haku: @indexterm training / yhteensä: 1335
viite: 129 / 1335
| Tekijä: | Román, S. Ruiz, S. Munuera, J.L. |
| Otsikko: | The effects of sales training on sales force activity |
| Lehti: | European Journal of Marketing
2002 : VOL. 36:11-12, p. 1344-1366 |
| Asiasana: | Effectiveness Performance appraisal Salespeople Training |
| Kieli: | eng |
| Tiivistelmä: | This study examines the effects of sales force performance and customer orientation in the context of small and medium-sized companies (SMEs). The results give empirical evidence of the importance of sales training investment as a means of increasing sales performance. However, more training investment does not imply higher levels of customer-oriented selling. |
SCIMA