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Shortcomings of sales training programs · Study

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ArticleShortcomings of sales training programs

Earl D. Honeycutt1993

Article1993

Shortcomings of sales training programs

Earl D. Honeycutt · Vince Howe · Thomas N. Ingram

37 citations·0/0 files stored·Industrial Marketing Management

No readable copy stored yet — this record is metadata only.

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

Abstract

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Citations in this library

Stored only when both papers are in the corpus — 37 citations exist upstream.

References

1977Estimating Nonresponse Bias in Mail Surveys 1977Estimating Nonresponse Bias in Mail Surveys 1962Preparing Instructional Objectives 1986Training in Organizations: Needs Assessment, Development, and Evaluation 1983Developing and Training Human Resources in Organizations 1980Training in Work Organizations 2021Sales Force Management 1976Psychology of work behavior

Cited by

2002An Exploratory Model and Initial Test of the Influence of Firm Level Consulting-Oriented Sales Force Programs on Sales Force Performance 1999Sales Training Evaluation Model (STEM)2001Building and Assessing Cultural Diversity Skills:2003Managerial perceptions of sales training and performance 1997National account management sales training and directions for improvement: A focus on skills/abilities 2007Sales trainer roles, competencies, skills, and behaviors: A case study 1997Sales Training and Education : An Empirical Investigation of Sales Management Training Programs for Sales Managers 2010An Update on the Status of Sales Management Training

Details

Year1993

Typearticle

Published1993-05-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations37

Files0 public / 0

ShelfHuman Resource Development and Performance Evaluation

Identifiers

doi10.1016/0019-8501(93)90037-8

openalex_workW2152096576

Links

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