Грэг Маршалл: Управление отделом продаж

www.eeoc.gov (февраль,2005).

Более детальную информацию о процедуре проверки тестов на профессиональную пригодность см. на сайте Комиссии по вопросу равных возможностей занятости www.eeoc.gov.

Frank Cespedes. Organizing and Implementing the Marketing Effort: Text and Cases. Reading, MA: Addison-Wesley, 1991. С. 87–88; Ashraf M. Attia, Earl D. Honeycutt, Jr., and Mark P. Leach. A Three-Stage Model for Assessing and Improving Sales Force Training and Development. Journal of Personal Selling & Sales Management 25 (лето 2005). С. 253–268; Holly Dolezalek. Making the Buy So They Can Sell. Training 43 (август 2006). С. 34–37; Lassk, Felicia G., Thomas N. Ingram, Florian Kraus, and Rita D. Mascio. The Future of Sales Training: Challenges and Related Research Questions. Journal of Personal Selling & Sales Management 32, (осень 2012). С. 141–154.

Ежегодный отчет Lucent Technologies, 2006. www.lucent.com. Более детальная информация о самостоятельном обучении и его влиянии на результат см. Andrew B. Artis and Eric G. Harris. Self-Directed Learning and Sales Force Performance: An Integrated Framework. Journal of Personal Selling & Sales Management 27 (зима 2007). С. 9–24; Mark P. Leach, Annie H. Liu, and Wesley J. Johnston. The Role of Self-Regulation Training in Developing the Motivation Management Capabilities of Salespeople. Journal of Personal Selling & Sales Management , 25 (лето 2005). С. 269–281; Brad Huisken. How Do I Set Up a Productivity Improvement Program? Jewelers Circular Keystone (JCK) 178 (октябрь 2007). С. 140.

Mark McMaster. A Tough Sell: Training the Salesperson. Sales & Marketing Management (январь 2001). С. 42.

Garry O’Grady. Every Rep a Star. Pharmaceutical Executive (май 2003). С. 76–80.

Top Training Priorities? Training (February 2004), pp. 26–32; V. Kumar, Rajkumar Venkatesan, and Werner Reinartz. Performance Implications of Adopting a Customer-Focused Sales Campaign. Journal of Marketing 72 (сентябрь 2008). С. 50.

Valentine, Sean. Ethics Training, Ethical Context, and Sales and Marketing Professionals’ Satisfaction with Supervisors and Coworkers. Journal of Personal Selling & Sales Management 29 (лето 2009). С. 227–242; Thomas W. Leigh. Cognitive Selling Scripts and Sales Training. Journal of Personal Selling & Sales Management 7 (August 1987). С. 39–48; James F. Evered. Measuring Sales Training Effectiveness. Sales & Marketing Management (февраль 1988). С. 9–12, 16–18. См. также Alan J. Dubinsky. Sales Training and Education: Some Assumptions about the Effectiveness of Sales Training. Journal of Personal Selling & Sales Management (лето 1996). С. 67–76.

Sarin Shikhar, Trina Sego, Ajay K. Kohli, and Goutam Challagalla. Characteristics That Enhance Training Electiveness in Implementing Technological Change in Sales Strategy: A Field Based Exploratory Study. Journal of Personal Selling & Sales Management 30 (весна 2010). С. 143–156; The following discussion is based to a large extent on Top Training Priorities? Training (февраль 2004). С. 26–32.

Тот же источник, с. 38; Christen P. Heide. Dartnell’s 30th Sales Force Compensation Survery. Chicago: Dartnell Corp., 1999. С. 142.

Jill Konrath. Sales Strategies: Why New Products Fail. Sales & Marketing Management 144 (ноябрь 1992). С. 48; Heide, Dartnell’s, с. 144.

Kathleen McLaughlin. Training’s Top 50 Edward Jones. Training (март 2001). С. 20.

H. Robert Dodge. Field Sales Management. Dallas: Business Publications, Inc., 1973. С. 226.

Erika Rasmusson. Training Goes Virtual, Sales & Marketing Management (September 2000). С. 48: John Boe, Time Is Money. The American Salesman 54 (январь 2009). С. 3–5.

Greg Burns. Life Insurance: Bogus Bait to Make You Switch, BusinessWeek (ноябрь 27 1995). С. 136.

Minda Zetlin. Kicking the Discount Habit: Teach Your Salespeople to Stop Leaving Money on the Table. Sales & Marketing Management (май 1994). С. 102–106.

Edward Roberts. Training Trade Show Salespeople How Caterpillar Does It. Business Marketing (июнь 1988). С. 70, 72–73; Erika Rasmusson, Smooth Booth Moves. Sales & Marketing Management 151 (июнь 1999). С. 71; www.caterpillar.com, июль, 2009.

Priscilla Donovan. Selling Right and Left. Sales & Marketing Management (июнь, 3, 1985). С. 62–63.

Willem Verbeke and Richard Bagozzi. Sales Call Anxiety: Exploring What It Means When Fear Rules the Sales Encounter, Journal of Marketing 64 (2000). С. 88–101; Michele Marchetti, Cold Feet, Sales & Marketing Management 155 (октябрь 2003). С. 17.

Ned Miller. Creating a Learning Environment: Tips for Sales Managers. The RMA Journal (июль – август 2006). С. 44–46; Heide, Dartnell’s, с. 140.

Jack Falvey. Forget the Sharks: Swim with Your Salespeople. Sales & Marketing Management (ноябрь 1990). С. 8.

Тот же источник.

Elana Harris. Keeping Customers Happy. Sales & Marketing Management (апрель 2001). С. 69; Ross Wigham, Off-Loading the Burden. Training & Coaching Today (февраль 2008). С. 7–8.

Elana Harris. Stars in the Making. Sales & Marketing Management (март 2001). С. 61.

Тот же источник, с. 60.

Kevin Dobbs. Training on the Fly, Sales & Marketing Management (ноябрь 2000). С. 92–98; Hyochang Lim, Sang-Gun Lee, and Kichan Nam, Validating E-Learning Factors Affecting Training Effectiveness. International Journal of Information Management 27 (февраль 2007). С. 22.

Там же, с. 96.

Industry Report 2011, Training, июль, 2012, www.trainingmag.com

Andy Patrizio. Streaming Media: Online Training, Cost-Cutting, and More. InformationWeek (14 августа, 2000). С. 108–111; тот же источник.

Anonymous. Get Value from Online Training. Security 45 (июль 2008). С. 78–79; там же.

Robert t. Erffmeyer, K. Randall Russ, and Joseph F. Hair, Jr. Needs Assessment and Evaluation in Sales-Training Programs. Journal of Personal Selling & Sales Management 11 (зима 1991). С. 17–31.