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• W2283417270 abstract "Newly selected sales managers often have problems making a successful transition from personal selling to sales management. Yet, sales management training remains one of the most neglected areas in the personal selling and sales management literature. In the past thirty-two years, only three studies have been published on this important topic. Findings from these studies reveal that most sales managers receive little or no formal training for their sales management roles, and that the training provided often has glaring weaknesses. This study is the first to investigate the availability and characteristics of sales management training programs from the perspectives of sales managers." @default.
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• W2283417270 date "2013-10-24" @default.
• W2283417270 modified "2023-09-24" @default.
• W2283417270 title "Sales Training and Education: An Empirical Investigation of Sales Management Training Programs for Sales Managers" @default.
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• W2283417270 doi "https://doi.org/10.1080/08853134.1997.10754100" @default.
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