.... Corresponding author Richard Conde condeg@uhd.edu 14 06 2024 03 02 2025 21 05 2025 08 08 2025 26 10 2025 © 2025 Emerald Publishing Limited 2025 Emerald Publishing Limited Licensed re-use rights only Sales hiring practices Sales recruiting practices Sales training...

... research Mixed methods Reliability Validity Sales training Marketing instructors investigating the needs of salespersons have uncovered a skills gap between academia and the real world. Researchers and practitioners alike agree that sales education as an applied discipline can help bridge...

... et al., 2014 ; Nelson et al., 2020). According to Fetherstonbaugh (2010) , 68% of salespeople indicate that the selling process is changing faster than companies are adapting to the changes. To meet the selling process changes, salespeople rely on sales training, mentorships, sales...

...: adequate definition of training content, analysis of the learning process and simulation of store reality. Research limitations/implications The authors introduced to the sales training literature the concept of predictive gamification. The predictive gamification allows anticipating and reducing...

... of the CSM demands company-wide integration and makes it untenable for most indirect sales teams. Sales management Sales training Sales strategies Challenger sale Sales methods Salesmanship Mathew S. Isaac can be contacted at: isaacm@seattleu.edu 18 01 2017 06 09 2017 17 10...

... developmental‐type coaching methods will have a more positive impact on salesperson performance. Kirby L. J. Shannahan can be contacted at: kirbys@mun.ca © Emerald Group Publishing Limited 2013 Coachability Sales coaching Sales performance Personal selling Sales management Sales training...

... of companies, and many sales managers report no formal development for their management role (Anderson et al., 1997 ; Dubinsky et al., 2001). In fact, only 43 percent of companies responding to a recent study said they even had a formalized sales training program (Stein, 2008) from which one...

... strategy will be significantly higher. Sales training Coaching Career development Selling Value: Maximize Growth by Helping Customers Succeed Article Type: Book reviews From: Journal of Business & Industrial Marketing, Volume 24, Issue 7 Kari Kaario, Risto Pennanen...

...-9 Sheth, J.N. and Sisodia, R.S. (2006), Tectonic Shift: The Geoeconomic Realignment of Globalizing Markets, Response Books, Sage Publications, New Delhi. © Emerald Group Publishing Limited 2009 --> Sales training Coaching Career development Article Type: Call...

... sales, maintenance repair and operation (MRO) sales, among others. John F. Tanner Jr can be contacted at: jeff_tanner@baylor.edu © Emerald Group Publishing Limited 2008 Sales management Sales training France United States of America Mexico Perception An executive summary...

... of salesperson experience and training in developing the skills that contribute to sales performance. Mark C. Johlke can be contacted at: mjohlke@bradley.edu © Emerald Group Publishing Limited 2006 Sales Presentations Sales management Personal selling Skills Sales training An executive...

... in‐house sales training – especially for new sales personnel. Thus, an industry‐wide survey was done to identify perceived training needs and potential demand for this program. These results provided guidance for creating an industry‐based sales training program that emphasizes personal selling...

... Non‐judgmental Listening and Relationship Building.” The program included lecture, printed materials, written exercises and role play activities. This approach was consistent with the listening training cited by Papa and Glenn (1988). Many sales training programs also included video taped exercises...

...Robert C. Erffmeyer; Dale A. Johnson Previous research has revealed that sales trainers have been reluctant to incorporate distance education training methods into their programs. This study investigated the effectiveness of six different teaching methods in delivering one sales training course...

... of salespersons, hiring criteria and sales training approaches are reviewed. Throughout, realistic examples that portray cultural problems encountered by US firms in global sales management situations are presented. Many of these examples were directly observed by one of the authors during years of international...

..., and pondered the question "How can I get my external salespeople to be more effective in sales productivity?" Many strategies have been tried using sales contests, motivational speakers, sales training programs, incentive compensation schemes, reorganization, and others, with only short-term success...

... the various roles, and howknowledge of this can be incorporated into sales training programs to give salespeople more information on their customers and help them be more effective during the sales interaction. © MCB UP Limited 1989 Decision making Industry Sales training Purchasing...