...Mary C. LaForge; Stephen J. Grove; Louis H. Stone This paper introduces a training technique that is designed to improve salespersons’ selling skills through introspection and discovery of success drivers and inhibitors. We present the technique and the theoretical foundations that support it. We...

...John R. Willems; Karen Ketler Reports the results of a survey of marketing managers with respect to the importance of telecommunications issues and the quality of their telecommunications training. The responses of the marketing managers identified three categories of issues: standard or clerical...

... of the more commonly experienced are identified in Table I . © MCB UP Limited 1994 Crisis management Crisis planning Disaster planning Management information Managers Marketing New technology Risk management Strategy Training Audience. Many would agree that customers...

... questioned why, despite all the marketing training which goes on, so little improvement in marketing′s implementation is witnessed. After examining the available evaluation approaches the project uses the most appropriate ones to assess the case method′s ability in developing a critical marketing skill...

... attitudes, monopolies and market dominance and management failings. Improvement depends on a comprehensive programme, tackling causes as well as symptoms, involving a customer service survey; organisation review; standard setting;improved communications; training; and a process for continuous monitoring...