Two hypotheses on sales(related) training were put forth and tested in a wholesale market, linking training budget and training time to three measures of sales effectiveness. The hypothesis on time spent on training was confirmed to a certain extent This study raised some questions about the applied self-monitored effectiveness criteria and the influence of the typical market studied (staid paper wholesale merchants).
CITATION STYLE
van Minden, J. J. R. (2015). Is Sales Training Effective? Putting Two Hypotheses to the Test. In Developments in Marketing Science: Proceedings of the Academy of Marketing Science (pp. 428–434). Springer Nature. https://doi.org/10.1007/978-3-319-13084-2_101
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