Conducting a sales training audit
Article Abstract:
An operational audit provides a firm with an organized framework to logically, systematically, and comprehensively examine its sales training program. When performed periodically by an objective and knowledgeable source, an audit can help identify and correct actual and potential sales training shortcomings. However, audits do have limitations, which must be taken into account. This article accounts a detailed audit, which can be used by sales and marketing managers to improve the efficiency and effectiveness of the firm's sales training program. Suggestions for future research are also discussed. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1996
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Marketing industrial products on the Internet
Article Abstract:
Electronic media, such as the World Wide Web, are playing an increasingly important role in the global commerce of industrial firms. This article examines the experience of three industrial companies that adopted a Web strategy and identifies lessons learned in the process. Based on these experiences, managers are provided guidelines for enhancing the successful implementation of the Internet into their firm's day-to-day operations. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1998
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