@misc{10818/39961,
year = {2020},
month = {2},
url = {http://hdl.handle.net/10818/39961},
abstract = {Purpose – The purpose of this paper is to identify in the specialized literature published in the past
20 years about sales training, some elements or key factors that could be applied to the use of information
and communication technologies (ICT) as a support for the learning of the detection of business
opportunities.
Design/methodology/approach – This is a study of a documentary nature in which a method of
systematic literature review was applied to 132 studies published in journals indexed in Scopus and
Scielo on sales training processes. The analysis of the data combined a process of categorization and
frequencies statistical analysis.
Findings – The results highlight the role of ICT and specifically the use of mobile devices to support the
strengthening of training in sales in terms of relationship, opportunity and flexibility in communication with
the client, the construction of positive emotional environments and experiential/situated training.
Originality/value – The originality of this study lies in the extraction and interpretation of key factors
focused on addressing a guiding question about the relationships between the use of ICT and sales
training.},
publisher = {Industrial and Commercial Training},
keywords = {Experiential learning},
keywords = {Mobile learning},
keywords = {Emotional education},
keywords = {ICT-based sales training},
title = {Sales training and ICT: a literature review},
doi = {110.1108/ICT-06-2019-0065},
author = {Torres, Hector Augusto and Chiappe Laverde, Andrés and Segovia Cifuentes, Yasbley},
}