Sales Training Evaluation Model (STEM): a conceptual framework
Article Abstract:
Sales training methodologies have one main objective: to develop a productive salesperson. The challenges to sales managers, as presented in recent marketing literature, are numerous. Incomplete understanding by sales managers about the relationship of different training methodologies available and the ability to measure effectiveness is particularly problematic. To better understanding the role of sales training effectiveness within the industrial organization, the authors introduce a conceptual framework called the Sales Training Evaluation Model (STEM). To reflect the sales training environment, STEM incorporates five unique aspects or categories: (1) reaction of any participant involved including sales trainers and trainees; (2) changes in attitude, knowledge, and skills among the trainees involved; (3) behavior changes among the trainees involved; (4) tangible measurements such as sales performance; and (5) other evaluative approaches. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1999
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Information sources used by an organization during a complex decision process: an exploratory study
Article Abstract:
Understanding how organizations behave when they are confronted with a complex purchase is of great interest to companies providing such complex offerings. In this study, the behavior of organizations in search of information has been evaluated. The analysis of the search for information is based on a mail survey of 75 firms that recently invested abroad. From a principal components analysis, we identified five sets of information sources of which personal and internal sources are the most important. On the contrary, both commercial and noncommercial impersonal sources are by far the least important. The source "external consultant" has been identified as one key source used during a complex decision process incorporating a high level of uncertainty. The results suggest that a mix of communication tools should be used by marketers when promoting their offering. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1998
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Towards value-based pricing- An integrative framework for decision making
Article Abstract:
A comprehensive framework for pricing decisions, which considers all relevant dimensions, and elements for profitable and sustainable pricing decisions is presented. A case study illustrating the practical application of the framework, involving the pricing decision for a major product launch at a global chemical company is discussed.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2004
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