Journal article
An empirical investigation of sales management training programs for sales managers
The Journal of personal selling & sales management, Vol.17(3), pp.53-66
01 Jul 1997
Abstract
Newly selected sales managers often have problems making a successful transition from personal selling to sales management. Yet, sales management training remains on of the most neglected areas in the personal selling and sales management literature. The three existing studies reveal that most sales managers receive little or no formal training for their sales management roles, and that the training provided often has glaring weaknesses. The availability and characteristics of sales management training programs are investigated from the prospective of sales managers.
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Details
- Title
- An empirical investigation of sales management training programs for sales managers
- Creators
- Rolph AndersonRajiv MehtaJames Strong
- Publication Details
- The Journal of personal selling & sales management, Vol.17(3), pp.53-66
- Publisher
- Taylor & Francis Ltd
- Resource Type
- Journal article
- Language
- English
- Academic Unit
- [Retired Faculty]
- Identifiers
- 991019295313004721