Sales Technology Applications: Interactive Video Technology in Sales Training: A Case Study

Interactive video (IV), a new technology for training, has had a recent surge in popularity. The use of interactive video technology has been reported to reduce training costs, increase quality, and decrease the amount of time required for training. The major characteristics of this new technology are presented. A state-of-the-art application of an IV system for sales training developed at BellSouth Services is discussed. The results confirm that IV is a promising new sales training tool.     

Sales Training: Salespeople's Preparedness and Managerial Implications

Abstract

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.     

Sales Technology Applications: Self-Paced Video Enhanced Training: A Case Study

Video enhanced sales training (VET) is being adopted by a substantial number of firms. The reported advantages of video enhanced programs are lower costs and results-oriented training. The major characteristics and applications of this sales training technology are presented. The application of video enhanced training at Motorola Inc. is described. Results indicate that video enhanced training is a promising technological application that improves sales training effectiveness.     

Immigrant Skill Utilization: Trends and Policy Issues

Since 1996, the problem of underutilization of immigrant skills in Canada has grown significantly. University-educated immigrants are more numerous, and census analysis shows their access to skilled occupations in the professions and management decline between 1996 and 2006. The decline in access since 2001 coincided with increased program efforts, including foreign credential assessment, bridge training, and others. Policy differences among provinces, or in occupational groups targeted, also have had little impact on aggregate trends. The value (in today’s dollars) of work lost to the Canadian economy grew from about $4.80 billion annually in 1996 to about $11.37 billion in 2006.     

Investigating Interrelationships among Sales Training Evaluation Methods

Today numerous training options are available to sales organizations, and sales training teams use various means to report training effectiveness. This study utilizes Kirkpatrick’s (1959; 1960) training evaluation model and examines the interrelationships among its four levels of sales training evaluation (i.e., reactions, knowledge acquisition, behavior change, and organizational outcomes). Empirical results indicate that sales trainees’ use of training materials at work is positively related to achieving sales training outcomes, including improving (1) organizational commitment, (2) sales effectiveness, and (3) customer relations. Furthermore, trainees who had positive reactions to training were more likely to learn the material, and trainees with higher levels of knowledge retention were more likely to apply the material in the work environment. Implications are discussed that may aid sales firms to better evaluate training solutions provided by vendors and to develop more effective and accountable sales training efforts.     

The Future of Sales Training: Challenges and Related Research Questions

This paper discusses four key challenges and related research questions that will be critical to the future success of sales training in three major areas: content development, delivery, and evaluation. The four challenges are the changing roles of salespeople, the intensified emphasis on accountability, the enhancement of technological capabilities, and the importance of cultural diversity. To examine these issues and develop future research questions, the paper draws from reports of industry practices and academic literature in sales training, the sales/service interface, customer-oriented selling, social media, self-directed learning, and multicultural communications competency.     

Responsible Alcoholic Beverages Sales and Services Training Intervention in Cape Town: A Pilot Study

The aim of this study was to pilot a responsible beverage service intervention in order to reduce alcohol-impaired road use. The sample included 20 shebeens including 10 licensed and 10 unlicensed establishments chosen from a list of alcohol serving establishments in Gugulethu, Cape Town. The study examined whether changes in knowledge, attitudes, and behaviour of servers as well as BAC levels of patrons occurred as a result of receiving server intervention training. Results indicate that the training programme was effective in changing serving practices consistent with the techniques and strategies emphasized in the training. However, the breathalyser results for baseline and follow-up, respectively, in the intervention and control group did not show differences among patrons. It is recommended that mandatory server training be introduced in South Africa for licensed establishments and develop an incentive system to encourage voluntary use of server training for unlicensed establishments.     

Sales Training and Education: Tracking Academic Research in Selling and Sales Management: Authors,Authorships, Academic Institutions,and Journals

This study examines and tracks the extent of selling and sales management research from 1993–1997. Two hundred and sixty- six published journal articles representing sixteen journals are examined to identify where and when selling and sales management researchers received their doctoral training, their employment location at time of publication, regional trends in the location of these researchers, and a count by-journal of selling and sales management articles that have appeared during the time period. A total of 280 individual authors from 175 different colleges and universities are included in the study. Overall, the general trends for scholarly activity in selling and sales management appear to be robust when compared to prior studies of sales research productivity.     

An Exploratory Model and Initial Test of the Influence of Firm Level Consulting-Oriented Sales Force Programs on Sales Force Performance

This study investigates several proposed relationships between consulting-oriented sales force programs and long run growth of industrial organizations. To operationalize the proposed model, the work introduces twenty-two new measures of consulting-oriented sales programs. Relationships are tested using a sample of industrial sales managers and corresponding, longitudinal firm performance data. Initial consulting-oriented sales training is the strongest influence on firm performance. Evidence suggests combining this training with consulting-oriented ongoing training, evaluation, and compensation programs.     

Sales Force Activities and Marketing Strategies in Industrial Firms: Relationships and Implications

This study explores the role of the sales force in formulating and executing marketing strategies. Specifically, the relationships between sales force activities such as providing information about customer needs, hiring and training salespeople, and assessing new market segments and four marketing strategies (market penetration, product development, market development, diversification) are examined. Results indicate that the use of sales force activities is related to a firm's strategic choices, and that the relationships vary by firm size and type of offering.     

An Update on the Status of Sales Management Training

Over the past several years, there have been significant changes that have affected the sales function and the needed competencies of sales managers. Unfortunately, there has been no recent research investigating the status of sales management training practices. The purpose of the present study is to investigate current practices of sales management training programs in terms of delivery and content. Our results indicate that training occurs at early stages in managers’ careers, remote training technologies are frequently used, and significant gender differences in training perceptions exist. Limitations and future research directions are provided, as are management implications.     

A Classification of Industrial Buyers: Implications for Sales Training

Abstract

Organizational buyer behavior literature, although abundant, tends to provide little help to sales practitioners in the way of identifying what kinds of buyers salespeople might encounter. This information should be especially useful in preparing sales personnel to call on prospects—they could tailor their sales call strategy to the kind of customer they call on. Little published research, however, has explored the kinds of industrial buyers. This paper (a) reports the results of a study that examined industrial buyer types, and (b) discusses sales training implications of dealing with each kind of buyer identified in the investigation.     

Eclectic Sales Management: Strategic Response to Trends in the Eighties

Abstract

Future sales managers will need more eclectic managerial training if they are to adapt successfully to developing trends in the marketing environment.     

Socialization Communication,Organizational Citizenship Behaviors,and Sales in a Multilevel Marketing Organization

Multilevel marketing organizations (MLMs) are a rapidly growing but often controversial marketing organizational type boasting nearly 10 million members and over $20 billion in annual sales. The success of the MLM business model rests largely on forming cooperative social networks of member distributors. Socialization of new members to the norms and values of the MLM plays a key role in eliciting that cooperative behavior. However, the member cooperation that produces successful networks may inhibit the financial performance of individual distributors. Drawing upon social identity theory, this study investigates whether communication of the MLM’s behavioral norms during the socialization of members affects the degree to which members cooperate with each other and how that cooperation affects the sales performance of individual distributorships. The results of a survey of MLM members suggest that both effects occur. Socialization communication positively affects member cooperation, which produces direct and indirect effects on sales. Cooperation, measured by several organizational citizenship behaviors, exerts a positive direct effect on sales, but a negative indirect effect when the relationship is mediated by group cohesion.     

Prioritizing Sales Force Decision Areas for Productivity Improvements using a Core Sales Response Function

The time and budgets that managers can devote to enhancing sales force productivity are limited, so sales managers must decide where it is worthwhile to invest in productivity improvements—to improve salespeople’s current effort allocation, realign territories, enhance sales force sizing, or provide more training. To prioritize these alternatives, management must assess the outcomes of investments on the basis of a common metric—profit. This paper proposes to estimate a core sales response function that allows for quantifying the profits derived from each possible action and demonstrates the benefits of this approach through an actual case study.     

An Utility Based Framework for Evaluating the Financial Impact of Sales Force Training Programs

Limited attention has been devoted to the financial evaluation of sales training programs. In response to this shortcoming, this research proposes a sales training evaluation framework that integrates economic utility theory with Kirkpatrick's (1959a, 1959b, 1960a, 1960b) four-level training evaluation model. The proposed utility theory framework is tested using data derived from a sales training program conducted in Egypt. After performing the economic evaluation, sensitivity analysis is employed to demonstrate the financial trends of varying key training program variables. The paper concludes with discussions of theoretical and managerial implications, research limitations, and recommendations for future research.     

An Experimental Investigation of Efforts to Improve Sales Students' Moral Reasoning

This article reports the findings of a study that attempts to determine if sales students' moral reasoning skills (Level of Cognitive Moral Development) can be improved through training. A pretest-treatment-posttest design is used. Furthermore, an examination of gender differences in moral reasoning is conducted.

The results indicate that students' moral reasoning can be improved with classroom exercises. Evidence also suggests that females reason at higher levels of moral development than do males, though there appears to be no differential effect of ethics training on the moral reasoning skills between males and females. Implications are provided for both higher education and sales organizations.     

Washington rises: public financial support for intellectual disability in the United States, 1955-2004

Public financial support for intellectual disability in the United States grew from 2.3 billion in 1955 to 82.6 billion in 2004, and the federal government emerged during this period as the principal provider of such support. Notwithstanding this unprecedented growth in financial support, many inequities persist today in the distribution of financial resources and services across states, communities, families and to individual disabled consumers. Moreover, tens of thousands of persons with intellectual disabilities continue to live in institutions and nursing homes, waiting lists and aging caregivers are growing rapidly, and family support and supported employment programs receive limited funding. Research and training support has declined significantly in comparison to the growing financial commitments for services and income maintenance. To address these and other issues, the author suggests commissioning a new "President's Panel on Intellectual Disability" modeled on President Kennedy's landmark 1961 Panel on Mental Retardation. The new panel would be appointed during the first months of the new presidential administration in 2009 and deliver its report to the President in 2011, commemorating the 50(th) anniversary of the original President's Panel.     

Selling and Sales Management in Action: Attitudes and Applications of Quotas by Sales Executives and Sales Managers

A survey of 186 sales managers and executives revealed that in setting sales quotas, factors such as the sales territory and the support provided by the manager were considered more important than the past performance of the sales representative. As would be expected, in an inspection of general opinions about sales quotas, the managers demonstrated a preference for linking the sales quota to the compensation of the salesperson.     

The Impact of Realistic Job Previews and Perceptions of Training on Sales Force Performance and Continuance Commitment: A Longitudinal Test

This study uses a an adaptation of the Dubinsky et al. (1986) socialization framework to test the impact of realistic job previews and perceptions of training on sales force performance and continuance commitment. Seven hundred sixty-two insurance salespeople in 54 companies were surveyed four times over a two-year period. The findings indicate that the socialization of new recruits should be focused on two parallel tracks: factors that primarily influence performance and those that primarily influence turnover.