An evaluation of sales training in the U.S. banking industry Academic Article uri icon

abstract

  • Sales training focuses on providing the opportunity for the salesperson to develop job-related attitudes, knowledge, and skills that result in improved selling performance. Companies are interested in sales training primarily to increase sales, productivity, and profits. Firms invest millions of dollars each year in sales personnel training because it is perceived to be a major contributor to salesforce success (Futrell 1981). © 1984 Taylor & Francis Ltd.

author list (cited authors)

  • Futrell, C. M., Berry, L. L., & Bowers, M. R.

publication date

  • January 1984