ERIC Number: ED300622
Record Type: RIE
Publication Date: 1988-Jun
Reference Count: N/A
The Influence of Career Stage on the Training Needs of Sales and Marketing Trainers. Training and Development Research Center Project Number Twenty-Seven.
Owolabi, Isaac B.
A study examined the relationship between the training needs of sales/marketing trainers and their career stages. Data were collected for a self-administered questionnaire that was sent to a random sample of 291 members of the American Society for Training and Development who had been identified as sales and marketing trainers in the 1987 national membership directory. The usable response rate was 51.2 percent. The data indicated a relationship between sales/marketing trainers' competencies critical to success and their stage in career development. Four of the 15 trainer roles studied were found to differ across stages of career development: evaluation, management, needs analysis, and administration. Thirty of the 31 competencies identified by McLagen in 1983 were found to meet the minimum criterion for being considered critical to success for sales and marketing trainers in all stages (the exception being research in stage 1). Of these 30 competencies, 18 were ranked identically within the different stages and 12 varied according to the stage of career development. It was thus recommended that those competencies that proved to be important throughout the various career stages should be viewed as a common core when training programs for sales/marketing trainers are planned. Eight pages of references are provided. Appendixes include data tables, charts of roles and competencies, and the questionnaire. (MN)
Publication Type: Reports - Research
Education Level: N/A
Authoring Institution: Minnesota Univ., St. Paul. Dept. of Vocational and Technical Education.