ERIC Number: EJ394671
Record Type: CIJE
Publication Date: 1988
Reference Count: N/A
Sales Training: Improving Efficiency and Effectiveness.
Moore, James R.; Eckrich, Donald
Marketing Educators' Journal, v14 n1 p63-79 Fall 1988
A population of 41 manufacturing salespeople, 32 distributor salespeople, and 24 manufacturers' agents used a 7-point scale to rate 82 selling competencies. The resulting classification groups, in order of importance, are communication skills, customer relations, professionalism, selling skills, problem solving, business maturity, and management skills. (SK)
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Authoring Institution: N/A
Note: Available from Marketing Education Association, 1908 Association Drive, Reston, VA 22091.