Sales training: comparing multinational and domestic companies

Author:

M. Attia Ashraf,Asri Jantan M.,Atteya Nermine,Fakhr Rana

Abstract

Purpose – The purpose of this paper is to examine similarities and differences of current state of initial sales training practices of both domestic and multinational corporations (MNCs) in Egypt. This paper begins by reviewing the cross-cultural sales training research and developing hypotheses. Design/methodology/approach – A methodology section follows, including measurement instruments, sample and data collection, and validity and reliability measures. The data were collected from sales managers, marketing managers, and sales supervisors. Findings – Results reveal that MNCs differ significantly from their domestic counterparts in the following sales training phases: needs determination, objective setting, program methods, program contents, and training evaluation. Research limitations/implications – In-depth discussion, managerial implications, and suggestions for future research are provided. Originality/value – There has been very limited research published on sales training practices in the Middle East (Yaseen and Khanfar, 2009) and Egypt in particular (e.g. Attia and Honeycutt, 2012; Honeycutt et al., 2001). This research sheds further highlights on sales training practices in Egypt and adds in filling in the gap in sales training literature by addressing sales training in Egypt.

Publisher

Emerald

Subject

Marketing

Cited by 4 articles. 订阅此论文施引文献 订阅此论文施引文献,注册后可以免费订阅5篇论文的施引文献,订阅后可以查看论文全部施引文献

1. Brushing up on time-honored sales skills to excel in tomorrow’s environment;Journal of Business & Industrial Marketing;2022-05-09

2. Assessing the influencers of sales training effectiveness before and after training;Benchmarking: An International Journal;2019-02-26

3. Effective Sales Training in a Direct Selling Organization;Advanced Science Letters;2017-04-01

4. Sales training: A state of the art and contemporary review;Journal of Economics, Finance and Administrative Science;2015-06

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