Skip to main content
Article
A Comparison of the Sales Management Training Practices of Smaller and Larger Organizations
Journal of Business & Industrial Marketing (1996)
  • C. David Shepherd, Georgia Southern University
  • Rick Ridnour, Northern Illinois University
Abstract

Recognizing the importance of the sales manager to the success of the organization, researchers are beginning to focus attention on the sales manager. Presents the results of an exploratory study designed to isolate differences in the training of sales managers in smaller and larger organizations. Specifically addresses training approaches, leaders, methods, environments, and content. Provides a discussion of the findings with managerial implications and future research direction.

Keywords
  • Large companies,
  • Sales management,
  • Small firms,
  • Training management
Publication Date
1996
Citation Information
C. David Shepherd and Rick Ridnour. "A Comparison of the Sales Management Training Practices of Smaller and Larger Organizations" Journal of Business & Industrial Marketing Vol. 11 Iss. 2 (1996)
Available at: http://works.bepress.com/c_david_shepherd/38/