Selecting and Training the International Sales Force: Comparison of China and Slovakia
Department or Administrative Unit
IT and Administrative Management
This study examines the sales selection and sales training practices of 51 global and domestic firms in Shanghai, China and 74 global and domestic companies in the Eastern European country of Slovakia. Respondents from both groups reported similar managerial practices for selecting salespersons while greater differences were evident 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 determining the most useful measure of training effectiveness results. Managerial implications of the study are provided.
Honeycutt, E. D., Ford, J. B., Lupton, R. A., & Flaherty, T. B. (1999). Selecting and Training the International Sales Force. Industrial Marketing Management, 28(6), 627–635. https://doi.org/10.1016/s0019-8501(98)00036-4
Industrial Marketing Management
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