Purpose: This study aims to examine how incorporating gamification elements into an offline training program influences learner engagement and learning outcomes in a non-academic, organizational setting. Design/methodology/approach: A randomized pretest-posttest control group experiment was designed to investigate participants' levels of…

This study analyzed participants' perceptions regarding a sales training program before and during the COVID-19 pandemic. Using a descriptive research design, a survey was administered to 53 participants that examined the training methods used, topics covered, and their overall satisfaction with the program. The participants were assigned to…

Several studies show that while collegiate sales programs effectively prepare students for sales careers, there are various opportunities to improve. In this research, we look at how sales education impacts the career preparedness of recent 4-year college graduates. We focus specifically on the development of self-leadership and sales-related…

Purpose: The Japanese healthcare system has designated registered sales clerks to sell over-the-counter (OTC) drugs. Because of this, the AEON HAPYCOM Comprehensive Training Organization implemented an education program to train registered clerks in 2014. The program is unique; it consists of both lectures and hands-on workshop components. We…

Purpose: The purpose of this study was to examine the indirect effects of strategic leadership for learning between sales employees' perceived learning opportunities and organizational commitment and job performance. Design/methodology/approach: A total of 204 responses from sales employees in a South Korean company were analyzed using path…

Purpose: The purpose of this paper is to understand which change process the supplying organization should define for its customer-facing organization in order to successfully increase customer orientation and to be on the short list of their customers' key suppliers. Design/methodology/approach: Action research was used to carry out this…

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.…

For recent high school graduates, life is tough. In the past year, one in four young high school graduates was unemployed and over half were underemployed. In the past decade, recent high school graduates' wages have fallen by 12 percent to just $19,400 annually in 2011, below the poverty threshold for a family of four. The downward plight of high…

Purpose: The purpose of this paper is to evaluate learners' attitudes to the use of simulation-based e-learning as part of workplace learning when socially situated interaction and blended learning are specifically included in the instructional design. Design/methodology/approach: Responses to a survey questionnaire of 298 sales personnel were…

Medtronic, Inc., a medical technology company that specializes in implantable and invasive heart-related devices, uses multimedia to train its sales force. The trainers had to overcome some resistance to multimedia as a learning tool, although it increases learning efficiency and reduces training time. (JOW)

A survey of 180 sales representatives who attended targeted training and 50 supervisors found that trainees who reported very high on-job use of training perceived significantly higher alignment of training with strategic organizational directions. They also reported significantly more support for the use of training outcomes on the job. (Contains…

A market mock-up and videotaped role playing add up to super salesman training at the Armour-Dial Management Institute. (Author)

Attempts to bring a practical emphasis to the subject of sales training guidance for both newer and more experienced sales trainers. Explores the potentials, procedures, and possible limitations of applying a strategic planning process within corporate sales training functions. (CT)

The pharmaceutical detail man, in bringing information about new drugs to physicians, hospitals and pharmacists, performs a complex and sensitive task. Does his training fit him to meet the challenge? (Author)