The impact of salesperson’s training on organizational outcomes
Quality of human resource is an asset to organization. Consequently, quality training can promote both personal and organizational success. This study suggests that training on salesperson’s knowledge and skills can develop the positive beliefs and attitudes which lead to enhance organizational outc...
| Main Authors: | , , , , , |
|---|---|
| Format: | Article |
| Language: | English |
| Published: |
JSRAD
2015
|
| Subjects: | |
| Online Access: | http://irep.iium.edu.my/44420/ http://irep.iium.edu.my/44420/1/The_impact_of_salesperson%E2%80%99s_training_on_organizational_outcomes.pdf |
| _version_ | 1848782604641239040 |
|---|---|
| author | Rahman, M. Khalilur Zailani, Suhaiza Mamun, Abdullah Al Jan, Muhammad Tahir Amerziane, Alileche Hazeez, Abdulsalam |
| author_facet | Rahman, M. Khalilur Zailani, Suhaiza Mamun, Abdullah Al Jan, Muhammad Tahir Amerziane, Alileche Hazeez, Abdulsalam |
| author_sort | Rahman, M. Khalilur |
| building | IIUM Repository |
| collection | Online Access |
| description | Quality of human resource is an asset to organization. Consequently, quality training can promote both personal and organizational success. This study suggests that training on salesperson’s knowledge and skills can develop the positive beliefs and attitudes which lead to enhance organizational outcomes. Most organizations meet their needs for training in a haphazard way rather than design training in a rational way. The aim of the study is intended to investigate the impact of training on salespeople’s knowledge and skills for organizational benefits. Data were gathered by surveying 238 salespeople in the Malaysian major retail shopping malls. Data were analyzed using the partial least square technique. Training has significant impact on salesperson’s experience (salesperson’s knowledge and salesperson’s skills), while salesperson’s experience has positive impact on the three categories of organizational outcomes (i.e., productivity, effectiveness and perfor |
| first_indexed | 2025-11-14T16:08:06Z |
| format | Article |
| id | iium-44420 |
| institution | International Islamic University Malaysia |
| institution_category | Local University |
| language | English |
| last_indexed | 2025-11-14T16:08:06Z |
| publishDate | 2015 |
| publisher | JSRAD |
| recordtype | eprints |
| repository_type | Digital Repository |
| spelling | iium-444202018-05-21T02:28:26Z http://irep.iium.edu.my/44420/ The impact of salesperson’s training on organizational outcomes Rahman, M. Khalilur Zailani, Suhaiza Mamun, Abdullah Al Jan, Muhammad Tahir Amerziane, Alileche Hazeez, Abdulsalam HF5001 Business. Business Administration HF5437 Purchasing. Selling. Sales personnel. Sales executives Quality of human resource is an asset to organization. Consequently, quality training can promote both personal and organizational success. This study suggests that training on salesperson’s knowledge and skills can develop the positive beliefs and attitudes which lead to enhance organizational outcomes. Most organizations meet their needs for training in a haphazard way rather than design training in a rational way. The aim of the study is intended to investigate the impact of training on salespeople’s knowledge and skills for organizational benefits. Data were gathered by surveying 238 salespeople in the Malaysian major retail shopping malls. Data were analyzed using the partial least square technique. Training has significant impact on salesperson’s experience (salesperson’s knowledge and salesperson’s skills), while salesperson’s experience has positive impact on the three categories of organizational outcomes (i.e., productivity, effectiveness and perfor JSRAD 2015 Article PeerReviewed application/pdf en http://irep.iium.edu.my/44420/1/The_impact_of_salesperson%E2%80%99s_training_on_organizational_outcomes.pdf Rahman, M. Khalilur and Zailani, Suhaiza and Mamun, Abdullah Al and Jan, Muhammad Tahir and Amerziane, Alileche and Hazeez, Abdulsalam (2015) The impact of salesperson’s training on organizational outcomes. Journal of Scientific Research and Development, 2 (8). pp. 48-57. ISSN 1115-7569 http://jsrad.org/wp-content/2015/Issue%208,%202015/8j.pdf |
| spellingShingle | HF5001 Business. Business Administration HF5437 Purchasing. Selling. Sales personnel. Sales executives Rahman, M. Khalilur Zailani, Suhaiza Mamun, Abdullah Al Jan, Muhammad Tahir Amerziane, Alileche Hazeez, Abdulsalam The impact of salesperson’s training on organizational outcomes |
| title | The impact of salesperson’s training on organizational outcomes |
| title_full | The impact of salesperson’s training on organizational outcomes |
| title_fullStr | The impact of salesperson’s training on organizational outcomes |
| title_full_unstemmed | The impact of salesperson’s training on organizational outcomes |
| title_short | The impact of salesperson’s training on organizational outcomes |
| title_sort | impact of salesperson’s training on organizational outcomes |
| topic | HF5001 Business. Business Administration HF5437 Purchasing. Selling. Sales personnel. Sales executives |
| url | http://irep.iium.edu.my/44420/ http://irep.iium.edu.my/44420/ http://irep.iium.edu.my/44420/1/The_impact_of_salesperson%E2%80%99s_training_on_organizational_outcomes.pdf |