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Sales Training and Education : Some Assumptions about the Effectiveness of Sales Training
15 references·0 citing·36 second hop
Sales Training and Education : Some Assumptions about the Effectiveness of Sales Training (1996)Sales Training and Education : Some Assum…Usage and Perceived Effectiveness of High-Tech Approaches to Sales Training (2013)Usage and Perceived Effective…Sales Force Management (2013)Sales Force ManagementAn Evaluation of Sales Training in the U.S. Banking Industry (2013)An Evaluation of Sales Traini…Marketing management: analysis. planning. implementation and control (2000)Marketing management: analysi…Who trains salespeople? (1994)Who trains salespeople?Strategic Human Resource Management (1993)Strategic Human Resource Mana…Shortcomings of sales training programs (1993)Shortcomings of sales trainin…Needs Assessment and Evaluation in Sales-Training Programs (1991)Needs Assessment and Evaluati…Sales Management: Analysis and Decision-making (1989)Sales Management: Analysis an…Evaluating sales training programs (1989)Evaluating sales training pro…Where the Training Goes. (1986)Where the Training Goes.The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…The effects of sales training (1981)The effects of sales trainingManagement of the Sales Force (1976)Management of the Sales ForceTRAINING AND DEVELOPMENT HANDBOOK. (1967)TRAINING AND DEVELOPMENT HAND…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias in Mail Surveys (1977)The Systems Approach (1979)Examining the Role of Organizational Variables in the Salesperson Job Satisfaction Model (1996)Business Marketing Comes of Age: A Comprehensive Review of the Literature (2000)The Role of the Sales-Service Interface and Ambidexterity in the Evolving Organization (2016)Structure in Fives: Designing Effective Organizations. (1984)Reinventing government: how the entrepreneurial spirit is transforming the public sector (1993)From bureaucratic to post‐bureaucratic: the difficulties of transition (2006)The fifth discipline: the art and practice of the learning organization (2007)Personnel selection based on intuitionistic fuzzy sets (2011)National context in work-life research: A multi-level cross-national analysis of the adoption of workplace work-life arrangements in Europe (2013)Managerial Behavior, Performance, and Effectiveness. (1971)Techniques for Evaluating Training Programs (1975)An Utility Based Framework for Evaluating the Financial Impact of Sales Force Training Programs (2001)An Exploratory Model and Initial Test of the Influence of Firm Level Consulting-Oriented Sales Force Programs on Sales Force Performance (2002)Sales training: A state of the art and contemporary review (2015)Preparing Instructional Objectives (1962)Sales Training Evaluation Model (STEM) (1999)Building and Assessing Cultural Diversity Skills: (2001)Empathy and the salesperson: A multidimensional perspective (1995)Selling in the new millennium (2002)The effects of organizational structure and job characteristics on export sales managers’ job satisfaction and organizational commitment (2010)Conceptualizing, Measuring, and Managing Customer-Based Brand Equity (1993)Customer Loyalty: Toward an Integrated Conceptual Framework (1994)Evolving to a New Dominant Logic for Marketing (2003)THE INFLUENCE OF TRAINEE ATTITUDES ON TRAINING EFFECTIVENESS: TEST OF A MODEL (1986)Applying trained skills on the job: The importance of the work environment. (1995)The flawed four‐level evaluation model (1996)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)Fast Approximation Methods for Sales Force Deployment (1999)Delegating Pricing Decisions (2001)From orientation to behavior: The interplay between learning orientation, open-mindedness, and psychological safety in team learning (2019)Organizing for cross-selling: Do it right, or not at all (2019)
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References

  • 2000Marketing management: analysis. planning. implementation and control6,649 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1967TRAINING AND DEVELOPMENT HANDBOOK.925 cited
  • 1993Strategic Human Resource Management136 cited
  • 1989Sales Management: Analysis and Decision-making123 cited
  • 2013Sales Force Management109 cited
  • 1991Needs Assessment and Evaluation in Sales-Training Programs71 cited
  • 1989Evaluating sales training programs40 cited
  • 1993Shortcomings of sales training programs37 cited
  • 1976Management of the Sales Force31 cited
  • 1994Who trains salespeople?30 cited
  • 1986Where the Training Goes.22 cited
  • 1981The effects of sales training20 cited
  • 2013An Evaluation of Sales Training in the U.S. Banking Industry15 cited
  • 2013Usage and Perceived Effectiveness of High-Tech Approaches to Sales Training8 cited

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