Global sales training’s balancing act

Citation

(2010), "Global sales training’s balancing act", Human Resource Management International Digest, Vol. 18 No. 4. https://doi.org/10.1108/hrmid.2010.04418dad.008

Global sales training’s balancing act

Article Type: Abstracts From: Human Resource Management International Digest, Volume 18, Issue 4

Boehle S. Training (USA), January 2010, Vol. 47, No. 1, Start page: 29, No. of pages: 3

Argues that any sales training that is developed for a global workforce needs to be consistent with the company’s sales strategy but also adaptable to local cultural, regulatory and other factors. Describes how Wyeth Pharmaceuticals and Hitachi Data Systems achieve this balance – Wyeth Pharmaceuticals tying training to its customer-focused selling model but adapting it to local needs; Hitachi Data Systems having a training service leader in each of its geographical areas who can add local content to centrally created training programmes and local sales professionals delivering the training. ISSN: 0095-5892 Reference: 39AE258

Keywords: International trade, Multinationals, Training, Design, Sales training