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 of Business & Industrial Marketing – Emerald Publishing
Published: Apr 1, 1996
Keywords: Large companies; Sales management; Small firms; Training management
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