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The impact of salesperson’s training on organizational outcomes

Rahman, M. Khalilur and Zailani, Suhaiza and Mamun, Abdullah Al and Jan, Muhammad Tahir and Amerziane, Alileche and Hazeez, Abdulsalam (2015) The impact of salesperson’s training on organizational outcomes. Journal of Scientific Research and Development, 2 (8). pp. 48-57. ISSN 1115-7569

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Abstract

Quality of human resource is an asset to organization. Consequently, quality training can promote both personal and organizational success. This study suggests that training on salesperson’s knowledge and skills can develop the positive beliefs and attitudes which lead to enhance organizational outcomes. Most organizations meet their needs for training in a haphazard way rather than design training in a rational way. The aim of the study is intended to investigate the impact of training on salespeople’s knowledge and skills for organizational benefits. Data were gathered by surveying 238 salespeople in the Malaysian major retail shopping malls. Data were analyzed using the partial least square technique. Training has significant impact on salesperson’s experience (salesperson’s knowledge and salesperson’s skills), while salesperson’s experience has positive impact on the three categories of organizational outcomes (i.e., productivity, effectiveness and perfor

Item Type: Article (Journal)
Additional Information: 5174/44420
Uncontrolled Keywords: Training; Salesperson; Organization; Outcomes
Subjects: H Social Sciences > HF Commerce > HF5001 Business. Business Administration
H Social Sciences > HF Commerce > HF5001 Business. Business Administration > HF5437 Purchasing. Selling. Sales personnel. Sales executives
Kulliyyahs/Centres/Divisions/Institutes: Kulliyyah of Economics and Management Sciences > Department of Business Administration
Depositing User: Dr Muhammad Tahir Jan
Date Deposited: 26 Aug 2015 14:20
Last Modified: 21 May 2018 10:28
URI: http://irep.iium.edu.my/id/eprint/44420

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