Shortcomings of sales training programs

Article Abstract:

An investigation was conducted that examined the extent to which sales training objectives are used in conducting sales training programs. Findings suggest that specific training objectives are utilized by a proportion of companies to plan and manage sales training activities. However, the systematic setting of training objectives is not practiced by many firms. These firms allow one individual or functional area to set goals, fail to seek input from experienced sales people, set general objectives, and possess differing perceptions regarding what should be taught. Implications of these findings are discussed. (Reprinted by permission of the publisher.)

Evaluation, Employee training

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Managerial perceptions of sales training and performance

Article Abstract:

A study examining managerial perceptions of the impact, sales training has on sales force performance among multinational and national firms in Malaysia is presented. The results demonstrate that unlike their national counterparts, multinational firm sales managers perceived greater improvement in the hypothesized measures of performance of sales presentation and communication skills, sales objectives, product information and technical skills and customer relation skills.

Personnel administration, Malaysia, Sales Management, Influence

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