Return to search

A Model of Salespeople's Training Attitudes and Related Outcomes

Today many selling organizations are reexamining and revising their philosophy for managing salespeople because of increase costs of hiring and maintaining a sales force. More than everm management is looking for ways to assist salespeople in becoming more productive and effective faster. One avenue for enhancing salespersons' performance is through improved sales training practices. improved sales training practices should help salespeople view training, and how sales training transcends to the job environment. Considering the need for greater understanding concerning salespeople's perceptions of sales training and assuming the influence of those perceptions on job performance and other outcomes, this study develops and executes an analysis of several proposed relationships among personal characteristics, job related characteristics, perceived training needs, sales training variables, and related outcomes. The program of research identifies and evaluates salespeople's attitudes toward sales training and specifies influences of those training perceptions on salesperson' behaviors and general attitudes. As well, a relationship between salespeople's transfer of training materials, their use, and individual performance are evaluated.

Identiferoai:union.ndltd.org:unt.edu/info:ark/67531/metadc935559
Date08 1900
CreatorsWilson, Phillip H.
ContributorsSager, Jeffrey Kenneth, Johnson, Douglas A., Pavur, Robert J., Hasty, Ronald W.
PublisherUniversity of North Texas
Source SetsUniversity of North Texas
LanguageEnglish
Detected LanguageEnglish
TypeThesis or Dissertation
Formatviii, 313 leaves : ill., Text
RightsPublic, Wilson, Phillip H., Copyright, Copyright is held by the author, unless otherwise noted. All rights

Page generated in 0.0017 seconds