Improving sales training cycle times for new trainees. An exploratory study

Industrial Marketing Management

Volumn 31, Issue 4, 2002, Pages 329-338

  Bashaw, R Edward ^a   Ingram, Thomas N ^b   Keillor, Bruce D ^c  

^a UNIVERSITY OF ARKANSAS AT LITTLE ROCK   (United States)

^b Department of Environmental and Radiological Health Sciences   (United States)

^c UNIVERSITY OF AKRON   (United States)

Author keywords

Cycle time; Role play; Sales management; Sales productivity; Sales training

Indexed keywords

EID: 0036267563     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(01)00166-3     Document Type: Article

References (44)

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