Selecting and training the international series force - Comparison of China and Slovakia

This study examines the sales selection and sales training practices of 51 global and domestic firms in Shanghai, China and 74 global and domestic com panies in the Eastern European country of Slovakia. Respondents from both g roups reported similar managerial practices for selecting salespersons whil e greater differences were evident in the sales training area. Global firms are more market-oriented in their training focus and devote significantly more time to sales training. Global firms also evaluate training programs a t higher levels and focus upon determining the most useful measure of train ing effectiveness results, Managerial implications of the study are provide d. (C) 1999 Elsevier Science Inc, All rights reserved.