The difficulties of evaluating sales training-Reference-Cited by-同舟云学术

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The difficulties of evaluating sales training

Published:2002-04 Issue:3 Volume:31 Page:253-259
ISSN:0019-8501
Container-title:Industrial Marketing Management
language:en
Short-container-title:Industrial Marketing Management

Author:

Attia Ashraf M.,Honeycutt Earl D.,Attia Magdy Mohamed

Publisher

Elsevier BV

Subject

Marketing

Reference54 articles.

1. Training the sales force: a progress report;Hopkins,1978

2. Why salespeople fail;Ingram;Ind Mark Manage,1992

3. Examining sales force performance in organizations that use behavior-based sales management processes;Grant;Ind Mark Manage,1996

4. Salesperson failure: definition, determinants, and outcomes;Morris;J Pers Selling Sales Manage,1994

5. An evaluation of sales training in the US banking industry;Futrell;J Pers Selling Sales Manage,1984

Cited by 17 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. Training via learning oriented assessment: an investigation of knowledge acquisition, skill application and job effectiveness;Journal of Workplace Learning;2023-04-11

2. Evaluating Sales Training Effectiveness at the Reaction and Learning Levels;Services Marketing Quarterly;2021-04-03

3. Percepción del valor de los ejecutivos de venta en el sector siderúrgico ecuatoriano: Diferencias entre directivos y clientes;Edición especial;2020-09-11

4. Addressing Service Challenges to Improve Sales Training;Services Marketing Quarterly;2015-10-02

5. Sales training: comparing multinational and domestic companies;Marketing Intelligence & Planning;2014-01-28

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