Training and continuing education are necessary. Todayâ€™s rapid changes in society
and in economy require â€œconstant learningâ€. In addition to federal expenditures
spends the private sector more and more money on (continuing) education of their
employees. Besides several influencing factors the fluctuation is increasing this ten-
dency. The demanded flexibility of the people (see (Brunner, 2006, S. 1)) involves
increased job hopping of the employees. Companies have to fill certain jobs more of-
ten too which involves breaking in these new members of staff. Typically for this situ-
ation are salesmen.
But also bigger rearrangements within companies are more frequently necessary.
New machinery, processes, restructuring, etc. are forcing the education of whole de-
partments. One example is the implementation of new software. At the beginning, all
employees are trained. But also later on new employees have to be trained too. This
situation in combination with a typical fluctuation job like salesman makes it quite
clear why continuous training is inevitable.
As education needs time and money it is questioned, whether these factors can be
influenced, or not. Often the trainings are standardized. An adjustment to individual
requirements is most likely not possible. But there is another starting point. People
who do the same job may have common and typical characteristics. To be more pre-
cisely: Do they have shared characteristics in terms of competences, learning beha-
vior, educational background, etc. If they do, is it possible to create a standardized
and perseverative training on them?
Previously of a real training, competences, knowledge and addiction of the partici-
pants are collected, measured and analyzed. Out of it certain personal attributes of
the tested persons are filtered in order to determine which learning or training method
would theoretically most suitable.
After a predefined time period after the training evaluating data are collected. The
analysis of them in combination with the previously received data shall bring up in-
formation about optimization possibilities which will be discussed in detail within this