Selecting and Training the International Sales Force: Comparison of China and Slovakia
Document Type
Article
Department or Administrative Unit
IT and Administrative Management
Publication Date
11-1999
Abstract
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.
Recommended Citation
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
Journal
Industrial Marketing Management
Rights
© 1999 Elsevier Science Inc. All rights reserved.
Comments
This article was originally published in Industrial Marketing Management. The full-text article from the publisher can be found here.
Due to copyright restrictions, this article is not available for free download from ScholarWorks @ CWU.