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Satisfaction with sales manager training ‐ Design and implementation issues

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References

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1971Designing training and development systems73 cited
1991Needs Assessment and Evaluation in Sales-Training Programs

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2008What are the Characteristics of an Effective Sales Manager? an Exploratory Study Comparing Salesperson and Sales Manager Perspectives93 cited
2005Determinants of sales manager job satisfaction. An analysis of Spanish industrial firms78 cited
2013Sales manager support: fostering emotional health in salespeople59 cited
2012Sales Manager Behavior-Based Control and Salesperson Performance: The effects of Manager Control Competencies and Organizational Citizenship Behavior54 cited
2009The effect of selling strategies on sales performance38 cited
2018The sales manager as a unit of analysis: a review and directions for future research37 cited
2021The Matthew effect in talent management strategy: reducing exhaustion, increasing satisfaction, and inspiring commission among boundary spanning employees34 cited
2006Sales Force Involvement in Product Design: The Influence on the Relationships Between Consulting-Oriented Sales Management Programs and Performance18 cited
2006Global sales training: In search of antecedent, mediating, and consequence variables16 cited
2011Sales manager training practices in small and large firms15 cited
2017Sport Ticket Sales Training: Perceived Effectiveness and Impact on Ticket Sales Results14 cited
2021Evaluating Sales Training Effectiveness at the Reaction and Learning Levels6 cited
2025Salesperson pricing discretion: Exploring the contingent effects and customer outcomes6 cited