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Sales training: A state of the art and contemporary review

Author

Listed:
  • Singha, Vijay Lakshmi

    (Indian Institute of Management, Ahmedabad, India)

  • Manraib, Ajay K.

    (University of Delaware, Newark, USA)

  • Manraib, Lalita A.

    (University of Delaware, Newark, USA)

Abstract

Organizations of today face numerous challenges, and training their sales force is definitely high on its agenda. This paper endeavors to contribute to the sales training field by providing a comprehensive stateof- the art and contemporary review through the study of publications in sales training research in the last 30 years (1985-2014). The specific objectives of the review are to study the chronological trends and structural distribution of sales training research in terms of the research type, research focus, methods, research themes and other issues such as methodology, analytical techniques, geographical region etc. Findings of 56 articles on sales training research published in the last three decades are analyzed and directions for future research are identified.

Suggested Citation

  • Singha, Vijay Lakshmi & Manraib, Ajay K. & Manraib, Lalita A., 2015. "Sales training: A state of the art and contemporary review," Journal of Economics, Finance and Administrative Science, Universidad ESAN, vol. 20(38), pages 54-71.
    • Handle: RePEc:ris:joefas:0085
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    More about this item

    Keywords

    Sales; Training; Assessment; Implementation; Evaluation; Performance;
    All these keywords.

    JEL classification:

    • E31 - Macroeconomics and Monetary Economics - - Prices, Business Fluctuations, and Cycles - - - Price Level; Inflation; Deflation

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