January 1997
Journal of Personal Selling & Sales Management;Winter97, Vol. 17 Issue 1, p80
Academic Journal
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.


Related Articles

  • Why doesn't training stick? Jensen, David G. // Sell!ng;May2004, p5 

    Discusses how sales managers can help keep sales personnel and representatives motivated and engaged during sales training. Importance of being real during sales training; Significance of having sales managers and salespeople present when introducing ideas; Ways of maintaining the enthusiasm of...

  • Fashion Retail Academy Provides an Industry Focus. Broome, Nigel // European Retail Digest;Autumn2005, Issue 47, p14 

    The article discusses the role of the Fashion Retail Academy in helping the government improve skill levels of the workforce in Great Britain. The Academy is an industry-focused initiative and a partnership between public and private stakeholders. Students enrolled in the Academy can look...

  • Train to Gain. Regan, Tim // Remodeling;Nov2014, Vol. 30 Issue 11, p36 

    The article offers information on training employees for bringing profits to a company. It is that an ideal employee is loyal, flexible and able to get the job done right first time every time. Employers can groom employees to be all that they hoped, provided they take the time to train them and...

  • What's a learnership and how does it work?  // Finweek;5/25/2006, Special section p3 

    The article offers information on what is learnership and how it works. Learnerships are work-based education and training programs and it contain elements of theoretical training and practical experience. Theoretical training and practical experience contribute to a qualification that is...

  • AWAY-DAYS. Kent, Simon // Training Magazine;Mar2005, p19 

    Discusses the advantages of conducting computer-based training programs at external venues. Importance of conducting external group events to employees; Role of the learning environment in the successful transfer of learning to employees; Factors that need to be considered in developing an...

  • The hard side of training and the soft side of learning. Gitomer, Jeffrey // Enterprise/Salt Lake City;6/25/2012, Vol. 41 Issue 47, p8 

    The author offers guidelines on product training provided to newly hired sales representatives. He notes that the typical trend is for a company to provide orientation and ramp-up before they allow salespeople to go out and start earning money. He points out that all product training should be...

  • Next move…towards sales management. Druce, Chris // Caterer & Hotelkeeper;9/14/2006, Vol. 196 Issue 4442, p64 

    The article offers ways on how an employee working in sales for several years can become an assistant director. It is important to discuss aspirations with the employer. It is useful to have the current employer sponsor this move as they will often consider providing employees with the...

  • INDUSTRIAL TRAINING IN THE SOVIET UNION. Galenson, Walter // Industrial & Labor Relations Review;Jul56, Vol. 9 Issue 4, p562 

    Prior to World War II, an often made observation on the Soviet economy was that its industrial development was crippled by the lack of trained factory labor. In the present decade, fear based on an opposite belief is frequently expressed: that Russia is surpassing the United States in the...

  • STATIONARY ENGINEER.  // Tech Directions;Jan2006, Vol. 65 Issue 6, p24 

    This article provides information on the career of stationary engineers. Heating, air-conditioning, refrigeration and ventilation equipment including boilers, engines, turbines, generators, pumps, condensers and compressors are the equipment operated and maintained by stationary engineers. In...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics