Application of Resource-Based-View Hrm Framework to Sales Training In Globacom Nigeria.

Abstract

Using the Resource-Based-View Human Resource Management framework, this study sought to advance our understanding of the effects of training on organizational-level outcome by analyzing the impact of sales force training using GLOBACOM Nigeria, Enugu division as a case study. The study specifically addressed three training related questions that are important in the management of sales force in markets that are keenly competitive. Is the training conducted for the sales force relevant to the job? Does the frequency of the sales force training make it effective? What is the impact of sales force training on organizational performance in GLOBACOM Nigeria? To meet the data needs of the study, a structured questionnaire was administered on 136 officers of GLOBACOM Nigeria. Based on analyzed data and tested hypotheses, the following conclusions were drawn: GLOBACOM employees are aware of the forms of training, there is high employees' knowledge of and involvement in the training programmes provided by the company, the frequency of the sales force training does not make it effective, sales training conducted is related to the job description and hence relevant to the job of the sales force and Sales force training has no effect on organizational performance in GLOBACOM Nigeria. The study recommended the design of training policy, institutionalization of training assessment, undertaking of Training Impact Assessment and focusing on emergent important areas for sales force training in GLOBACOM Nigeria to produce positive organizational-level outcomes.