TY - JOUR
T1 - Sales training and education
T2 - An empirical investigation of sales management training programs for sales managers
AU - La Forge, Raymond W.
AU - Anderson, Rolph
AU - Mehta, Rajiv
AU - Strong, James
N1 - Funding Information:
This study was supported by the Respiratory Effectiveness Group (REG). REG has received support from AstraZeneca , Novartis , and Sanofi for continued work on Pediatric Asthma in Real Life. A.G.M. was supported by the National Institute of Health Research Manchester Biomedical Research Centre (NIHR Manchester BRC) .
Funding Information:
Conflicts of interests: J. Konradsen reports grants from Region Stockholm , during the conduct of the study. N. G. Papadopoulos reports personal fees from ALK, Novartis, Nutricia, HAL, Menarini/FAES Farma, Sanofi, Mylan/MEDA, Biomay, AstraZeneca, GlaxoSmithKline (GSK), MSD, ASIT BIOTECH, and Boehringer Ingelheim and grants from Gerolymatos International SA and Capricare , outside the submitted work. A. Custovic reports personal fees from Novartis, Regeneron/Sanofi, Thermo Fisher Scientific, Boehringer Ingelheim, and Philips, outside the submitted work. A. Deschildre reports grants and personal fees from Stallergenes Greer and personal fees from Novartis, ALK, Teva, GSK, MEDA-MYLAN, CHIESI, AImmune, DBV Technologies, and Astra Zeneca, outside the submitted work. A. G. Mathioudakis reports grants from Boehringer Ingelheim , outside the submitted work. W. Phipatanakul reports grants from the National Institutes of Health (NIH); grants and personal fees from Genentech/Novartis and Sanofi/Rgeneron; personal fees from GSK; and nonfinancial support from Thermo Fisher , Lincoln Diagnostics , Alk Abello , and Monaghen , outside the submitted work. P. Xepapadaki reports personal fees from Nutricia, Nestle, Friesland, Uriach, Novartis Pharma AG, and GSK, outside the submitted work. L. Bacharier reports personal fees from Aerocrine, GSK, Genentech/Novartis, Merck, DBV Technologies, Teva, Boehringer Ingelheim, AstraZeneca, WebMD/Medscape, Sanofi/Regeneron, Vectura, and Circassia, outside the submitted work. T. Craig reports grants and personal fees from CSL Behring, Dyax, Takeda, BioCryst, and Pharming; personal fees from Grifols; and grants and nonfinancial support from GSK , Regeneron , and Novartis /Genetech, outside the submitted work. F. M. Ducharme reports grants from Thorasys Inc ; personal fees from Jean-Coutu Pharmaceuticals; and nonfinancial support from Novartis Canada , and Trudell Medical , outside the submitted work. J. E. Gern reports grants from NIH/ National Institute of Allergy and Infectious Diseases ; personal fees from Regeneron, Ena Theraputics, and MedImmune, outside the submitted work; and personal fees and stock options from Meissa Vaccines Inc, outside the submitted work. A. Kaplan reports personal fees from Astra Zeneca, Behring, Boehringer Ingelheim, Covis, GSK, NovoNordisk, Novartis, Griffols, Pfizer, Sanofi, Teva, and Trudel, outside the submitted work. P. Kuna reports personal fees from Adamed, Boehringer Ingelheim, AstraZeneca, Berlin Chemie Menarini, Hal, Lekam, Mylan, Novartis, Polpharma, and Teva, outside the submitted work. R. F. Lemanske reports grants from the NIH , Clinical and Translational Science Award (NIH), Childhood Origins of ASThma, and AsthmaNet; nonfinancial support from GSK , Boehringer Ingelheim , Merck , Teva , and the American Academy of Allergy, Asthma & Immunology ; and personal fees from LSU, Elsevier, UpToDate, the University of Kentucky, ThermoFischer, and Food Allergy Research and Education Network, outside the submitted work. C. Murray reports personal fees from Novartis, GSK, Astra Zeneca, Thermo Fisher, and Boehringer Ingelheim, outside the submitted work. P. M. C. Pitrez reports grants from AstraZeneca , Chiesi, and Teva and personal fees from Astra Zeneca, Teva, Novartis, Mundipharma, S&D Pharma, and GSK, outside the submitted work. G. C. Roberts reports personal fees from ALK, Allergen Therapeutics, Meda Plus, and Merck; and a patent for the use of sublingual immunotherapy to prevent the development of allergy in at-risk infants, outside the submitted work. The rest of the authors declare that they have no relevant conflicts of interest.
PY - 1997/1/1
Y1 - 1997/1/1
N2 - 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.
AB - 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.
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U2 - 10.1080/08853134.1997.10754100
DO - 10.1080/08853134.1997.10754100
M3 - Article
AN - SCOPUS:85009545186
SN - 0885-3134
VL - 17
SP - 53
EP - 66
JO - Journal of Personal Selling and Sales Management
JF - Journal of Personal Selling and Sales Management
IS - 3
ER -