Sales Training: A State of the Art and Contemporary Review

18 Pages Posted: 5 Jun 2015

See all articles by Vijay Lakshmi Singh

Vijay Lakshmi Singh

Indian Institute of Management (IIM), Ahmedabad

Ajay K Manrai

University of Delaware

Lalita A. Manrai

University of Delaware

Date Written: June 3, 2015

Abstract

Organizations of today face numerous challenges, and training their sales force is definitely high on its agenda. This paper endeavors to contribute to the sales training field by providing a comprehensive state-of-the art and contemporary review through the study of publications in sales training research in the last 30 years (1985-2014). The specific objectives of the review are to study the chronological trends and structural distribution of sales training research in terms of the research type, research focus, methods, research themes and other issues such as methodology, analytical techniques, geographical region etc.

Findings of 56 articles on sales training research published in the last three decades are analyzed and directions for future research are identified.

Keywords: Sales, Training, Assessment, Implementation, Evaluation, Performance

Suggested Citation

Singh, Vijay Lakshmi and Manrai, Ajay K and Manrai, Lalita A., Sales Training: A State of the Art and Contemporary Review (June 3, 2015). Journal of Economics, Finance & Administrative Science, Vol. 20, pp. 54-71, 2015. Available at SSRN: https://ssrn.com/abstract=2614048

Vijay Lakshmi Singh (Contact Author)

Indian Institute of Management (IIM), Ahmedabad ( email )

Vastrapur
Ahmedabad, Gujarat 380 015
India

Ajay K Manrai

University of Delaware ( email )

214 MBNA America Hall
Orchard Road & Amstel Avenue
Newark, DE 19716-2710
United States
302-831-1770 (Phone)
302-831-4196 (Fax)

Lalita A. Manrai

University of Delaware ( email )

Newark, DE 19711
United States

Register to save articles to
your library

Register

Paper statistics

Downloads
38
Abstract Views
333
PlumX Metrics