The difficulties of evaluating sales training

被引：17

作者：

Attia, AM

Honeycutt, ED

Attia, MM

机构：

[1] SUNY Coll Oswego, Oswego, NY 13126 USA

[2] Old Dominion Univ, Coll Business & Publ Adm, Dept Business Adm, Norfolk, VA 23529 USA

[3] Arab Training & Consulting AT&C, Cairo, Egypt

来源：

INDUSTRIAL MARKETING MANAGEMENT | 2002年 / 31卷 / 03期

关键词：

sales training; evaluation; sales training restrictions;

D O I：

10.1016/S0019-8501(00)00133-4

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Practitioners and researchers acknowledge the importance of sales training; however, limited attention is devoted to empirical sales training evaluation practices, This article addresses four major sources of sales training evaluation difficulties: (1) managerial perceptions; (2) evaluation restrictions; (3) methodological problems: and (4) lack of empirical evidence. After discussing each area, managers are provided with suggestions that can be implemented to minimize sales training evaluation problems. (C) 2002 Elsevier Science Inc. All rights reserved.

引用

页码：253 / 259

页数：7