Potential problems and solutions when hiring and training a worldwide sales team

Abstract

In today’s global economy, increasing numbers of companies are entering the international marketplace. The quality of managerial actions in salesforce hiring and training greatly influences the overall success of the firm. Although most companies attempt to select and train the most appropriate global salespersons, mistakes are difficult to repair and can lead to business failure. Examines selection and training procedures in a global environment, discusses specific problem situations encountered in the field by the authors, and provides guidance to assist sales managers make more successful hiring and training decisions for their worldwide sales team.

Citation

Honeycutt, E.D. and Ford, J.B. (1996), "Potential problems and solutions when hiring and training a worldwide sales team", Journal of Business & Industrial Marketing, Vol. 11 No. 1, pp. 42-54. https://doi.org/10.1108/08858629610112283