An update on the status of sales management training

Academic Article


  • Over the past several years, there have been significant changes that have affected the sales function and the needed competencies of sales managers. Unfortunately, there has been no recent research investigating the status of sales management training practices. The purpose of the present study is to investigate current practices of sales management training programs in terms of delivery and content. Our results indicate that training occurs at early stages in managers' careers, remote training technologies are frequently used, and significant gender differences in training perceptions exist. Limitations and future research directions are provided, as are management implications. © 2010 PSE National Educational Foundation. All rights reserved.
  • Digital Object Identifier (doi)

    Author List

  • Powers TL; DeCarlo TE; Gupte G
  • Start Page

  • 319
  • End Page

  • 326
  • Volume

  • 30
  • Issue

  • 4