The impact of training, mentoring and coaching on personal learning in the sales environment
The impact of training, mentoring and coaching on personal learning in the sales environment
复制标题
培训、指导和辅导对销售环境中个人学习的影响
DOI：
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发表时间：
2017
期刊：
影响因子：
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通讯作者：
Scott B. Friend
中科院分区：
文献类型：
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作者：
Shalonda K. Bradford;Brian N. Rutherford;Scott B. Friend
培训、指导和指导都是用来管理和提高销售队伍绩效的工具。然而，对于这些学习工具和销售人员将培训中获得的知识、技能和能力应用到工作中的程度之间的相互作用，我们知之甚少，这被定义为学习迁移。本研究以不同行业的一线销售人员为样本，探讨培训、指导和辅导在销售学习迁移中的重要性。这项研究的发现加强了人们对提高学习和促进迁移的工具的认识，这两者最终都能提高销售业绩。
Training, mentoring, and coaching are all tools used to manage and enhance the performance of the sales force. However, little is known about the interplay between these learning tools and the extent to which a salesperson applies the knowledge, skills, and abilities acquired in training on the job, defined as learning transfer. Using a sample of frontline salespeople across various industries, this study investigates the significance of training, mentoring, and coaching in the sales learning transfer. The findings of the study bolster knowledge of the tools that increase learning and promote transfer, both of which can ultimately improve sales performance.