Abstract This study examines the sales selection and sales training practices of 51 global and domestic firms in Shanghai, China. Respondents reported similar managerial practices for selecting sales persons, while greater differences were found in the sales training area. Global firms are more market-oriented in their training focus and devote significantly more time to sales training. Global firms also evaluate training programs at higher levels and focus upon the most useful measure of training effectiveness-results. Suggestions for future research are also provided.
Selecting and Training the Sales Force in China
2014-12-08
6 pages
Article/Chapter (Book)
Electronic Resource
English
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