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| Training and Development… | 13 |
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| Buzzotta, V. R. | 1 |
| Chabot, Daniel | 1 |
| Corporan, Chuck | 1 |
| Cougle, Leroy G. | 1 |
| Cover, Bill | 1 |
| Frevert, J. Neil | 1 |
| Hahne, C. E. | 1 |
| Hawes, Jon M. | 1 |
| Lefton, Robert E. | 1 |
| Mandia, Richard J. | 1 |
| Miller, Richard S. | 1 |
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| Journal Articles | 3 |
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| Reports - Descriptive | 1 |
| Reports - Evaluative | 1 |
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Cougle, Leroy G. – Training and Development Journal, 1975
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)
Descriptors: Administration, Educational Needs, Job Analysis, Management Development
Corporan, Chuck – Training and Development Journal, 1975
Descriptors: Guidelines, Individual Psychology, Interaction Process Analysis, Sales Occupations
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
Miller, Richard S. – Training and Development Journal, 1981
Attempts to bring a practical emphasis to the subject of sales training guidance for both newer and more experienced sales trainers. Explores the potentials, procedures, and possible limitations of applying a strategic planning process within corporate sales training functions. (CT)
Descriptors: Competence, Industrial Training, Job Training, Management Development
Shaw, Malcolm E. – Training and Development Journal, 1981
Discusses the importance of a support system for effective selling, which is a management system reinforcing and supporting positive behavior and identifying desirable options, alternatives, and goals. (JOW)
Descriptors: Behavior Modification, Employer Employee Relationship, Modeling (Psychology), Sales Occupations
Training and Development Journal, 1975
Descriptors: Course Descriptions, Job Training, Minority Groups, Organization Size (Groups)
Chabot, Daniel – Training and Development Journal, 1976
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)
Descriptors: Accountability, Administration, Educational Needs, Management by Objectives
Frevert, J. Neil – Training and Development Journal, 1975
Descriptors: Behavioral Objectives, Competency Based Education, Course Descriptions, Off the Job Training
Montgomery, Jan – Training and Development Journal, 1975
Descriptors: Administration, Business Responsibility, Employed Women, Females
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
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
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
