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

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.

Citation

Shepherd, C.D. (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