Sales certification programs(Selling and Sales Management in Action)

Article Abstract:

Professional certification is a process that was initiated in order to improve the image and professionalism of both salespersons and sales managers. Sales personnel currently have two national certification programs from which to select. To assist managers, this article examines the benefits of certification programs, investigates existing certification programs, and asks sales and marketing managers their perceptions of certification. After analyzing each of these areas, conclusions and managerial implications are provided. (Reprinted by permission of the publisher.)

Standards, Selling, Sales personnel, Salespeople

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Leaders in selling and sales management: John Wyman, AT&T and University of Florida

Article Abstract:

For most people retirement means fishing, golf, travel and other leisure activities, but not for John Wyman. After retiring from a highly successful management career with AT&T, Wyman has begun his second career as a business educator. (Reprinted by permission of the publisher.)

Practice, Study and teaching, Telemarketing, Sales management, Business teachers, Wyman, John

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