Department
Marketing and Professional Sales
Document Type
Article
Publication Date
2-1-2017
Abstract
Training, mentoring, and coaching are all tools used to manage and enhance the performance of the sales force. However, little is known about the interplay between these learning tools and the extent to which a salesperson applies the knowledge, skills, and abilities acquired in training on the job, defined as learning transfer. Using a sample of frontline salespeople across various industries, this study investigates the significance of training, mentoring, and coaching in the sales learning transfer. The findings of the study bolster knowledge of the tools that increase learning and promote transfer, both of which can ultimately improve sales performance.
Journal Title
International Journal of Evidence Based Coaching and Mentoring
Journal ISSN
1741-8305
Volume
15
Issue
1
First Page
133
Last Page
151