Theses, Dissertations, and Capstone Projects

Year of Award

1990

Degree

Master of Business Administration (MBA)

College

College of Business & Professional Studies

Degree Program

Business

Department

Business Administration

Keywords

sales, salespeople, knowledge, company

Abstract

Training and development is a critical learning and teaching tool that encompasses a universal approach to any industry. This thesis study will focus on and highlight the food products industry, with respect to training and developing the sales force directly responsible for implementing company objectives and strategies at the retail outlet.

In an ever changing marketplace, the selling arena is becoming more competitive,. The organization and its management team will be concentrating heavily on the need of its sales team for continued survival and existence. Analyzing and assessing training and development need areas will bring a challenge to the organization but one in which all will benefit. Assessment will therefore lead the organization to the skills that need to be developed for the continued growth and upward mobility of their sales force.

The salesperson has a unique role to play and the organization realizes its importance. However, methods of training and development vary due to assessed needs, monies, and time. These are just a few of the variables that are important factors for determining if training and development can and will be implemented.

In summation, the goal of my thesis study is to focus upon training and development with reference to assessing and analyzing the needs for training and the methods used to perform such developmental functions with respect to the retail field representative.

Document Type

Restricted Thesis

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