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The Reluctance of Top Management: A Major Obstacle to Sales Training in the Biotech Companies in Nigeria

机译：高层管理人员的不情愿：尼日利亚生物技术公司销售培训的主要障碍

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Sales training program is a vital link in the process of converting the recruit into a productive salesperson. The money which is spent on recruiting and selecting salespeople may be wasted if their selection is not followed up with the proper training programs. Additionally, experienced sales people may not improve or even maintain the productivity if they are not provided with an adequate amount of continual training. However, this study was undertaken to know the top management commitment to sales training in the Biotech companies in Nigeria. Both primary and secondary source were used to garner data for the study. Questionnaire was the principal source of the primary data, while interview was complementary. Taro Yamane formula was used to determine the sample size of 244 salespeople out of the 624 population from the top ten Biotech companies in Nigeria. Hypothesis was tested using ANOVA. The result shows an ANOVA (F) value of 0.961 which is less than the critical F-value of 1.880, suggesting that the top management in the Biotech companies in Nigeria is not dedicated to sales training. Hence, the top management in this industry is falling short of the guided theory of Chester Barnard which suggests that the role of executive managers was to define the purpose of the organization; to establish a communication system; and to develop an appropriate system of incentive to recruit and train, retain and motivate employees of the organization.
机译：销售培训计划是将新员工转变为生产性销售人员过程中的重要环节。如果没有通过适当的培训计划来选择销售人员，那么浪费在招募和选择销售人员上的钱就会浪费掉。另外，如果没有给他们足够的持续培训，有经验的销售人员可能无法提高甚至保持生产力。但是，进行这项研究是为了了解尼日利亚的生物技术公司最高管理层对销售培训的承诺。主要和次要来源均用于收集研究数据。问卷调查是主要数据的主要来源，而访谈则是补充。 Taro Yamane公式用于确定尼日利亚十大生物技术公司的624个人口中的244个销售人员的样本量。使用ANOVA检验假设。结果显示，ANOVA（F）值为0.961，小于临界F值1.880，这表明尼日利亚生物技术公司的高层管理人员并不致力于销售培训。因此，该行业的高层管理人员没有遵循切斯特·巴纳德的指导理论，该理论认为执行经理的作用是确定组织的宗旨。建立通讯系统;并建立适当的激励机制，以招募和培训，挽留和激励组织的员工。

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