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ERIC Number: EJ1015971
Record Type: Journal
Publication Date: 2013
Pages: 8
Abstractor: As Provided
ISSN: ISSN-1090-8811
Training to Improve New Product Sales Performance: The Case of Samsung in China
Fu, Frank Q.; Yi, Hong; Zhai, Nanji
Performance Improvement, v52 n5 p28-35 May-Jun 2013
The authors report a case study conducted with over 8,000 Samsung salespeople in the Chinese market. Using research-oriented, evidence-based, and systematic approaches, training professionals contributed to Samsung's business outcomes at multiple levels. The case highlights the valuable impacts of training on salespeople's behaviors and new product sales performance and provides meaningful implications for trainers as they strive to be relevant to their business partners. (Contains 3 tables.)
Wiley Periodicals, Inc. 350 Main Street, Malden, MA 02148. Tel: 800-835-6770; Tel: 781-388-8598; Fax: 781-388-8232; e-mail:; Web site:
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Identifiers - Location: China
Grant or Contract Numbers: N/A