Date of Award
Master of Business Administration
Daniel W. Kemper
This thesis will focus on the study of general management in the printing industry and the need f or a sales management level training program.
A reference manual was developed to help management understand the skills needed to be effective in today's highly competitive printing market/industry. This manual is also a reference to assist management in evaluating their skills, the skills of those they manage, and give them needed information to increase and develop these skills.
Many mid-size printing companies don't have rigid training programs for the white collar side of their business. Many times new hires are hired based on previous printing experience even if it doesn't relate to the kind of work the company does . Other times people are hired because management feels that they may be a quick learner or get along well with others. currently, this is not the best way to handle the situation and based on the rapid technological change as well as the intense competition all companies are facing, it is imperative that all employees , including new hires and management, are able to perform the needed tasks to get the job done in the most efficient manner possible.
The purpose of this study is to not only show that proper training, leadership, communication, problem solving, and consistent interaction between management and sales are necessary to help a company grow, but that it is vital to survive and adapt co the ever changing printing industry.
Adam, David E., "A General Reference Guide for Sales Managers in the Printing Industry to Aid in the Training and Development of New and Current Sales Personnel" (1996). Theses. 447.
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