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- W2187130594 abstract "This study examines initial high-tech sales training practices of firms in Malaysia. A review of initial sales training programs reveals that firms that engage in high-tech sales training practices report significantly greater levels of needs determination, objective setting, instructional methods, and training program content than their low-tech counterparts. Also, firms that employ high-tech training methods report teaching the “soft area” of salesmanship via computer and both groups place less emphasis on evaluating training programs. To better understand high-tech sales training, managers are provided with in-depth discussions and managerial implications of the study's findings." @default.
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- W2187130594 date "2002-10-01" @default.
- W2187130594 modified "2023-09-25" @default.
- W2187130594 title "Sales training in Malaysia" @default.
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- W2187130594 doi "https://doi.org/10.1016/s0019-8501(02)00178-5" @default.
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