haku: @indexterm training / yhteensä: 1335
viite: 202 / 1335
| Tekijä: | Lupton, R. |
| Otsikko: | Sales training evaluation model (STEM): a conceptual framework |
| Lehti: | Industrial Marketing Management
1999 : JAN, VOL. 28:1, p. 73-86 |
| Asiasana: | INDUSTRIAL MARKETING MANAGEMENT TRAINING |
| Kieli: | eng |
| Tiivistelmä: | Sales training methodologies have one main objective: to develop a productive salesperson. The challenges to sales managers, as presented in recent marketing literature, are numerous. Incomplete understanding by sales managers about the relationship of different training methodologies available and the ability to measure effectiveness is particularly problematic. The authors introduce a conceptual framework called the Sales Training Evaluation Model (STEM). |
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