'Pulling the ripcord' : using communication training to improve sales performance at EB games
Hatcher, Caroline A. (2007) 'Pulling the ripcord' : using communication training to improve sales performance at EB games. In Page, Deborah & Zorn, Theodore (Eds.) Management Communication: Australian and New Zealand Case Studies. Pearson Education New Zealand, North Shore, NZ, pp. 82-90.
This case illustrates the challengers of and opportunities for increasing business sales success when effective communication training is used to motive and train staff. The case demonstrates sales managers attempting to improve their on-the-job sales training effectiveness by learning to use communication techniques, with the ultimate goal of helping staff develop the expertise to sell products more effectively. It also shows the challenges in training transfer. The case is based on a training initiative in which I was involved at EB Games, a retail video games store chain. The case overview and documents are broadly based on the trainers'' and participants'' experiences, with participant names changed.
Impact and interest:
Citation counts are sourced monthly from and citation databases.
These databases contain citations from different subsets of available publications and different time periods and thus the citation count from each is usually different. Some works are not in either database and no count is displayed. Scopus includes citations from articles published in 1996 onwards, and Web of Science® generally from 1980 onwards.
Citations counts from theindexing service can be viewed at the linked Google Scholar™ search.
|Item Type:||Book Chapter|
|Additional Information:||For more information about this book please refer to the publisher's website (see link) or contact the author.|
|Keywords:||Communication, Training, Performance, Sales, retail|
|Subjects:||Australian and New Zealand Standard Research Classification > COMMERCE MANAGEMENT TOURISM AND SERVICES (150000) > BUSINESS AND MANAGEMENT (150300) > Organisational Planning and Management (150312)|
|Divisions:||Current > Research Centres > Australian Centre for Business Research
Current > QUT Faculties and Divisions > QUT Business School
|Copyright Owner:||Copyright 2007 Pearson Education New Zealand|
|Deposited On:||09 Apr 2008|
|Last Modified:||05 Jan 2011 13:36|
Repository Staff Only: item control page