Binus Business Review · 2011 · 20 citations · 0 references
ManagementMarketingMarketing ManagementNew Product DevelopmentSales ManagementTalent ManagementSales CoachingSales DevelopmentSales Team ManagementSales TrainingTalent DevelopmentBehavioral Sales TrainingMann - Whitney U TestMann TestSales Coaching EffectivenessSales Training EffectivenessTraining Transfer In Sales
This research is conducted in PT Merapi Utama Pharma in order to determine the influence of training to the sales force in selling a new product. The methodology is Mann-Whitney Test manually using formula and table, and using Statistical Programs for Social Studies ( SPSS ). The research result that the average sales volume of the trained sales forces is the same as the average sales volume of the untrained sales force.