Sales training methodologies have one main objective: to develop a producti
ve salesperson. The challenges to sales managers, as presented in recent ma
rketing literature, are numerous. Incomplete understanding by sales manager
s about the relationship of different training methodologies available and
the ability to measure effectiveness is particularly problematic. To better
understand the role of sales training effectiveness within the industrial
organization the authors introduce a conceptual framework called the Sales
Training Evaluation Model (STEM). To reflect the sales training environment
, STEM incorporates five unique aspects or categories: (I) reaction of any
participant involved including sales trainers and trainees; (2) changes in
attitude, knowledge, and skills among the trainees involved; (3) behavior c
hanges among the trainees involved; (4) tangible measurements such as sales
performance; and (5) other evaluative approaches. (C) 1998 Elsevier Scienc
e Inc.