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- Title
Survey of Bank Sales Training Practice.
- Authors
Parker, R. Stephen; Pettijohn, Charles E.; Carner, William
- Abstract
This study sought to determine the commitment that banks have made to providing their employees with sales training. The study, which uses a national sample, examines the amount and type of sales training provided and the general attitude held by management toward sales training. Results are given for eight areas: prospecting, approach, need identification, objections, close, postsales service, product knowledge, and self-motivation. Chi-square analysis was used to determine whether significant differences existed in the type of training received and asset size. Directions for future research are suggested.
- Subjects
BANK management -- Employee participation; BANK management; INDUSTRIAL management; EMPLOYEE training; BANK employees; BANKING industry
- Publication
Human Resource Development Quarterly, 1993, Vol 4, Issue 2, p171
- ISSN
1044-8004
- Publication type
Article
- DOI
10.1002/hrdq.3920040207