Selling and Sales Management in Action: Sales Training: Status and Needs |
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| Authors: | Lawrence B. Chonko John F. Tanner Jr. William A. Weeks |
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| Affiliation: | 1. Lawrence B. Chonko holds his Ph.D. from the University of Houston and is currently the Holloway Professor of Marketing at Baylor University. Professor Chonko has served as editor of the Journal of Personal Selling and Sales Management. He is coauthor of three books- Managing Salespeople, Professional Selling, and Direct Marketing, Direct Selling, and the Mature Consumer. His work has appeared in a number of publications including the Journal of Marketing, Journal of Marketing Research, Academy of Management Journal, Journal of the Academy of Marketing Science, and Journal of Business Ethics.;2. John F. Tanner Jr. (Ph.D., University of Georgia) is the Director of Research of the Center for Professional Selling and Associate Professor of Marketing at Baylor University. He is co-author of two textbooks: Selling: Building Partnerships and Managing Salespeople. His research has appeared in such journals as the Journal of Marketing and Journal of Business Research.;3. William A. Weeks (D.B.A., Indiana University) is the Executive Director of the Center for Professional Selling and Associate Professor of Marketing at Baylor University. Dr. Week's research has appeared in such journals as the Journal of Business Research, Journal of the Academy of Marketing Science, Industrial Marketing, and Psychology in Marketing. |
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| Abstract: | Initial training, continuing education and management development activities continue to receive attention in the industrial sector (Honeycutt and Ford 1991). For example, recent reports indicate that organizations spend upwards of $30 billion annually for training programs involving 15 billion work hours (Huber 1985), with the objective being to improve the profitability of the firms. |
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