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| Program Development | 2 |
| Program Evaluation | 2 |
| Sales Occupations | 2 |
| Training Methods | 2 |
| Industrial Training | 1 |
| Job Training | 1 |
| Management Development | 1 |
| Models | 1 |
| Program Descriptions | 1 |
| Program Effectiveness | 1 |
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| Training and Development… | 2 |
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| Hahne, C. E. | 1 |
| Hawes, Jon M. | 1 |
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| Journal Articles | 1 |
| Reports - Descriptive | 1 |
| Reports - Evaluative | 1 |
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Hawes, Jon M.; And Others – Training and Development Journal, 1982
Sales training programs require continual evaluation. The authors present a conceptual model of the interrelationships of planning, training, evaluation, and modification (IPTEM) in corporate sales training programs. (CT)
Descriptors: Industrial Training, Models, Program Development, Program Evaluation
Hahne, C. E. – Training and Development Journal, 1977
Describes the development of a training program for salespeople (trainees and managers) called Dimensional Sales Training (DST). It is noted that DST is designed to increase sales, build skills, and improve performance, while providing a systematic process of collecting data for measuring program effectiveness. (EM)
Descriptors: Job Training, Management Development, Program Descriptions, Program Development
