Purpose: The benefits of spaced training over massed training practice are well established in the laboratory setting. In a field study design with sales trainings, the purpose of this paper is to investigate the effects of spaced compared with massed practice on transfer quantity and quality, sales competence, and key figures.…

An empirical test of the service-profit chain in a large United Kingdom retail business explored how employee attitudes and behavior can improve customer retention and, consequently, company sales performance. Data were collected from 65,000 employees and 25,000 customers from almost 100 stores. The business collected customer satisfaction for…

This report, in both English and Afrikaans, is based on data gathered during a September 1994 mail survey of 215,284 South African graduates that elicited a total response rate of 18.3%. It details the remuneration of graduates (as of July 1, 1994) in a wide range of human resources, accounting and financial, economic, and sales occupations in the…

Trends in training for employment in the motor vehicle repair and sales sectors in the 12 European Community (EC) countries were identified through a review of 12 national reports that were prepared by 16 research teams involved in an EC study on continuing training in the motor vehicle sales and repair sector. Special attention was paid to the…

Australia's retailing sector is the largest single industry of employment, with more than 1.2 million workers. It is characterized by high levels of part-time and casual employment; a young work force, including many young people still in full-time education; and employment widely distributed geographically. Over the past 10 years, employment has…

Australia's personal and other services industry is the sixth smallest of the 17 industry divisions in numbers employed. The industry, a collection of quite diverse businesses and services in the public and private sectors, has three subdivisions: personal services, other services, and private households employing staff. The employment level has…

This document contains three papers from a symposium titled "Competence: Fuzzy Concepts to Context.""Sales Superstars: Defining Competencies Needed for Sales Performance" (Darlene Russ-Eft, Edward Del Gaizo, Jeannie Moulton, Ruth Pangilinan) discusses a study in which an analysis of 1,688 critical incidents revealed 16…