The aftermath of the 1990 Middle East war and the region′s subsequent exposure to Western technologies and lifestyles has contributed to an accelerated opening up of Arabic culture to Western ideas. Often relegated to a secondary role in the Arab culture, changing market conditions have helped...

In today’s global economy, increasing numbers of companies are entering the international marketplace. The quality of managerial actions in salesforce hiring and training greatly influences the overall success of the firm. Although most companies attempt to select and train the most...

Purpose – The purpose of this article is to improve the sales training process by gaining a deeper understanding of the first two levels – reaction and learning. Design/methodology/approach – A total of 79 sales supervisors of a US firm operating in Egypt participated in the study. They...

Purpose – This paper aims to present perceptions of sales executives from three countries regarding expectations for the future of the sales profession and sales position. Design/methodology/approach – Results of a thematic interpretation of in‐depth interviews are presented, using several...