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The difficulties of evaluating sales training |
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| Authors: | Ashraf M. AttiaAuthor VitaeEarl D. Honeycutt Jr.Author Vitae Magdy Mohamed AttiaAuthor Vitae |
| Affiliation: | a State University of New York at Oswego, Oswego, NY, USA b Department of Business Administration, College of Business and Public Administration, Old Dominion University, Norfolk, VA 23529-0220, USA c Arab Training and Consulting (AT&C), Cairo, Egypt |
| Abstract: | Practitioners and researchers acknowledge the importance of sales training; however, limited attention is devoted to empirical sales training evaluation practices. This article addresses four major sources of sales training evaluation difficulties: (1) managerial perceptions; (2) evaluation restrictions; (3) methodological problems; and (4) lack of empirical evidence. After discussing each area, managers are provided with suggestions that can be implemented to minimize sales training evaluation problems. |
| Keywords: | Sales training Evaluation Sales training restrictions |
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