Sales Force Training Evaluation
نویسندگان
چکیده
منابع مشابه
Scheduling sales force training: Theory and evidence
To have a productive sales force, firms must provide their salespeople with sales training. But from a profit-maximizing perspective, there are also reasons to limit training: Training is expensive, it has diminishing returns, and trained salespeople need to be compensated at a higher level since their value in the outside labor market has increased. Due to these reasons, the following inter-re...
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In line with the global markets’ current trend, the Palestinian market has recently witnessed consecutive implementations of different sales technologies by leading firms in different industries; one of these technologies is the Sales Force Automation (SFA) technology. However, although the adoption and use of sales technologies have been attractive topics for IT literature over the last two de...
متن کاملE-Collaboration Within the Dispersed Sales Force Training Process of Multinational Pharmaceutical Companies
In this paper the authors propose an ICT architecture for the support of collaborative tasks within a dispersed sales force training process in multinational pharmaceutical companies. Four areas of collaboration are identified through case studies. Each of these areas comprises a certain number of collaborative tasks. The equivocality and complexity of these tasks have to be taken into account ...
متن کاملA Reference Model for E-Collaboration within the Dispersed Sales Force Training Process in Multinational Companies
Multinational pharmaceutical companies are facing the challenge of finding the right balance between local responsiveness and global integration. A cross-case study analysis of the sales force training process at the Swiss company Roche Pharmaceuticals identified four areas of collaboration, each of which comprises a certain number of collaborative tasks. The equivocality and complexity of thes...
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Motivating salespersons is one of the most important aspects of sales force management. The prevalent sales force motivation research stream relies essentially on Vroom’s expectancy theory. In spite of its widespread use, this theory is shown to present a number of shortcomings when applied to many sales force situations. The purpose of this paper is to outline a mathematical formulation of a s...
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ژورنال
عنوان ژورنال: Journal of Business & Economics Research (JBER)
سال: 2012
ISSN: 2157-8893,1542-4448
DOI: 10.19030/jber.v10i2.6790