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.
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.
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.
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.
The objective of this study is to address the diplomatic and economic implications of the participation of Latin America and the Caribbean (LAC) countries in the Belt and…
The objective of this study is to address the diplomatic and economic implications of the participation of Latin America and the Caribbean (LAC) countries in the Belt and Road Initiative (BRI).
The study examines official documents related to the BRI and LAC's signing of the Memorandum of Understanding within the framework of the BRI (MoUs) in order to look into what it means to join the BRI. Additionally, it also introduces the findings of articles in Asian Education and Development Studies' current issue published in 2020.
In LAC, the BRI does not represent a new policy, but rather the updating and rebranding of a pre-existing one. The BRI primarily consists of an official discursive framework which aims to build a coherent narrative for a wide range of different projects and policies geared toward the improvement of connectivity with China through the development of trade and investments. However, most of these projects were implemented prior to the BRI. Pragmatism lies at the core of this framework which neither has a regulated accession process nor any binding effects. As a result, the signing the MoU represents, foremost, a diplomatic mise-en-scène. The study operates under the belief that BRI membership is not dichotomous; rather, it must be observed in terms of the countries' level of participation. In line with this, the implementation of a generalized BRI policy in LAC countries would not be advisable. Moreover, it must be noted that the BRI's reach to Latin America can be rather problematic due to the fact that the latter was not initially a participant.
The study aims to explore the significance of the BRI beyond the official discourse and discuss the involvement of LAC countries in it. Scholars studying the BRI in other regions have noted that there is not enough information on this policy in the context of LAC.
Qualitative results of a benchmarking process in logistics areas between companies operating in Argentina are presented. A description of the main logistics processes reengineered by these companies is done and some inferences are taken from the study. The companies are finally analyzed according to another benchmarking process generated in Michigan State University, which leads to a discussion on how companies can be characterized as world class in emerging countries.