Sales Training: Status and Needs

Chonko, Lawrence B.; Tanner Jr., John F.; Weeks, William A.
September 1993
Journal of Personal Selling & Sales Management;Fall93, Vol. 13 Issue 4, p81
Academic Journal
Initial training, continuing education and management development activities continue to receive attention in the industrial sector (Honeycutt and Ford 1991). For example, recent reports indicate that organizations spend upwards of $30 billion annually for training programs involving 15 billion work hours (Hither 1985), with the objective being to improve the profitability of the firms.


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