A comparison of the sales management training practices of smaller and larger organizations

A comparison of the sales management training practices of smaller and larger organizations Recognizing the importance of the sales manager to the success of the organization, researchers are beginning to focus attention on the sales manager. Presents the results of an exploratory study designed to isolate differences in the training of sales managers in smaller and larger organizations. Specifically addresses training approaches, leaders, methods, environments, and content. Provides a discussion of the findings with managerial implications and future research direction. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business & Industrial Marketing Emerald Publishing

A comparison of the sales management training practices of smaller and larger organizations

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Publisher
Emerald Publishing
Copyright
Copyright © 1996 MCB UP Ltd. All rights reserved.
ISSN
0885-8624
DOI
10.1108/08858629610117152
Publisher site
See Article on Publisher Site

Abstract

Recognizing the importance of the sales manager to the success of the organization, researchers are beginning to focus attention on the sales manager. Presents the results of an exploratory study designed to isolate differences in the training of sales managers in smaller and larger organizations. Specifically addresses training approaches, leaders, methods, environments, and content. Provides a discussion of the findings with managerial implications and future research direction.

Journal

Journal of Business & Industrial MarketingEmerald Publishing

Published: Apr 1, 1996

Keywords: Large companies; Sales management; Small firms; Training management

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