... 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...

...Geoffrey L. Gordon; C. David Shepherd; Brian Lambert; Rick E. Ridnour; Dan C. Weilbaker Purpose The purpose of this paper is to examine sales manager training approaches, methods, and instructors (as well as their perceived effectiveness, frequency, and assessment). Design/methodology/approach...

...Alfred Pelham Purpose The purpose if this article is to study the relative impact of industry competitive conditions on salesforce consulting time and consulting effectiveness, relative to the impact of type of sales training. Design/methodology/approach Surveys were sent to sales managers...

..., Title I of which protects the disabled from employment discrimination. © MCB UP Limited 1994 Disabled people Employment law Equal opportunities Legislation Recruitment Sales managers Training USA The Americans with Disabilities Act (ADA) has been considered by many to be the “most...