The future of sales training: Making choices among six distance education methods

Journal of Business and Industrial Marketing

Volumn 12, Issue 3-4, 1997, Pages 185-195

  Erffmeyer, Robert C ^a   Johnson, Dale A ^a  

^a UNIVERSITY OF WISCONSIN EAU CLAIRE   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0242352359     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858629710188027     Document Type: Article

References (9)

1. Chonko, L.B., Tanner, J.F. and Weeks, W. (1993), "Sales training: status and needs," Journal of Personal Selling and Sales Management, Vol. XIII, Fall, pp. 81-6.
2. The Conference Board (1986), Computers and the Sales Effort, The Conference Board, New York, NY.
3. Erffmeyer, R.C., Russ, K.R. and Hair, J.F. Jr (1992), "Traditional and high-tech sales training methods," Industrial Marketing Management, Vol. 21, May, pp. 121-31.
4. Heide, C.P. (1994), Dartnell's 28th Sales Force Compensation Survey 1994-1995, Dartnell Press, Chicago, IL, pp. 141-5.
5. Honeycutt, E.D. Jr. Ford, J.B. and Rao, C.P. (1995), "Sales training: executives' research needs," Journal of Personal Selling and Sales Management, Vol. XV, Fall, pp. 67-71.
6. Honeycutt, E.D. Jr, McGarty, T. and Howe, V. (1993), "Sales technology applications: self-paced video enhanced training: a case study," Journal of Personal Selling and Sales Management, Vol. XIII, Winter, pp. 73-9.
7. Russ, K.R., Hair, J.F., Jr, Erffmeyer, R.C. and Easterling, E. (1989), "Usage and perceived effectiveness of high-tech approaches to sales training," Journal of Personal Selling & Sales Management, Vol. IX, Spring, pp. 46-54.
8. Shepherd, C.D. and Ridnour, R.E. (1995), "The training of sales managers: an exploratory study of sales management training practices," Journal of Personal Selling and Sales Management, Vol. XV, Winter, pp. 69-74.
9. Training (1995), "1995 industry report: a statistical picture of employee training in America," Vol. 32, October, pp. 37-64.