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/Report/Conference proceedingConference contribution

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 languageEnglish
Title of host publicationProceedings - 3rd International Conference on Information Management, Innovation Management and Industrial Engineering, ICIII 2010
Place of PublicationPiscataway, NJ (US)
PublisherIEEE
Pages574-577
Number of pages4
Volume2
ISBN (Electronic)978-0-7695-4279-9
ISBN (Print)978-1-4244-8829-2
DOIs
Publication statusPublished - 2010
Event3rd International Conference on Information Management, Innovation Management and Industrial Engineering - Kunming, China
Duration: 26 Nov 201028 Nov 2010

Conference

Conference3rd International Conference on Information Management, Innovation Management and Industrial Engineering
Abbreviated titleICIII 2010
CountryChina
CityKunming
Period26/11/1028/11/10

Fingerprint

Sales
Data structures
Salespeople
Sales training
Management training
Resource management
Data modeling
Guidance
Training needs

Keywords

  • individual-based modelling
  • sales resource management
  • sales training

Cite this

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, pp. 574-577). Piscataway, NJ (US) : IEEE. https://doi.org/10.1109/ICIII.2010.304
Wang, Jun ; Lee, Nick ; Timothy, Alan. / Sales resource management training : a guide to developing effective salespeople. Proceedings - 3rd International Conference on Information Management, Innovation Management and Industrial Engineering, ICIII 2010. Vol. 2 Piscataway, NJ (US) : IEEE, 2010. pp. 574-577
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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/Report/Conference proceedingConference contribution

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Wang J, Lee N, Timothy A. 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. Piscataway, NJ (US) : IEEE. 2010. p. 574-577 https://doi.org/10.1109/ICIII.2010.304