After pointing out that the concept of competition lies at the roots of our economic system, the author points out that competition is not always a good thing. (Editor)

The traditional sales approach is "How can I get the customer to do what I want?" An alternative and more functional approach is, "How can I get myself to do what the customer wants?" (Author/MW)

Suggests use of questions as instructional tools. Provides guidelines for devising effective questions and handling responses to questions. To evaluate the program, the author advises the trainer to consider content, methods, presentation, time, and atmosphere. Also reviews self-evaluation techniques and forms. (CSS)

Stating that the trainer's ultimate goal is to help trainees make beneficial behavior changes on the job, the author presents models for trainers to use in teaching communication-skill formulas. She discusses three areas necessary for the successful application of communication skills: knowledge, practice, and valuing. (MF)

The article describes the nature and character of participation training and how it can be meaningfully applied beyond a laboratory experience in human resource development. (Author)

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)