Satisfaction with sales manager training ‐ Design and implementation issues

Alan J. Dubinsky; Rajiv Mehta; Rolph E. Anderson

doi:10.1108/03090560110363337

Satisfaction with sales manager training ‐ Design and implementation issues

Alan J. Dubinsky, Rajiv Mehta, Rolph E. Anderson

MT School of Management

Research output: Contribution to journal › Article › peer-review

18 Scopus citations

Abstract

States that little empirical work is available as a guide in the design and implementation of sales manager training programs. Examines the relationship between trainee satisfaction with sales manager training (a measure for training effectiveness) and the format, site, instructor, instructional method, and content of the program. Reports results of a survey of sales managers in field sales organizations. Indicates that training satisfaction is associated with all five issues. Offers direct implications for enhancing sales manager training programs.

Original language	English (US)
Pages (from-to)	27-50
Number of pages	24
Journal	European Journal of Marketing
Volume	35
Issue number	1-2
DOIs	https://doi.org/10.1108/03090560110363337
State	Published - 2001

All Science Journal Classification (ASJC) codes

Marketing

Keywords

Design
Effectiveness
Implementation
Sales management
Training programmes

Access to Document

10.1108/03090560110363337

Cite this

@article{11881f9508a74377ab6b615cbf14f7f0,

title = "Satisfaction with sales manager training ‐ Design and implementation issues",

abstract = "States that little empirical work is available as a guide in the design and implementation of sales manager training programs. Examines the relationship between trainee satisfaction with sales manager training (a measure for training effectiveness) and the format, site, instructor, instructional method, and content of the program. Reports results of a survey of sales managers in field sales organizations. Indicates that training satisfaction is associated with all five issues. Offers direct implications for enhancing sales manager training programs.",

keywords = "Design, Effectiveness, Implementation, Sales management, Training programmes",

author = "Dubinsky, {Alan J.} and Rajiv Mehta and Anderson, {Rolph E.}",

note = "Publisher Copyright: {\textcopyright} 2001, MCB UP Limited.",

year = "2001",

doi = "10.1108/03090560110363337",

language = "English (US)",

volume = "35",

pages = "27--50",

journal = "European Journal of Marketing",

issn = "0309-0566",

publisher = "Emerald Group Publishing Ltd.",

number = "1-2",

}

TY - JOUR

T1 - Satisfaction with sales manager training ‐ Design and implementation issues

AU - Dubinsky, Alan J.

AU - Mehta, Rajiv

AU - Anderson, Rolph E.

PY - 2001

Y1 - 2001

N2 - States that little empirical work is available as a guide in the design and implementation of sales manager training programs. Examines the relationship between trainee satisfaction with sales manager training (a measure for training effectiveness) and the format, site, instructor, instructional method, and content of the program. Reports results of a survey of sales managers in field sales organizations. Indicates that training satisfaction is associated with all five issues. Offers direct implications for enhancing sales manager training programs.

AB - States that little empirical work is available as a guide in the design and implementation of sales manager training programs. Examines the relationship between trainee satisfaction with sales manager training (a measure for training effectiveness) and the format, site, instructor, instructional method, and content of the program. Reports results of a survey of sales managers in field sales organizations. Indicates that training satisfaction is associated with all five issues. Offers direct implications for enhancing sales manager training programs.

KW - Design

KW - Effectiveness

KW - Implementation

KW - Sales management

KW - Training programmes

UR - http://www.scopus.com/inward/record.url?scp=4644286192&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=4644286192&partnerID=8YFLogxK

U2 - 10.1108/03090560110363337

DO - 10.1108/03090560110363337

M3 - Article

AN - SCOPUS:4644286192

SN - 0309-0566

VL - 35

SP - 27

EP - 50

JO - European Journal of Marketing

JF - European Journal of Marketing

IS - 1-2

ER -

Satisfaction with sales manager training ‐ Design and implementation issues

Abstract

All Science Journal Classification (ASJC) codes

Keywords

Access to Document

Other files and links

Fingerprint

Cite this