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| Training and Development… | 3 |
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Buzzotta, V. R.; And Others – Training and Development Journal, 1974
A systematic ten-step approach to behavioral sales training is offered: (1) sales-behavior training goals, (2) cognitive maps, (3) sizing-up of skills, (4) selling techniques, (5) realistic practice, (6) feedback, (7) individual business goals, (8) plan of action, (9) review of results, and (10) research results. (MW)
Descriptors: Behavior Change, Distributive Education, Educational Innovation, Instructional Systems
Cover, Bill; Lefton, Robert E. – Training and Development Journal, 1974
The article polls thinkers and trainers in sales training and offers a state-of-the art compilation of their views. (MW)
Descriptors: Behavioral Objectives, Distributive Education, Educational Needs, Job Training
Mandia, Richard J. – Training and Development Journal, 1974
The P-A-C (Parent-Adult-Child) concept of personality in transactional analysis provides the salesperson with a vehicle for analyzing the sales environment while the drama is in progress. (MW)
Descriptors: Distributive Education, Educational Innovation, Individual Characteristics, Interaction Process Analysis
