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| Training and Development… | 2 |
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| Journal Articles | 1 |
| Reports - Descriptive | 1 |
| Reports - Evaluative | 1 |
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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
Rosenberg, Marc J. – Training and Development Journal, 1982
The Instructional Systems Design model is presented. Phases of the model are explained. They are: (1) analysis (organizational, learner, and job needs, and evaluation); (2) design (objectives, specifications, strategies, evaluation); (3) development (evaluation, tests, media, materials); and (4) implementation (instructor characteristics, training…
Descriptors: Classroom Environment, Delivery Systems, Instructional Materials, Instructional Systems
