Satisfaction with sales manager training ‐ Design and implementation issues

Abstract

States that little empirical work is available as a guide in the design and implementation of sales manager training programs. Examines the relationship between trainee satisfaction with sales manager training (a measure for training effectiveness) and the format, site, instructor, instructional method, and content of the program. Reports results of a survey of sales managers in field sales organizations. Indicates that training satisfaction is associated with all five issues. Offers direct implications for enhancing sales manager training programs.

Citation

Dubinsky, A.J., Mehta, R. and Anderson, R.E. (2001), "Satisfaction with sales manager training ‐ Design and implementation issues", European Journal of Marketing, Vol. 35 No. 1/2, pp. 27-50. https://doi.org/10.1108/03090560110363337