Sales training and education: An empirical investigation of sales management training programs for sales managers

Raymond W. La Forge, Rolph Anderson, Rajiv Mehta, James Strong

Research output: Contribution to journalArticlepeer-review

24 Scopus citations

Abstract

Newly selected sales managers often have problems making a successful transition from personal selling to sales management. Yet, sales management training remains one of the most neglected areas in the personal selling and sales management literature. In the past thirty-two years, only three studies have been published on this important topic. Findings from these studies reveal that most sales managers receive little or no formal training for their sales management roles, and that the training provided often has glaring weaknesses. This study is the first to investigate the availability and characteristics of sales management training programs from the perspectives of sales managers.

Original languageEnglish (US)
Pages (from-to)53-66
Number of pages14
JournalJournal of Personal Selling and Sales Management
Volume17
Issue number3
DOIs
StatePublished - Jan 1 1997
Externally publishedYes

All Science Journal Classification (ASJC) codes

  • Human Factors and Ergonomics
  • Management of Technology and Innovation

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