Scheduling Sales Force Training: Theory And Evidence

Topics:
Sales Force Design
Tags:
Human Resources,
Training And Certification,
Training,
Theory,
Social Science Electronic Publishing Inc.,
Sales Strategy,
Sales Force Management,
Sales Force,
Sales,
Workforce Management
Source:
Social Science Electronic Publishing

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Overview: From the executive summary: ‘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.’ The paper examines the issues involved in scheduling sales force training and discusses the economics involved in the same.

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: PDF | Size: 231KB | Date: Oct 2003 | Pages: 47

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