Article2001

Satisfaction with sales manager training ‐ Design and implementation issues

22 citations0/0 files storedEuropean Journal of Marketing

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Human Resource Development and Performance Evaluation Management and Marketing Education Competency Development and Evaluation

Abstract

States that little empirical work is available as a guide in the design and implementation of sales manager training programs. Examines the relationship between trainee satisfaction with sales manager training (a measure for training effectiveness) and the format, site, instructor, instructional method, and content of the program. Reports results of a survey of sales managers in field sales organizations. Indicates that training satisfaction is associated with all five issues. Offers direct implications for enhancing sales manager training programs.

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1977Estimating Nonresponse Bias in Mail Surveys 1964Work and motivation 2009Evaluating Training Programs : The Four Levels 1977Marketing Research: Methodological Foundations 1992Training and Development in Work Organizations 1989KIRKPATRICK'S LEVELS OF TRAINING CRITERIA: THIRTY YEARS LATER 1991Training in Organizations 2021Sales Force Management

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