Enter your search into one or more of the boxes below:
You can refine your search by selecting from any of the options below:
Creating In-House Sales Training and Development Programs: A Competency-Based Approach to Building Sales Ability
Foyalty 273

Creating In-House Sales Training and Development Programs: A Competency-Based Approach to Building Sales Ability (Hardback)

Unavailable. No reason given.


Although the new millennium has ushered in an era of emphasis on e-commerce and globalization, trained sales professionals are still in demand. And developing them has never been more important. Many organizations lack a strategy and a structure for hiring, training, and developing sales professionals. This book provides a systematic framework and customizable approach to addressing this important organizational need. The case studies, lessons learned, and suggested development activities provide input from successful sales professionals that allows readers to gain valuable insight for improving the performance of their own sales organizations. For sales leaders, HR professionals, front-line managers, and others charged with the responsibility of developing an in-house sales development program or initiative, this book provides a roadmap and guide for building, implementing, and maintaining in-house programs for sales professionals across many industries, including manufacturing, health care, and the service sector.

This work supplements the input from experienced sales professionals collected by personal interviews or survey instruments with material gleaned from the authors' personal experiences and involvement in a wide array of sales training and consulting projects.

BusinessBusiness & managementManagement & management techniquesManagement of specific areas & peopleBusinessBusiness & managementSales & marketingEducationCareers & StudyingCareers guidanceIndustrial or vocational training Publisher: ABC-CLIO Publication Date: 30/11/2002 ISBN-13: 9781567204650  Details: Type: Hardback Format: Books
Availability: Unavailable. No reason given.  

WILLIAM J. ROTHWELL is Professor of Human Resource Development in the Department of Adult Education, Instructional Systems and Workforce Education and Development in the College of Education at Penn State University. Previously he was assistant vice president and management development director for the Franklin Life Insurance Company and training director for the Illinois office of auditor general. He is also president of Rothwell & Associates, a private consulting firm. He is the author of, among other books, Building In-House Leadership and Management Development Programs (with H. Kazanas, Quorum Books, 1999). WESLEY E. DONAHUE is Director of Penn State Management Development Programs and Services, a self-supporting provider of education and training services to business and industry clients around the world. Before joining Penn State, he was regional sales vice president for Mar-Kay Plastics in Kansas City, Missouri, co-founder and executive vice president of Leffler Systems of New Jersey, a manufacturing company, and manager of technology for a Fortune 500 company. He also co-owned and operated a retail business for ten years. JOHN E. PARK is Associate Director of Penn State Management Development Programs and Services with special interests in sales, marketing, and strategic planning. Prior to joining Penn State, he was assistant vice president of Glenn Insurances Inc. in New Jersey, Junior Casualty Underwriter with Commercial Union Insurance, Mechanicsburg, Pensylvania, and Commercial Underwriter with Pennsylvania National Insurance in Pittsburgh. He has also been involved in all facets of a family business for over 25 years.

More books by William J. Rothwell

More books by Wesley E. Donahue

More books by John E. Park

Leave Review


Delivery Options

All delivery times quoted are the average, and cannot be guaranteed. These should be added to the availability message time, to determine when the goods will arrive. During checkout we will give you a cumulative estimated date for delivery.

Location 1st Book Each additional book Average Delivery Time
UK Standard Delivery FREE FREE 3-5 Days
UK First Class £4.50 £1.00 1-2 Days
UK Courier £7.00 £1.00 1-2 Days
Western Europe** Courier £17.00 £3.00 2-3 Days
Western Europe** Airmail £5.00 £1.50 4-14 Days
USA / Canada Courier £20.00 £3.00 2-4 Days
USA / Canada Airmail £7.00 £3.00 4-14 Days
Rest of World Courier £22.50 £3.00 3-6 Days
Rest of World Airmail £8.00 £3.00 7-21 Days

** Includes Austria, Belgium, Denmark, France, Germany, Greece, Iceland, Irish Republic, Italy, Luxembourg, Netherlands, Portugal, Spain, Sweden and Switzerland.

Delivery Help & FAQs

Returns Information

If you are not completely satisfied with your purchase*, you may return it to us in its original condition with in 30 days of receiving your delivery or collection notification email for a refund. Except for damaged items or delivery issues the cost of return postage is borne by the buyer. Your statutory rights are not affected.

* For Exclusions and terms on damaged or delivery issues see Returns Help & FAQs

You might also like

The Lean Machine: How Harley-Davidson...
Dantar P. Oosterwal
Strategic Staffing: A Comprehensive...
Thomas P. Bechet
The Recognition Book: 50 ways to ...
Paul F. Warriner
Robot Rules: Regulating Artificial...
Jacob Turner
© W&G Foyle Ltd
Foyles uses cookies to help ensure your experience on our site is the best possible. Click here if you’d like to find out more about the types of cookies we use.
Accept and Close