• DocumentCode
    2223809
  • Title

    Sales Resource Management Training: A Guide to Developing Effective Salespeople

  • Author

    Wang, Jun ; Lee, Nick ; Timothy, Alan

  • Author_Institution
    Aston Bus. Sch., Aston Univ., Birmingham, UK
  • Volume
    2
  • fYear
    2010
  • fDate
    26-28 Nov. 2010
  • Firstpage
    574
  • Lastpage
    577
  • Abstract
    This paper adopts a sales resource management (SRM) framework to provide guidance on how to develop effective salespeople via sales training. SRM can be used to identify the individual training needs based on the individual-based modelling data. The individual-based modelling data can also be used to evaluate the outcome of sales training. This paper also gives some suggestions on the forms of sales training which are most likely to develop effective salespeople.
  • Keywords
    management; sales management; training; individual-based modelling; sales resource management training; salespeople; Individual-based Modelling; Sales Resource Management; Sales Training;
  • fLanguage
    English
  • Publisher
    ieee
  • Conference_Titel
    Information Management, Innovation Management and Industrial Engineering (ICIII), 2010 International Conference on
  • Conference_Location
    Kunming
  • Print_ISBN
    978-1-4244-8829-2
  • Type

    conf

  • DOI
    10.1109/ICIII.2010.304
  • Filename
    5694643
    • Link To Document
    https://search.isc.ac/dl/search/defaultta.aspx?DTC=49&DC=2223809