3. Develop a detailed training-evaluation strategy that Tom can present to Cathy, which would provide evidence of the effectiveness of a particular training technique.

Hutchinson Inc. is a large insurance brokerage firm operating out of Seattle, Washington.
The company was founded in 1922 by John Hutchinson, Sr., great-grandfather of the current president. Hutchinson offers a complete line of insurance services for both individuals and business firms. As is true with other insurance companies, Hutchinson emphasizes sales. In fact, more than half of all corporate employees are involved in sales to some degree.
Because the sales activity is so important to Hutchinson, the company spends a considerable amount of time, effort, and money in sales training. Its training director, Tom Jordan, is constantly on the lookout for new training techniques that can improve sales and profits. He recently uncovered one that he had never heard of before, but which seemed to have some promise. He immediately scheduled a meeting with his boss, Cathy Archer, vice president for human resources at Hutchinson, to discuss the possibility of sending some salespeople to this new training course.