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ANALYTICAL VIEW OF THE SELECTED ASPECTS OF TRAINING & DEVELOPMENT OF SALES MANAGERS IN SLOVAK COMPANIES.

J. Coculova, L. Tomcikova

Abstract

The paper deals with the issue of employee training and development for sales managers. Training and development of sales managers is from the point of view of human resource management very important as it can directly affect the company's business results. Managing a team of salespersons is difficult and it requires a wide range of knowledge and competences such as team motivation, goal setting, evaluation of teamВ’s success, effective communication, and more. In order to determine the current situation in the field of education of sales managers in organizations operating on the Slovak market, we have carried out the research which results are presented in the paper. The aim of the research was to compare organizations which use the selected methods of training, the duration and frequency of the education. Statistically significant differences were investigated in terms of the size of the organization, operation years and the type of ownership. Three major statistical hypotheses were tested using the MANOVA method and Spearman statistical method. Based on the results, the size of the organization has proven to be a factor influencing several aspects of sales manager education.

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DOI resolver: doi.org/10.5593/sgemsocial2017/15/S05.013

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