Sales Training: Salespeople's Preparedness and Managerial Implications |
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Authors: | Alan J. Dubinsky William A. Staples |
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Affiliation: | 1. Assistant Professor of Marketing University of Kentucky;2. Associate Professor of Marketing University of Houston at Clear Lake City |
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Abstract: | AbstractSalespeople 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. |
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