Selling and Sales Management in Action: The Training of Sales Managers: An Exploratory Study of Sales Management Training Practices

Abstract

In recent years increasing interest has been shown in researching the sales management position. However, little research exists describing the training of sales managers. This article reports the results of an empirical study of national sales training executives (members of the National Society of Sales Training Executives-NSSTE) which focused on current practices used in the training of sales managers in American businesses. Additionally, the study addressed the content of that training. A discussion of the findings with managerial implications and future research directions is provided.