Abstract The purpose of this study was to examine ways to promote learning, based on four empirical studies of salespeople and sales departments in Japan. First, analyses of survey data of 192 real estate salespeople indicated that customer- and goal achievement-oriented sales beliefs enhanced experiential learning at work. Second, analyses of data of 193 sales departments indicated that customer orientation in sales departments promotes innovation by facilitating task conflict and preventing process conflict. Third, analyses of survey research of 199 sales departments indicated that behavior-based and knowledge-based management control systems are effective at promoting learning and innovation. Finally, a case study of Nippon Boehringer Ingelheim (NBI) revealed several ways to facilitate learning using a behavior-based sales management control system. Theoretical implications for sales management systems were examined.

中文翻译：

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销售管理：在日本学习与创新

摘要 本研究的目的是基于对日本销售人员和销售部门的四项实证研究，探讨促进学习的方法。首先，对 192 名房地产销售人员的调查数据的分析表明，以客户和目标成就为导向的销售信念增强了工作中的体验式学习。其次，对193个销售部门的数据分析表明，销售部门以客户为导向通过促进任务冲突和防止流程冲突来促进创新。第三，对199个销售部门的调查研究分析表明，基于行为和基于知识的管理控制系统在促进学习和创新方面是有效的。最后，Nippon Boehringer Ingelheim (NBI) 的案例研究揭示了几种使用基于行为的销售管理控制系统促进学习的方法。研究了销售管理系统的理论意义。