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.
All Science Journal Classification (ASJC) codes
- Human Factors and Ergonomics
- Management of Technology and Innovation