haku: @freeterm PERSONALAUSBILDUNG, VERKAUFSABTEILUNG / yhteensä: 1
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| Tekijä: | Honeycutt, E. D. Ford, J. B. Tanner, J. F. |
| Otsikko: | Who trains salespeople? The role of sales trainers and sales managers (Sales Management, innerbetriebliche Zusammenarbeit) |
| Lehti: | Industrial Marketing Management
1994 : FEB, VOL. 23:1, p. 65-70 |
| Asiasana: | |
| Vapaa asiasana: | PERSONALAUSBILDUNG, VERKAUFSABTEILUNG |
| Kieli: | eng |
| Tiivistelmä: | This study examines the roles played by sales managers and sales trainers in the sales training process. Sales trainers claimed to be responsible for sales training in large companies, but did not seek inputs from field sales managers when planning, conducting, and evaluating training programs. In smaller firms, sales managers are totally resposible for sales training. However, they conduct little evaluation and follow-up activites. The implications are discussed, and suggestions for managerial actions are provided. |
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