Read the case below and fill out the table in the worksheet.

About the Company

Maersk Line, a division of A.P. Moller - Maersk Group, is one of the leading liner shipping companies in the world, serving customers all over the globe with a fleet of more than 600 vessels with a capacity of more than 3.8 million TEU (Twenty-foot Equivalent Unit.) It is considered the largest container shipping company in the world by revenue and employs approximately 25,000 people.

A.P. Moller - Maersk has gained certification as an Authorized Economic Operator (AEO) by the European Union as one of the first in the industry. Maersk Line offers a suite of applications designed to support the ocean transportation processfrom planning and ordering, to managing documentation and tracking the shipments progress.

The Companys Needs & Challenges

Maersk Line wanted to evaluate its sales training program. The target audience of the training included approximately 750 Sales Executives and Sales Support personnel (including Inside and External Sales.) The audience also included fresh recruits to the Sales division and existing employees with an identified developmental need. The group of Sales Executives comprise employees from Telesales, Inside Sales and External Sales (including key clients.)

The purpose of the sales training is to elicit information through appropriate questions posed to the customer and to assist the sales personnel in:

- Separating genuine leads from false ones

- Qualifying profitable and probable winning opportunities

- Enhancing Sales Executives understanding of customers

- Preparing a more targeted value proposition

- Providing better service to Maersks customers

- Identifying opportunities to up-sell and cross-sell

Besides sales personnel, the training also assists Sales Managers to:

- Coach the sales force per an individual Development Action Plan (DAP)

- Provide specific and relevant feedback to sales personnel on tasks associated with the learning

As an HRD professional who provides this training program, how would you apply the Kirkpatrick Evaluation Model to evaluate the outcome of the training?

Level	Explanation	Evaluation Design
Level 1 ( )
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