TITLE

Training

PUB. DATE
January 1997
SOURCE
Journal of Personal Selling & Sales Management;Winter97, Vol. 17 Issue 1, p80
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article discusses several articles related to the training of salespeople. According to the article "Adapting Diverse Customers: A Training Matrix for International Marketers," by Victoria Davies Bush and Thomas Ingram, published in the journal Industrial Marketing Management, despite the growing importance of global markets, many companies fail to adequately prepare salespeople to deal with cultural differences. This article develops a conceptual framework called the Intercultural Adaptiveness matrix, to assist in the training of intercultural adaptiveness. The article provides "Negotiating Their Way to the Top," by Joseph Conlin, published in the journal Sales and Marketing Management, provides five strategies for helping to train salespeople to become good negotiators. According to the article "Who's Training Your Sales Force?," by Barry J. Farber, published in the journal Sales and Marketing Management, while sales training can be accomplished through several methods, the key to insure the trainers are experienced and knowledgeable about current selling techniques.
ACCESSION #
9704141139

 

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