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Behavior Modification2
Modeling (Psychology)2
Skill Development2
Employer Employee Relationship1
Management Development1
Observational Learning1
Reinforcement1
Relevance (Education)1
Role Models1
Role Playing1
Sales Occupations1
Salesmanship1
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Training and Development…2
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Shaw, Malcolm E.1
Tosti, Donald T.1
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Sales Training in Transition.
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
Behavior Modeling: A Process.
Tosti, Donald T. – Training and Development Journal, 1980
The author discusses misconceptions about behavior modeling as a management skills training method and elaborates on three major steps in the modeling process: (1) effective demonstration of master performance; (2) guided student practice; and (3) feedback on the quality of student effort. (SK)
Descriptors: Behavior Modification, Management Development, Modeling (Psychology), Observational Learning