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)

Discusses some of the possibilities for careers in computer sales. Describes some of the attributes of quality computer salespersons, as illustrated by interviews with two experts on computer sales. (TW)

This document contains teacher materials for a 4-unit, 1-year marketing education course in advertising and sales promotion offered in grades 11 and 12 in North Carolina. The preface contains a rationale for the development of the course, a course description, course objectives, a list of the instructional units of the course, and a list of the…

Dishonesty in vendor-buyer relations is nothing new. Any alumni director who has contracted with a tour company for alumni trips knows ethical questions can arise, begining with the issue of familiarization, or fam, tours. Some suggestions for setting policies in an alumni office are presented. (MLW)

Part of a series of classroom aids designed for real estate instructors, this instructional packet was developed to help real estate students understand the characteristics of Texas real estate licensees based on a 1984 state survey which focused on the demographic, educational, business, career, income, and job specialization characteristics of a…

Part of a series of classroom aids designed for real estate instructors, this instructional packet was developed to help real estate students understand the characteristics of Texas real estate salespersons based on a 1983 state survey. First, questions for class discussion are presented, followed by a summary presentation on the survey findings,…

This curriculum guide is designed as a resource for marketing education teachers in planning and teaching a course on sales fundamentals for students in grades 10-12 who are interested in a sales career. Internships, simulations, and co-op experiences may be used to expand practical application of the course. The student course objectives are to…

This document contains the occupational duty/task lists for seven occupations in the fashion merchandising series. Each occupation is divided into 6 to 15 duties. A separate page for each duty in the occupation lists the tasks in that duty along with its code number and columns to indicate whether that particular duty has been taught and to…

This curriculum guide provides materials for a secondary course in salesmanship. It contains 6 units that cover 33 competencies. Each competency is presented in a standard format: performance objective, resources, teaching activities, evaluation, and supplementary materials, including an information sheet, exercises, and checklists. Units and…

Developed by a project that validated task lists by a variety of teachers and apparel marketing business persons, this guide contains task lists for occupations in the field of apparel and accessories marketing. The guide is organized in three sections. Section 1 includes the following: (1) notes on using the information in the guide; (2) a…

This manual contains a work sample intended to assess a handicapped student's interest in and to screen interested students into a training program in Distributive Education I. (The course is based on the entry level of a bagger job.) Section 1 describes the assessment, correlates the work performed and worker traits required for completing the…

The evaluation report describes the Student Training at Retail Stores (STARS) Project in New York City. The program's mission was to develop and implement a three-semester program of intense occupational, vocational, and career education to enhance job skills and secure retail sales jobs for high school juniors with mild learning, speech,…

This guide presents a competency-based curriculum for a high school course in sales promotion. It addresses all three domains of learning: psychomotor, cognitive, and affective. Activities suggested in the guide deal with getting along with others, with supervisors or staff members, and with small or large groups. The guide, which can be used with…

This document contains the occupational duty/task lists for eight occupations in the marketing education/business management and ownership series. Each occupation is divided into 4 to 12 duties. A separate page for each duty in the occupation lists the tasks in that duty along with its code number and columns to indicate whether that particular…

This set of instructional materials provides secondary and postsecondary students with an opportunity to explore the career choices available in the parts merchandising industry. The skills presented are useful to any student pursuing a career in auto parts, heavy equipment parts, small engine parts, tractor parts, appliance parts, or for any…