Sales resource management training: a guide to developing effective salespeople

Jun Wang; Nick Lee; Alan Timothy

doi:10.1109/ICIII.2010.304

Sales resource management training: a guide to developing effective salespeople

Jun Wang^*, Nick Lee, Alan Timothy

^*Corresponding author for this work

Research output: Chapter in Book/Published conference output › Conference publication

Abstract

This paper adopts a sales resource management (SRM) framework to provide guidance on how to develop effective salespeople via sales training. SRM can be used to identify the individual training needs based on the individual-based modelling data. The individual-based modelling data can also be used to evaluate the outcome of sales training. This paper also gives some suggestions on the forms of sales training which are most likely to develop effective salespeople.

Original language	English
Title of host publication	Proceedings - 3rd International Conference on Information Management, Innovation Management and Industrial Engineering, ICIII 2010
Place of Publication	Piscataway, NJ (US)
Publisher	IEEE
Pages	574-577
Number of pages	4
Volume	2
ISBN (Electronic)	978-0-7695-4279-9
ISBN (Print)	978-1-4244-8829-2
DOIs	https://doi.org/10.1109/ICIII.2010.304
Publication status	Published - 2010
Event	3rd International Conference on Information Management, Innovation Management and Industrial Engineering - Kunming, China Duration: 26 Nov 2010 → 28 Nov 2010

Conference

Conference	3rd International Conference on Information Management, Innovation Management and Industrial Engineering
Abbreviated title	ICIII 2010
Country/Territory	China
City	Kunming
Period	26/11/10 → 28/11/10

Keywords

individual-based modelling
sales resource management
sales training

Access to Document

10.1109/ICIII.2010.304

Cite this

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title = "Sales resource management training: a guide to developing effective salespeople",

abstract = "This paper adopts a sales resource management (SRM) framework to provide guidance on how to develop effective salespeople via sales training. SRM can be used to identify the individual training needs based on the individual-based modelling data. The individual-based modelling data can also be used to evaluate the outcome of sales training. This paper also gives some suggestions on the forms of sales training which are most likely to develop effective salespeople.",

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author = "Jun Wang and Nick Lee and Alan Timothy",

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booktitle = "Proceedings - 3rd International Conference on Information Management, Innovation Management and Industrial Engineering, ICIII 2010",

publisher = "IEEE",

address = "United States",

note = "3rd International Conference on Information Management, Innovation Management and Industrial Engineering, ICIII 2010 ; Conference date: 26-11-2010 Through 28-11-2010",

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Wang, J, Lee, N & Timothy, A 2010, Sales resource management training: a guide to developing effective salespeople. in Proceedings - 3rd International Conference on Information Management, Innovation Management and Industrial Engineering, ICIII 2010. vol. 2, IEEE, Piscataway, NJ (US) , pp. 574-577, 3rd International Conference on Information Management, Innovation Management and Industrial Engineering, Kunming, China, 26/11/10. https://doi.org/10.1109/ICIII.2010.304

Sales resource management training: a guide to developing effective salespeople. / Wang, Jun; Lee, Nick; Timothy, Alan.
Proceedings - 3rd International Conference on Information Management, Innovation Management and Industrial Engineering, ICIII 2010. Vol. 2 Piscataway, NJ (US) : IEEE, 2010. p. 574-577.

Research output: Chapter in Book/Published conference output › Conference publication

TY - GEN

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AU - Wang, Jun

AU - Lee, Nick

AU - Timothy, Alan

PY - 2010

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N2 - This paper adopts a sales resource management (SRM) framework to provide guidance on how to develop effective salespeople via sales training. SRM can be used to identify the individual training needs based on the individual-based modelling data. The individual-based modelling data can also be used to evaluate the outcome of sales training. This paper also gives some suggestions on the forms of sales training which are most likely to develop effective salespeople.

AB - This paper adopts a sales resource management (SRM) framework to provide guidance on how to develop effective salespeople via sales training. SRM can be used to identify the individual training needs based on the individual-based modelling data. The individual-based modelling data can also be used to evaluate the outcome of sales training. This paper also gives some suggestions on the forms of sales training which are most likely to develop effective salespeople.

KW - individual-based modelling

KW - sales resource management

KW - sales training

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DO - 10.1109/ICIII.2010.304

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BT - Proceedings - 3rd International Conference on Information Management, Innovation Management and Industrial Engineering, ICIII 2010

PB - IEEE

CY - Piscataway, NJ (US)

Y2 - 26 November 2010 through 28 November 2010

ER -

Sales resource management training: a guide to developing effective salespeople

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