Scholarly record

SALES MANAGERS EDUCATION: THE ANALYSIS OF THE DECISION-MAKING PROCESS IN THE FIELD OF SELECTION EDUCATION METHODS.

J. Coculova, L. Tomcikova

Abstract

The subject of the paper is the training of sales managers. Sales managers represent an important category of employees in terms of meeting companyВ’s goals and achieving the required performance. The paper presents the results of the research carried out on a sample of Slovak companies. The aim of the research was to find out the current situation in the use of the selected methods of sales managers training in Slovak companies and to test statistically significant differences in the use of these methods in terms of the importance of selected aspects of sales managersВ’ education. For this purpose, 3 statistical hypotheses were tested using the MANOVA statistical method. For the first two groups of variables examined (importance of selected aspects of education and importance of selected types of skills), statistically significant differences were confirmed for self-learning and training methods. In the case of the last group of variables (the benefit rate), the hypothesis was confirmed for the workshop method.

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