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

International Journal of Evidence Based Coaching and Mentoring

Journal ISSN

1741-8305

Volume

15

Issue

1

First Page

133

Last Page

151

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