Concepedia

Sales Training

Sales Training is a structured organizational learning intervention designed to develop salesforce competencies through the systematic acquisition of product knowledge, selling skills, and customer relationship strategies essential for achieving sales performance objectives.

659

Publications

39.3K

Citations

1.1K

Authors

530

Institutions

Publications per year

2017–2026

160

Parents

Children

Publications

659

Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects

Steven P. Brown, Robert A. Peterson · Journal of Marketing Research · 1993 · 1.1K citations

, , +14

Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness

Barton A. Weitz, Harish Sujan, Mita Sujan · Journal of Marketing · 1986 · 1K citations

, , +13

Waiting for a sales renaissance in the fourth industrial revolution: Machine learning and artificial intelligence in sales research and practice

Niladri Syam, Arun Sharma · Industrial Marketing Management · 2018 · 802 citations

, , +17

Impact of competitiveness on salespeople's commitment and performance

Long W. Lam · Journal of Business Research · 2011 · 704 citations

, , +10

Measuring the performance of industrial salespersons

Douglas N. Behrman, William D. Perreault · Journal of Business Research · 1982 · 649 citations

, , +11

1–5 of 659

Authors

1.1K

  1. AJ
    Alan J. Dubinsky

    Purdue University West Lafayette, United States

    19 publications · 1K citations

    16

    h-index

  2. ED
    Earl D. Honeycutt

    Elon University, United States

    15 publications · 418 citations

    14

    h-index

  3. GW
    Greg W. Marshall

    Rollins College, United States

    10 publications · 1.1K citations

    10

    h-index

  4. DW
    David W. Cravens

    Texas Christian University, United States

    10 publications · 608 citations

    10

    h-index

  5. MA
    Marvin A. Jolson

    University of Maryland, College Park, United States

    8 publications · 192 citations

    8

    h-index

1–5 of 1.1K

Institutions

530

  1. Texas Christian University

    Fort Worth, United States

    14 h-index

    17 publications

    882 citations

  2. University of Alabama

    Tuscaloosa, United States

    14 h-index

    18 publications

    909 citations

  3. University of Georgia

    Athens, United States

    12 h-index

    16 publications

    2.5K citations

  4. Florida State University

    Tallahassee, United States

    12 h-index

    16 publications

    1.4K citations

  5. University of Houston

    Houston, United States

    12 h-index

    14 publications

    959 citations

  6. Baylor University

    Waco, United States

    12 h-index

    15 publications

    497 citations

  7. Texas A&M University

    College Station, United States

    11 h-index

    16 publications

    970 citations

  8. University of South Florida

    Tampa, United States

    11 h-index

    15 publications

    1.7K citations

1–8 of 530

Venues

  1. Journal of Personal Selling and Sales Management

    JPSSM · 96 publications · 5.4K citations

    45

    h-index

  2. Industrial Marketing Management

    84 publications · 4.9K citations

    35

    h-index

  3. Journal of the Academy of Marketing Science

    35 publications · 4.2K citations

    29

    h-index

  4. Journal of Business Research

    JBR · 32 publications · 3.7K citations

    27

    h-index

  5. Journal of Marketing

    JM · 35 publications · 4.6K citations

    26

    h-index

1–5