The Training of Sales Managers: An Exploratory Study of Sales Management Training Practices

In recent years increasing interest has been shown in researching the sales management position. However, little research exists describing the training of sales managers. This article reports the results of an empirical study of national sales training executives (members of the National Society of...

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Bibliographic Details
Published in:The Journal of personal selling & sales management 1995-01, Vol.15 (1), p.69-74
Main Authors: Shepherd, C. David, Ridnour, Rick E.
Format: Article
Language:English
Subjects:
Job training
Management training
Marketing
Personal selling
Questionnaires
Sales management
Sales personnel
Selling and Sales Management in Action
Time management skills
Training
Training devices
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Summary:In recent years increasing interest has been shown in researching the sales management position. However, little research exists describing the training of sales managers. This article reports the results of an empirical study of national sales training executives (members of the National Society of Sales Training Executives-NSSTE) which focused on current practices used in the training of sales managers in American businesses. Additionally, the study addressed the content of that training. A discussion of the findings with managerial implications and future research directions is provided.
ISSN:0885-3134
DOI:10.1080/08853134.1995.10754012