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Needs Assessment and Evaluation in Sales-Training Programs

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References

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1979The Systems Approach1,350 cited
1975Techniques for Evaluating Training Programs1,236 cited
1986Training in Organizations: Needs Assessment, Development, and Evaluation1,065 cited
1960Annual Review of Psychology950 cited
1989KIRKPATRICK'S LEVELS OF TRAINING CRITERIA: THIRTY YEARS LATER722 cited
1978Applied Psychology in Personnel Management663 cited
1983Developing and Training Human Resources in Organizations583 cited
1980Training in Work Organizations538 cited
1976Psychology of work behavior318 cited
1971Personnel Training and Development311 cited
2014The Psychology of Work Behavior309 cited
1988A SURVEY OF MANAGEMENT TRAINING AND EDUCATION PRACTICES IN U.S. COMPANIES227 cited
1978Training Needs Analysis: Review and Critique145 cited
2014Human Performance and Productivity83 cited

Cited by

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1996Examining the Role of Organizational Variables in the Salesperson Job Satisfaction Model198 cited
2000Business Marketing Comes of Age: A Comprehensive Review of the Literature154 cited
2016The Role of the Sales-Service Interface and Ambidexterity in the Evolving Organization105 cited
2001Managing Culturally Diverse Buyer-Seller Relationships: The Role of Intercultural Disposition and Adaptive Selling in Developing Intercultural Communication Competence94 cited
2005Determinants of sales manager job satisfaction. An analysis of Spanish industrial firms78 cited
2002Marketing channel management and the sales manager73 cited
2003Investigating Interrelationships among Sales Training Evaluation Methods59 cited
2013Training needs assessment: where we are and where we should go58 cited
2000The perceived importance of sales managers’ rewards: a career stage perspective57 cited
2005A Three-Stage Model for Assessing and Improving Sales Force Training and Development51 cited
2002An Exploratory Model and Initial Test of the Influence of Firm Level Consulting-Oriented Sales Force Programs on Sales Force Performance46 cited
2015Sales training: A state of the art and contemporary review40 cited
1993Shortcomings of sales training programs37 cited
1999Sales Training Evaluation Model (STEM)36 cited
2003Managerial perceptions of sales training and performance34 cited
2001An Utility Based Framework for Evaluating the Financial Impact of Sales Force Training Programs32 cited