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| Training and Development… | 5 |
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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
Training and Development Journal, 1975
Descriptors: Course Descriptions, Job Training, Minority Groups, Organization Size (Groups)
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
