TY  - JOUR
AB  - 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.
VL  - 11
IS  - 2
SN  - 0885-8624
DO  - 10.1108/08858629610117152
UR  - https://doi.org/10.1108/08858629610117152
AU  - Shepherd C. David
PY  - 1996
Y1  - 1996/01/01
TI  - A comparison of the sales management training practices of smaller and larger organizations
T2  - Journal of Business & Industrial Marketing
PB  - MCB UP Ltd
SP  - 37
EP  - 46
Y2  - 2024/04/24
ER  -