National account management sales training and directions for improvement: a focus on skills/abilities

Article Abstract:

An investigation was conducted that examined the satisfaction national account managers (NAMs) have with current sales training programs and how adequately the programs address required skills/abilities. Findings suggest that NAMs are not satisfied with current national account management sales training programs. The NAMs also reported they do not believe firms are addressing 13 out of 21 skills/abilities which are associated with the NAM role. Implications are offered regarding the findings and recommendations are given for practitioners to move toward strengthening national account management sales training programs. (Reprinted by permission of the publisher.)

Employee Training, Sales Management, Management, Beliefs, opinions and attitudes, Sales managers

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Approaches for improving salespersons' forecasts

Article Abstract:

According to several surveys, one of the most widely used methods of sales forecasting is the sales force composite. This is especially true for industrial goods firms. This article suggests strategies for improving the accuracy of the salesperson's forecast, which provides the primary input for this forecasting technique. Some of the major factors addressed are: information provided, time allocation, incentives, forecast adjustment, and organizational changes. (Reprinted by permission of the publisher.)

Methods, Sales forecasting

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Couple the buying and selling teams

Article Abstract:

This article proposes the concept of a vendor's selling center to market effectively to industrial firms. A selling center provides vendors with a vehicle first to understand and then meet their customers' needs and requirements. Suggestions are offered for how marketing managers can manage the selling center by improving interfunctional communications as well as sales training programs at their firms. (Reprinted by permission of the publisher.)

Industrial supplies, Research, Evaluation, Marketing, Marketing management, Customer relations, Industrial suppliers

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