Contains a partial inventory of sales training strategies and video techniques that heighten viewer involvement and promote transfer of learning to performance situations such as selling. These strategies have been used by Monroe Systems for Business, a manufacturer and distributor of business calculating equipment which recently expanded its…

Discusses an instrument called "The Balance of Power" which is designed to enable managers to identify their management skill needs and improve their management style by balancing effective planning and involvement of the person to be managed. Five management styles and their idiosyncrasies are discussed. (MBR)

Describes a collection of techniques used to increase use of skills learned in a training program for the staff of a motor freight common carrier company; briefly summarizes nature of the training program, its rationale, target population, content and delivery methods; and summarizes the training program's effects on employee performance. (MBR)

Several examples are provided of criterion checklists, which are defined as documents which include qualities of actions necessary in a desired performance or qualities of elements necessary in a desired product. How and when to use checklists in skill teaching and how to create them are discussed. (MBR)