Journal article
Sales Training and Education: An Empirical Investigation of Sales Management Training Programs for Sales Managers
The Journal of personal selling & sales management, v 17(3), pp 53-66
01 Jan 1997
Abstract
Newly selected sales managers often have problems making a successful transition from personal selling to sales management. Yet, sales management training remains one of the most neglected areas in the personal selling and sales management literature. In the past thirty-two years, only three studies have been published on this important topic. Findings from these 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. This study is the first to investigate the availability and characteristics of sales management training programs from the perspectives of sales managers.
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29 citations in Scopus
Details
- Title
- Sales Training and Education: An Empirical Investigation of Sales Management Training Programs for Sales Managers
- Creators
- Raymond W. LaForge - University of Louisville HospitalRolph Anderson - Drexel UniversityRajiv Mehta - Loyola University New OrleansJames Strong - University of Akron
- Publication Details
- The Journal of personal selling & sales management, v 17(3), pp 53-66
- Publisher
- Routledge
- Resource Type
- Journal article
- Language
- English
- Academic Unit
- [Retired Faculty]
- Scopus ID
- 2-s2.0-85009545186
- Other Identifier
- 991019173756104721