.... For example, a recently developed sales training expert system reduced training course development time for General Motors “from 400 to 80 hours” (Mentzer and Gandhi, 1992). Finally, because expert systems are likely to be more consistent and dependable in their decisions than actual salespeople, their use...

... the development of a well‐trained, skilled retail salesforce. Examines retail sales training from the perspectives of 202 retail salespeople employed by full‐service retailers. Provides insight into the amount of training which should be provided and the topics which should be included in sales training programs...