TY  - JOUR
AB  - Purpose The purpose of this paper is to identify in the specialized literature published in the past 20 years about sales training, some elements or key factors that could be applied to the use of information and communication technologies (ICT) as a support for the learning of the detection of business opportunities.Design/methodology/approach This is a study of a documentary nature in which a method of systematic literature review was applied to 132 studies published in journals indexed in Scopus and Scielo on sales training processes. The analysis of the data combined a process of categorization and frequencies statistical analysis.Findings The results highlight the role of ICT and specifically the use of mobile devices to support the strengthening of training in sales in terms of relationship, opportunity and flexibility in communication with the client, the construction of positive emotional environments and experiential/situated training.Originality/value The originality of this study lies in the extraction and interpretation of key factors focused on addressing a guiding question about the relationships between the use of ICT and sales training.
VL  - 52
IS  - 1
SN  - 0019-7858
DO  - 10.1108/ICT-06-2019-0065
UR  - https://doi.org/10.1108/ICT-06-2019-0065
AU  - Torres Hector Augusto
AU  - Chiappe Andres
AU  - Segovia Yasbley
PY  - 2020
Y1  - 2020/01/01
TI  - Sales training and ICT: a literature review
T2  - Industrial and Commercial Training
PB  - Emerald Publishing Limited
SP  - 65
EP  - 80
Y2  - 2024/04/25
ER  -