Sales Training Practices: A Cross‐national Comparison

Abstract

The aftermath of the 1990 Middle East war and the region′s subsequent exposure to Western technologies and lifestyles has contributed to an accelerated opening up of Arabic culture to Western ideas. Often relegated to a secondary role in the Arab culture, changing market conditions have helped increase the importance of many marketing functions and, in particular, personal selling. Given the increased importance of personal selling in a high context culture, such as that of Saudi Arabia, the development of a qualified salesforce should significantly improve a firm′s competitive position. This exploratory study examined the extent to which sales training philosophies and practices differ between Saudi Arabia and the United States. Findings reveal the limited extent of Saudi sales training programmes and offer insight into the future development of marketing and sales training in this Arab culture as well as implications for both Arab and foreign businesses.

Citation

Erffmeyer, R.C., Al‐Khatib, J.A., Al‐Habib, M.I. and Hair, J.F. (1993), "Sales Training Practices: A Cross‐national Comparison", International Marketing Review, Vol. 10 No. 1. https://doi.org/10.1108/02651339310025857