کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
1027908 942268 2008 17 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Sales trainer roles, competencies, skills, and behaviors: A case study
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
پیش نمایش صفحه اول مقاله
Sales trainer roles, competencies, skills, and behaviors: A case study
چکیده انگلیسی

Numerous studies have examined different issues related to evaluating the effectiveness of sales training programs. Limited needs assessment, lack of training objectives, no alignment between training objectives and corporate goals, and sales training content, are all potential factors that can influence the effectiveness of training programs. Yet, little attention has been paid to the role of a central actor in the training process — the sales trainer. The evaluation of sales training programs is incomplete without taking into consideration the qualifications of the trainer. Through a case study, this paper suggests there are 8 roles that are associated with the sales trainer position. To effectively execute these roles, this exploratory investigation identified 18 related skills that are grouped into 5 competencies. Recommendations are offered regarding the relevance of this research for practitioners and suggestions are provided for future research in this area.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Industrial Marketing Management - Volume 37, Issue 5, July 2008, Pages 593–609
نویسندگان
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