| Tekijä: | Erffmeyer, R. C. |
| Otsikko: | Sales training practices: a cross-national comparison. |
| Lehti: | International Marketing Review
1993 : VOL. 10:1, p. 45-59 |
| Asiasana: | MIDDLE EAST SALES MANAGEMENT SAUDI ARABIA TRAINING |
| Kieli: | eng |
| Tiivistelmä: | The aftermath of the 1990 Middle East war and the region's subsequent exposure to Western technologies and lifestyles has contributed to an accelerated opening up of Arabic culture to Western ideas. Changing market conditions have helped increase the importance of many marketing functions and, in particular, personal selling. Given the increased importance of personal selling in a high context culture, such as that of Saudi Arabia, the development of a qualified salesforce should significantly improve a firm's competitive position. The exploratory study examined the extent to which sales training philosophies and practices differ between Saudi Arabia and the United States. |
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