4'REACTION:SUPERVISORFEEDBACKIMP'
C5'REACTION:OTHERIMP'
C6'LEARNING:KNOWLEDGETESTSIMP'
C7'LEARNING:PERFORMANCETESTSIMP'
C8'LEARNING:PRE/POSTMEASURESIMP'
C9'LEARNING:TRAINING/CONTROLIMP'
C10'LEARNING:OTHERIMP'
C11'OTJBEHAVIOR:SUPERVISORSIMP'
C12'OTJBEHAVIOR:COWORKERSIMP'
C13'OTJBEHAVIOR:SUBORDINATESIMP'
C14'OTJBEHAVIOR:CUSTOMERSIMP'
C15'OTJBEHAVIOR:EMPLOYEEIMP'
C16'OTJBEHAVIOR:OTHERIMP'
C17'RESULTS:BOTTOMLINEIMP'
C18'REACTION:COURSEEVALUATIONFREQ'
C19'REACTION:TRAINSTAFFCOMMENTSFREQ'
C20'REACTION:TRAINEEFEEDBACKFREQ'
C21'REACTION:SUPERVISORFEEDBACKFREQ'
C22'REACTION:OTHERFREQ'
C23'LEARNING:KNOWLEDGETESTSFREQ'


C24'LEARNING:PERFORMANCETESTSFREQ'

C25'LEARNING:PRE/POSTMEASURESFREQ'

C26'LEARNING:TRAINING/CONTROLFREQ'

C27'LEARNING:OTHERFREQ'

C28'OTJBEHAVIOR:SUPERVISORSFREQ'

C29'OTJBEHAVIOR:COWORKERSFREQ'

C30'OTJBEHAVIOR:SUBORDINATESFREQ'

C31'OTJBEHAVIOR:CUSTOMERSFREQ'

C32'OTJBEHAVIOR:EMPLOYEEFREQ'

C33'OTJBEHAVIOR:OTHERFREQ'

C34'RESULTS:BOTTOMLINEFREQ'

D1'INDUSTRYCATEGORY'

D2'ANNUALSALES'

D3'TOTALNUMBEROFEMPLOYEES'

D4'NUMBEROFSALESPERSONS'

D5'NUMBEROFTRAININGDEPTEMPLOYEES'

D6'READTRADEJOURNAL'

VALUELABELS
A1TOA34
0'NEVER'1'SELDOM'2'SOMETIMES'
3'OFTEN'4'ALMOSTALWAYS'
B1TOB96
1'NOTEFFECTIVE'2'LIMITEDEFFECTIVENESS'

3'MODERATELYEFFECTIVE'4'QUITEEFFECTIVE'
5'HIGHLYEFFECTIVE'

C1TOC17
0'NOTIMPATALL'1'SLIGHTLYIMP'

2'MODERATELYIMP'3'VERYIMP'4'EXTREMELYIMP
C18TOC34
0'NEVER'1'SELDOM'2'SOMETIMES'

3'OFTEN'4'ALMOSTALWAYS'
D1
01'RETAIL/WHOLESALESERIVICES'

02'CONSUMERGOODSMFG'
03'INDUSTRIALGOODSMFG'

04'FINANCE/INS/REALESTATE'

D6
0'NO'1'YES'

MISSINGVALUES
A1TOA34(MISSING=0)
C5C10C16C22C27C33(MISSING=0)