International versus local retail sales force training in singapore a comparative study

Sales training practices of international and domestic retailers are contrasted in the context of the internationalizing retail environment of Singapore. An empirical evaluation identifies significant differences between domestic and international retailers with respect to the use of various sales training techniques, particularly: the formality of training practices, the implementation of sales training, and follow-up to sales training. Additionally, sales techniques and ethical values regarding sales practices were also significantly different. The managerial implications of the findings and suggestions for future research are provided.