Purpose: The purpose of this paper is to document the ways pharmaceutical representatives learn for work and report attributes of (in)formality and other characteristics of ways of learning perceived as effective and frequently used. Design/methodology/approach: A total of agents 20 from 11 pharmaceutical manufacturers across Canada participated…

This booklet, one of a series on Canadian career opportunities, is designed for those who are interested in a career in sales. The sales occupations described include manufacturers, wholesale, technical and scientific sales representatives, sales managers, purchasing agents and buyers, and retail sales persons and managers. Special sales careers…

The author suggests methods a sales manager in a small company can use to train effective salesmen; he defines the sales manager's role, and cites internal and external training resources. The absence of sales training courses in metropolitan Canada is noted. (AJ)

The generic skills studies in Canada have as their objectives the formulation of generic skills, the identification of their uses for certain occupational groups, and the preparation of specifications for instructional modules in an attempt to provide greater flexibility to workers, employers, and vocational training programs. Another objective of…