Developing An Effective Sales Training Program Developing an effective sales training program is increasingly becoming a critical part of the sales manager’s job. According to Anderson, Hair, and Bush, “Customers are more knowledgeable than ever before, competition is ever more fierce, and customers are demanding more quality and service from sales interactions” (pp. 7-3). Obviously, the training an organization offers its sales force can greatly influence the partnership it builds with its customers and ultimately the health of the organization. Training can be formal or informal, inte....

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