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Peer reviewedBogdan, Robert – American Behavioral Scientist, 1972
Two national firms with standardized marketing schemes employ persuasion rather than instruction in teaching an employee to sell. Students leave for their first assignment convinced of success in spite of a lack of skill. (JB)
Descriptors: Distributive Education, Learning Experience, Merchandising, On the Job Training
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
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
Download full textRiggs, Anacile – 1975
A consortium of States known as the Interstate Curriculum Consortium prepared and field tested learning activity packets designed to develop 983 competencies required for employment in 69 marketing occupations. The product of the entire national product was made available to Alabama for use during the 1974-75 school year. The project described in…
Descriptors: Competency Based Education, Curriculum Development, Demonstration Programs, Developmental Programs
Pollet, Ignace; And Others – 1994
An international team of researchers studied the following aspects of training in Belgium's retail sector: structure and characteristics, institutional and social context, employment and labor, changing conditions and their implications for skill requirements, and training and recruitment. Data were collected from an analysis of social and…
Descriptors: Case Studies, Corporate Education, Distributive Education, Education Work Relationship
van den Tillaart, Harry – 1993
An international team of researchers studied the following aspects of training in the Netherlands' retail sector: structure and characteristics, institutional and social context, employment and labor, changing conditions and their implications for skill requirements, and training and recruitment. Data were collected from an analysis of social and…
Descriptors: Case Studies, Corporate Education, Distributive Education, Education Work Relationship
Baret, Christophe; Bertrand, Olivier – 1994
An international team of researchers studied the following aspects of training in France's retail sector: structure and characteristics, institutional and social context, employment and labor, changing conditions and their implications for skill requirements, and training and recruitment. Data were collected from an analysis of social and…
Descriptors: Case Studies, Corporate Education, Distributive Education, Education Work Relationship
Kuhnlein, Gertrud – 1994
An international team of researchers studied the following aspects of training in Germany's retail sector: structure and characteristics, institutional and social context, employment and labor, changing conditions and their implications for skill requirements, and training and recruitment. Data were collected from an analysis of social and…
Descriptors: Case Studies, Corporate Education, Distributive Education, Education Work Relationship
European Centre for the Development of Vocational Training, Berlin (Germany). – 1994
An international team of researchers studied the following aspects of training in Ireland's retail sector: structure and characteristics, institutional and social context, employment and labor, changing conditions and their implications for skill requirements, and training and recruitment. Data were collected from an analysis of social and…
Descriptors: Case Studies, Corporate Education, Distributive Education, Education Work Relationship
Mattei, Patrizia; And Others – 1994
An international team of researchers studied the following aspects of training in Italy's retail sector: structure and characteristics, institutional and social context, employment and labor, changing conditions and their implications for skill requirements, and training and recruitment. Data were collected from an analysis of social and…
Descriptors: Case Studies, Corporate Education, Distributive Education, Education Work Relationship
Toye, Janet; And Others – 1993
An international team of researchers studied the following aspects of training in the United Kingdom's retail sector: structure and characteristics, institutional and social context, employment and labor, changing conditions and their implications for skill requirements, and training and recruitment. Data were collected from an analysis of social…
Descriptors: Case Studies, Corporate Education, Distributive Education, Education Work Relationship
