Works matching DE "TRAINING of sales personnel"

Results: 109

Theoretical Principles of Simulation-Based Sales Communication Training.

Published in:

Simulation & Gaming, 2015, v. 46, n. 2, p. 137, doi. 10.1177/1046878115579582

By:

Koponen, Jonna;
Julkunen, Saara

Publication type:

Article

The Effects of Formal Controls on Supervisee Trust in the Manager in New Product Selling: Evidence from Young and Inexperienced Salespeople in China.

Published in:

Journal of Product Innovation Management, 2006, v. 23, n. 4, p. 342, doi. 10.1111/j.1540-5885.2006.00206.x

By:

Atuahene‐Gima, Kwaku;
Li, Haiyang

Publication type:

Article

Sales Training in Career Preparation: An Examination of Sales Curricula in Sport Management Education.

Published in:

Sport Management Education Journal (Human Kinetics), 2018, v. 12, n. 1, p. 15, doi. 10.1123/smej.2016-0030

By:

Shreffler, Megan B.;
Schmidt, Samuel H.;
Weiner, James

Publication type:

Article

The impact of training, mentoring and coaching on personal learning in the sales environment.

Published in:

International Journal of Evidence Based Coaching & Mentoring, 2017, v. 15, n. 1, p. 133

By:

Bradford, Shalonda K.;
Rutherford, Brian N.;
Friend, Scott B.

Publication type:

Article

The role of mentoring on outcome based sales performance: A qualitative study from the insurance industry.

Published in:

International Journal of Evidence Based Coaching & Mentoring, 2014, v. 12, n. 2, p. 119

By:

Rollins, Minna;
Rutherford, Brian;
Nickell, David

Publication type:

Article

Updating the Adaptive Selling Behaviours: Tactics to Keep and Tactics to Discard.

Published in:

Journal of Marketing Management, 2004, v. 20, n. 7-8, p. 859, doi. 10.1362/0267257041838791

By:

Delvecchio, Susan;
Zemanek, James;
McIntyre, Roger;
Claxton, Reid

Publication type:

Article

Managing the Industrial Sales Force of the 1990s.

Published in:

Journal of Marketing Management, 1993, v. 9, n. 2, p. 123, doi. 10.1080/0267257X.1993.9964225

By:

Wilson, Kevin

Publication type:

Article

A Risk Analysis of Industrial Buyers: The Case of Mid-Range Computers.

Published in:

Journal of Marketing Management, 1992, v. 8, n. 4, p. 315, doi. 10.1080/0267257X.1992.9964202

By:

Greatorex, Michael;
Mitchell, Vincent-Wayne;
Cunliffe, Ray

Publication type:

Article

TRAINING SALESMEN ON THE JOB.

Published in:

1986

By:

DONALDSON, W. G.

Publication type:

Book Review

Any Questions? Questioning Skill as a Selling Tactic for Sales Students.

Published in:

Journal for Advancement of Marketing Education, 2018, v. 26, n. 2, p. 1

By:

Arndt, Aaron D.;
Rippé, Cindy B.;
Castleberry, Stephen B.

Publication type:

Article

Empathy and Interpersonal Mentalizing in Ethics Education: An Exercise with Graphic Novels.

Published in:

Journal for Advancement of Marketing Education, 2016, v. 24, p. 88

By:

Fischbach, Sarah;
Conner, Suzanne L.

Publication type:

Article

Teaching and Training Future Sales Professionals How to Negotiate with Real World Experience.

Published in:

Journal for Advancement of Marketing Education, 2016, v. 24, p. 8

By:

Nielson, Blake E.;
Border, Tim

Publication type:

Article

SOCIAL MEDIA AND THE SALES FORCE: THE IMPORTANCE OF INTRA-ORGANIZATIONAL COOPERATION AND TRAINING ON PERFORMANCE.

Published in:

Marketing Management Journal, 2012, v. 22, n. 2, p. 118

By:

GROZA, MARK D.;
PETERSON, ROBERT M.;
SULLIVAN, URSULA Y.;
KRISHNAN, VIJA YKUMAR

Publication type:

Article

IMPROVING SALES PERFORMANCE WITH SELF-DIRECTED LEARNING.

Published in:

Marketing Management Journal, 2012, v. 22, n. 2, p. 61

By:

BOYER, STEFANIE L.;
ARTIS, ANDREW B.;
SOLOMON, PAUL J.;
FLEMING, DAVID E.

Publication type:

Article

TRAIN YOUR SALESPEOPLE TO BE SKILLED ACTORS: A MANTRA FOR SUCCESS.

Published in:

Marketing Management Journal, 2011, v. 21, n. 1, p. 160

By:

BORNA, SHAHEEN;
SHARMA, DHEERAJ

Publication type:

Article

How Do Salespeople Make Decisions? The Role of Emotions and Deliberation on Adaptive Selling, and the Moderating Role of Intuition.

Published in:

Psychology & Marketing, 2014, v. 31, n. 6, p. 387, doi. 10.1002/mar.20702

By:

Locander, David A.;
Mulki, Jay P.;
Weinberg, Frankie J.

Publication type:

Article

Online Training of Salespeople: Impact, Heterogeneity, and Spillover Effects.

Published in:

Journal of Marketing Research (JMR), 2022, v. 59, n. 1, p. 230, doi. 10.1177/00222437211048498

By:

Singh, Siddharth Shekhar;
Sen, Ravi;
Borle, Sharad

Publication type:

Article

The Joint and Multilevel Effects of Training and Incentives from Upstream Manufacturers on Downstream Salespeople's Efforts.

Published in:

Journal of Marketing Research (JMR), 2020, v. 57, n. 4, p. 695, doi. 10.1177/0022243720926176

By:

Magnotta, Sarah;
Murtha, Brian;
Challagalla, Goutam

Publication type:

Article

Does Selective Sales Force Training Work?

Published in:

Journal of Marketing Research (JMR), 2018, v. 55, n. 5, p. 722, doi. 10.1177/0022243718803096

By:

Atefi, Yashar;
Ahearne, Michael;
Maxham III, James G.;
Donavan, D. Todd;
Carlson, Brad D.

Publication type:

Article

Ruminations on Plastics while Picking Blueberries.

Published in:: Journal of Plastic Film & Sheeting, 2003, v. 19, n. 3, p. 141, doi. 10.1177/8756087903042122
Publication type:: Article

RESEARCH ON CUSTOMER SATISFACTION DEGREE AT THE STORE MOBEXPERT PITEŞTI, IN ORDER TO IMPROVE THE SALES RESULTS.

Published in:

Annals of 'Constantin Brancusi' University of Targu-Jiu. Economy Series / Analele Universităţii 'Constantin Brâncuşi' din Târgu-Jiu Seria Economie, 2015, n. 3, p. 60

By:

Mădălina, Brutu;
Melania, Mihai Daniela

Publication type:

Article

Learning in the workplace and the significance of school‐based education: a study of learning in a Danish vocational education and training programme.

Published in:

International Journal of Lifelong Education, 2005, v. 24, n. 2, p. 137, doi. 10.1080/02601370500056268

By:

Aarkrog, Vibe

Publication type:

Article

EXECUTIVE SUMMARY.

Published in:: Journal of Business-to-Business Marketing, 2004, v. 11, n. 1/2, p. 180
Publication type:: Article

The Impact of Personality Variables, Prior Experience, and Training on Sales Agents' Internet Utilization and Performance.

Published in:

Journal of Business-to-Business Marketing, 2004, v. 11, n. 1/2, p. 153, doi. 10.1300/J033v11n01_09

By:

Gulati, Rajesh;
Bristow, Dennis N.;
Dou, Wenyu

Publication type:

Article

Seven Ways to Keep Young Sales Reps from Crashing and Burning.

Published in:

English Teaching: Practice & Critique (University of Waikato), 2013, v. 12, n. 2, p. 3

By:

Cooper, Lance

Publication type:

Article

DETERMINANTES DO DESEMPENHO EMPRESARIAL E DAS VENDAS CRUZADAS NO VAREJO.

Published in:

RAE: Revista de Administração de Empresas, 2013, v. 53, n. 6, p. 565, doi. 10.1590/S0034-75902013005000003

By:

AFONSO VIEIRA, VALTER;
PIRES, DEIVIDI;
GALEANO, RONIE

Publication type:

Article

AN OBJECTIVE EVALUATION OF A BEHAVIOR MODELING TRAINING PROGRAM.

Published in:

Personnel Psychology, 1983, v. 36, n. 4, p. 755, doi. 10.1111/j.1744-6570.1983.tb00510.x

By:

Meyer, Herbert H.;
Raich, Michael S.

Publication type:

Article

Newspaper Training Program Shows Gains in Social Media.

Published in:

Newspaper Research Journal, 2011, v. 32, n. 3, p. 40, doi. 10.1177/073953291103200304

By:

Hansen, Kathleen A.;
Paul, Nora;
DeFoster, Ruth;
Moore, Jennifer E.

Publication type:

Article

Ethical Efficacy as a Measure of Training Effectiveness: An Application of the Graphic Novel Case Method Versus Traditional Written Case Study.

Published in:

Journal of Business Ethics, 2015, v. 128, n. 3, p. 603, doi. 10.1007/s10551-014-2118-7

By:

Fischbach, Sarah

Publication type:

Article

TOWARD A THEORY OF PATIENT-FOCUSED SELLING.

Published in:

Performance Improvement, 2018, v. 57, n. 2, p. 33, doi. 10.1002/pfi.21750

By:

Frino, Michael G.;
Desiderio, Katie P.

Publication type:

Article

Impact of a Didactic and Experiential Sales Training Based on Empathy: A Quasi-Experimental Study.

Published in:

Performance Improvement, 2016, v. 55, n. 9, p. 18, doi. 10.1002/pfi.21612

By:

Frino, Michael G.;
Djibo, Idriss;
Desiderio, Katie P.;
Martinez, Jose

Publication type:

Article

Motivate to Improve Salesforce Performance: The Sales Training Perspective.

Published in:

Performance Improvement, 2015, v. 54, n. 4, p. 31, doi. 10.1002/pfi.21474

By:

Fu, Frank Q.

Publication type:

Article

The Past and the Future.

Published in:

2015

By:

Pershing, James A.

Publication type:

Editorial

Bridging Research and Practice: How Sales Training Can Contribute to New Product Launch Success.

Published in:

Performance Improvement, 2015, v. 54, n. 2, p. 29, doi. 10.1002/pfi.21459

By:

Fu, Frank Q.;
Jones, Eli

Publication type:

Article

Training to Improve New Product Sales Performance: The Case of Samsung in China.

Published in:

Performance Improvement, 2013, v. 52, n. 5, p. 28, doi. 10.1002/pfi.21346

By:

Fu, Frank Q.;
Yi, Hong;
Zhai, Nanji

Publication type:

Article

Some Assumptions about the Effectiveness of Sales Training.

Published in:

Journal of Personal Selling & Sales Management, 1996, v. 16, n. 3, p. 67

By:

Dubinsky, Alan J.

Publication type:

Article

The Training of Sales Managers: An Exploratory Study of Sales Management Training Practices.

Published in:

Journal of Personal Selling & Sales Management, 1995, v. 15, n. 1, p. 69, doi. 10.1080/08853134.1995.10754012

By:

Shepherd, C. David;
Ridnour, Rick R.

Publication type:

Article

Sales Technology Applications: Self-Paced Video Enhanced Training: A Case Study.

Published in:

1993

By:

Honeycutt Jr., Earl D.;
McCarty, Tom;
Howe, Vince

Publication type:

Case Study

Selling and Sales Management in Action--From Hot Boxes to Open Systems: The Changing World of Computer Salespeople.

Published in:

Journal of Personal Selling & Sales Management, 1992, v. 12, n. 2, p. 67, doi. 10.1080/08853134.1992.10753908

By:

Blustain, Harvey

Publication type:

Article

Sales Technology Applications: Interactive Video Technology in Sales Training: A Case Study.

Published in:

1991

By:

Martin, Warren S.;
Collins, Ben H.

Publication type:

Case Study

TRAINING.

Published in:: Journal of Personal Selling & Sales Management, 1989, v. 9, n. 1, p. 63
Publication type:: Article

Selecting and Training Salespersons for International Marketing Positions .

Published in:

1988

By:

Randall, E. James

Publication type:

Abstract

Sales Training: A Microcomputer-Based Approach.

Published in:

Journal of Personal Selling & Sales Management, 1986, v. 6, n. 1, p. 71

By:

Collins, Robert H.

Publication type:

Article

Sales Training and Impression Management.

Published in:

Journal of Personal Selling & Sales Management, 1986, v. 6, n. 2, p. 51

By:

King, Ronald H.;
Booze, Martha B.

Publication type:

Article

Selling & Sales Management in Action.

Published in:: Journal of Personal Selling & Sales Management, 1985, v. 5, n. 2, p. 82
Publication type:: Article

Can Our Salesforce Managers Learn from Guerrilla Tactics?

Published in:

Journal of Personal Selling & Sales Management, 1982, v. 2, n. 2, p. 8, doi. 10.1080/08853134.1982.10754333

By:

French, Warren A.;
Harris Jr., Clyde E.

Publication type:

Article

A Classification of Industrial Buyers: Implications for Sales Training.

Published in:

Journal of Personal Selling & Sales Management, 1981, v. 2, n. 1, p. 46

By:

Dubinsky, Alan J.;
Ingram, Thomas N.

Publication type:

Article

Sales Training: Salespeople's Preparedness and Managerial Implications.

Published in:

Journal of Personal Selling & Sales Management, 1981, v. 2, n. 1, p. 24

By:

Dubinsky, Alan J.;
Staples, William A.

Publication type:

Article

IMPRESSION MANAGEMENT TRAINING: CONCEPTUALIZATION AND APPLICATION TO 145PERSONAL SELLING.

Published in:

Journal of Applied Communication Research, 1988, v. 16, n. 2, p. 126, doi. 10.1080/00909888809365278

By:

Leathers, Dale G.

Publication type:

Article

Light a bonfire under your sales staff with training and development.

Published in:

Business Forum, 1994, v. 19, n. 3/4, p. 22

By:

Taylor, Raymond E.;
Vaught, Bobby C.

Publication type:

Article