Attempts to bring a practical emphasis to the subject of sales training guidance for both newer and more experienced sales trainers. Explores the potentials, procedures, and possible limitations of applying a strategic planning process within corporate sales training functions. (CT)

Based on a needs assessment survey of American Society for Training and Development members, this sourcebook provides practical information for trainers in business and industry. The guide is organized in five chapters: "Program Evaluation: A Model for Technical Programs" (Dan Gehler); "Transfer of Training: Readiness--Have We Thought about It"…

This document discusses the issues that need to be considered by the education and training system as it responds to the changing needs of industry in Great Britain. Following a general introduction, the development of quality management ideas is traced. The underlying principles of safety and risk management are clarified and the implications of…

Technological, social, legal, economic, educational and political advances have greatly affected the management of staff who have had to adapt to such developments as networking, the independence of educational institutions, income generation, compulsory competitive tendering, quality management and user consultation. This book is a guide to staff…

A training evaluation system should address four major areas: reaction, learning, behavior, and results. The training evaluation system at GPU Nuclear Corporation addresses each of these areas through practical approaches such as course and program evaluation. GPU's program evaluation instrument uses a Likert-type scale to assess task development,…

This revised handbook on the theory and practice of human resources management and development (HRM/D) focuses on people management and the personnel development processes. The book's 18 parts and 102 chapters by 107 contributors provide authoritative and comprehensive information on every aspect of modern HRM/D. Part 1 provides an overview of…

This compilation of the knowledge and experience of 49 training and development professionals is a guide to the most important aspects of training and development (T&D), ranging from the environment in which it operates to detailed suggestions as to how it can be done. Contributors' notes appear first. Part 1 on the world of T&D contains seven…

Recent Australian research provides a solid body of evidence that training investments can yield very high levels of returns for firms across a range of sectors. It highlights these important factors about returns on investment (ROI): ROI come in many forms; immediate ROI are highest when training is highly focused; measuring ROI is not always…

The effectiveness of Phare vocational education and training (VET) reform programs conducted in 13 Eastern and Central European countries in 1993-1998 and lessons learned from the programs were examined through a review of information from the following sources: a cross-country analysis on curricular reform; a review of technical evaluation…