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)

An organizational development specialist tells how he prepared a management workshop on conducting effective meetings by first interviewing the managers and finding out what they wanted. Includes his "front-end analysis" questionnaire and the workshop format. (MF)

Stating that management training programs usually contribute little to organization results because they focus on improving personal characteristics, the authors describe a training and development strategy and training design to produce performance-improvement results. Programs using this strategy are described. (MF)