ABSTRACT
This paper discusses the results of an exploratory empirical study on source of perceived challenges faced by corporate retail banks in Malaysia when conducting their formal sales training programs. This research was designed to replicate three previous studies (Futrell et al. 1984; Honeycutt et al. 1993; and Attia et al. 2014) and extended them to an emerging market, such as Malaysia. This research provides a discussion of the key findings of the study, including reporting the perceived challenges that occurred during important phases of sales training programs namely: needs determination; objective setting; designing training topic; development of training methods; sales training evaluation; and post training and implementation phase. This research also offers suggestions to improve the smooth running of the key aspects of sales training programs of retail banks in that country.
Keywords
Global Sales training Programs; Sales Management; Retail Banking Industry; Malaysia.