Vol 21 No 1 - Special Issue: Sales Training
Cover, Table of Contents, Letter from Editor
Academic Articles
- Antecedents of Sales Coachability
By Concha Allen, David E. Fleming, Stacey Schetzsle, and Lisa R. Simon - Career Path Framework of Inside Sales Training
By Tará Burnthorne Lopez, April Field Kemp, and C. Michael Wittmann
Application Articles
- The Origins and Early History of Sales Training: A Descriptive Study of Sales Training Prior to 1900
By Jon M. Hawes and C. David Shepherd
Pedagogy Articles
- Cold Calling: An Experiential Learning Exercise Within a Classroom Setting
By Brenda B. Dockery, Anna M. Talafuse, and Jessica Perius - Embedding Automated Emotional Analysis into Role-Playing Exercises: Benefits for Sales Education and Training
By Ilona Pezenka and David Bourdin