Title

Survey of bank sales training practice

Abstract

This study sought to determine the commitment that banks have made to providing their employees with sales training. The study, which uses a national sample, examines the amount and type of sales training provided and the general attitude held by management toward sales training. Results are given for eight areas: prospecting, approach, need identification, objections, close, postsales service, product knowledge, and self‐motivation. Chi‐square analysis was used to determine whether significant differences existed in the type of training received and asset size. Directions for future research are suggested. Copyright © 1993 Wiley Periodicals, Inc., A Wiley Company

Department(s)

Marketing

Document Type

Article

DOI

https://doi.org/10.1002/hrdq.3920040207

Publication Date

1-1-1993

Journal Title

Human Resource Development Quarterly

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