The article attempts to identify the need for personal skills, interpersonal skills, task skills, and organization skills in the development of the sales manager. (Author)

The development of physical resources has brought about major problems for society. Management must recognize that it is in the realm of human resources where growth can be best achieved through training and development. (EC)

The interview with Edgar B. Speer, chairman and chief executive of the United States Steel Corporation, focuses on the company's training and development activities. The role of the training department in management development is discussed. (EC)

Opposing the idea that small business is dying, the author suggests that opportunities for small business still exist. (Editor)

The problem of increasing costs in acquiring sales can be met by training salespeople to become more effective and productive. An accountability system for salespeople and sales managers is presented based on the return on investment management formula, a combination which considers responsibilities, objectives, and indicators. (EC)

Growth in the importance of training and development came as a result of its changing functions and its ability to meet the objectives of agencies and firms. At the same time, personnel departments have declined in importance because of their reactionary outlook towards staff functions. (EC)

The choice between a long-range executive development program and an MBA degree program for training business executives should be made by carefully weighing the advantages and disadvantages of each as they relate to the background capabilities and aspirations of the individual. (DS)

The Individual Management Profile, developed to improve appraisals of managerial performance by providing feedback from subordinates as well as a self-rating, helped to assess training needs, gave specific suggestions for growth, and measured training effectiveness from on-the-job behavior change in the managers profiled. (MF)

The four phases of developing a supervisory training program are discussed: (1) identifying training needs, (2) designing training to meet these needs, (3) conducting programs, and (4) evaluating training effectiveness. Supervisory skills, main categories of training materials, and types of evaluation are outlined. (MW)

In supporting training and development, corporate management at General Motors is developing centralized training standards and policies, developing local training functions in divisions, utilizing operating or line people as instructors, and using external education and training resources such as high schools and community colleges. (Author/JB)

Tips to trainers for influencing management to provide employee development programs are presented, with reference to the Fluor Corporation's People Resources Planning Center which the author developed. (MF)

Formalized training and education should be restricted to current job needs, and career development programs replaced with non-formal, voluntary, lifelong educational programs teaching analysis, synthesis, and conclusion-drawing and their application on the job. Goals are: tolerance for ambiguity, flexibility, and ability to operate under…

Describes how data from an employee attitude survey were used by the city of Phoenix, Arizona, as part of its city organizational development effort, to generate over 400 organizational changes and to increase personnel development of over 200 management employees. Includes a summary of survey results identifying training needs. (MF)