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| Author: | Honeycutt Jr, E.D. Howe, V. Ingram, T.N. |
| Title: | Shortcomings of sales training programs. (Sales Management, Berufsausbildung) |
| Journal: | Industrial Marketing Management
1993 : VOL. 22:2, p. 117-123 |
| Index terms: | |
| Freeterms: | VERKAUFSABTEILUNG |
| Language: | eng |
| Abstract: | Given the importance of sales training and the significant allocation of corporate resources to the activity, companies are demanding more accountability for the funds invested in the sales force. This study attempts to add to the limited body of literature regarding objective setting in sales training programs. A further understanding of this process can enhance the effectiveness of sales training programs and provide a more efficient means of evaluating the results of the firm's sales training efforts. |
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