A comparison of the sales management training practices of smaller and larger organizations

C. David Shepherd (Department of Marketing, University of Tennessee at Chatanooga, Tennessee, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Publication date: 1 April 1996

Abstract

Recognizing the importance of the sales manager to the success of the organization, researchers are beginning to focus attention on the sales manager. Presents the results of an exploratory study designed to isolate differences in the training of sales managers in smaller and larger organizations. Specifically addresses training approaches, leaders, methods, environments, and content. Provides a discussion of the findings with managerial implications and future research direction.

Keywords

Citation

Shepherd, C. (1996), "A comparison of the sales management training practices of smaller and larger organizations", Journal of Business & Industrial Marketing, Vol. 11 No. 2, pp. 37-46. https://doi.org/10.1108/08858629610117152

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Publisher

:

MCB UP Ltd

Copyright © 1996, MCB UP Limited

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