Gordon, Geoffrey L.; Shepherd, C. David; Lambert, Brian; … - In: Journal of Business & Industrial Marketing 27 (2012) 8, pp. 659-672
Purpose – The purpose of this paper is to examine sales manager training approaches, methods, and instructors (as well … American Society for Training and Development. Findings – First, internal training approaches and instructors are most commonly … used and perceived as most effective. Second, sales managers are exposed to a wide variety of training content as part of …