Traditional and high-tech sales training methods

Article Abstract:

One of the nost critical issues facing today's sales manager is cost-effective sales training. Many firms are substantially increasing investment in sales training; however, little research has studied the usage and effectiveness of various sales training methods. This article compares and contrasts the usage and perceived effectiveness of high-tech and traditional approaches to sales training. Findings suggest that despite optimistic predictions, high-tech training methods have not been widely adopted and use of these methods is expected to increase only modestly in the next several years. Traditional sales training methods, such as role playing, continue to be widely used. In terms of perceived effectiveness, managers rated methods high in participant involvement and trainer interaction as the most effective in achieving selected training objectives. (Reprinted by permission of the publisher.)

Methods, Training, Selling, Sales personnel, Salespeople

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Sales training practices: a cross-national comparison

Article Abstract:

The rebuilding and modernization efforts after the 1990 Middle East war has made Arabic culture more receptive to Western ideas. More modern business methods are being imported and adopted with Saudi Arabia at the forefront of the exposure. As a consequence, the potential for transferring sales methods has increased and modern sales training programs have been adopted by many indigenous Saudi companies. However, sales training philosophies and practices are widely different between the US and Saudi Arabia.

Evaluation, Economic aspects, International aspects, Marketing

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Ethical segmentation of consumers in developing countries: a comparative analysis

Article Abstract:

A study based on consumers from Saudi Arabia, Oman and Kuwait, indicates that consumers in developing countries can be classified into three categories based on their ethical aspects. These categories are "principled purchaser" who is inclined to trust, "suspicious shoppers" who are, as the name suggests, suspicious of the deal, and "corrupt consumers", who have no scruples. The marketing strategies to be adopted differ based on characteristics of the consumers in each of these categories.

Saudi Arabia, Public affairs, Kuwait, Ethics, Oman, Analysis, Comparative analysis, Ethical aspects, Market segmentation, Consumers

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