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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
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
Download full textPollet, 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
