Sales Training: Salespeople's Preparedness and Managerial Implications

Sales Training: Salespeople's Preparedness and Managerial Implications

Salespeople use a variety of selling techniques in their jobs. Little published research, however, has examined how adequately sales training programs prepare sales personnel to employ these techniques. This paper reports the results of a survey that focused on salespeople's adequacy of prepara...

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Veröffentlicht in:The Journal of personal selling & sales management 1981-10, Vol.2 (1), p.24-31
Hauptverfasser: Dubinsky, Alan J., Staples, William A.
Format: Artikel
Sprache:eng
Schlagworte:
Direct sales
Job training
Marketing
Marketing strategies
Personal selling
Sale closings
Sales management
Sales personnel
Sales presentations
Training
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Zusammenfassung:Salespeople use a variety of selling techniques in their jobs. Little published research, however, has examined how adequately sales training programs prepare sales personnel to employ these techniques. This paper reports the results of a survey that focused on salespeople's adequacy of preparation to utilize various sales techniques. The results of the study lead to several managerial implications about how to improve sales training programs.
ISSN:0885-3134