Important as training the sales force is, mobile training apps are being used for much more. Visual Eyes Inc., for example, has developed training apps for the U.S. military's combat medical teams that detail specific medical procedures, such as controlling hemorrhaging. Other apps, developed for corporations and government agencies, pass along…

A one-size-fits-all global sales strategy that fails to take into account the cultural, regulatory, geographic, and economic differences that exist across borders is a blueprint for failure. For training organizations tasked with educating globally dispersed sales forces, the challenge is adapting to these differences while simultaneously…

In this article, "Training" editors recognize innovative and successful learning and development programs and practices submitted in the 2012 Training Top 125 application. Best practices: (1) Edward Jones: Practice Makes Perfect (sales training); (2) Grant Thornton LLP: Senior Manager Development Program (SMDP); (3) MetLife, Inc.: Top Advisor…

Medtronic, Inc., a medical technology company that specializes in implantable and invasive heart-related devices, uses multimedia to train its sales force. The trainers had to overcome some resistance to multimedia as a learning tool, although it increases learning efficiency and reduces training time. (JOW)

A market mock-up and videotaped role playing add up to super salesman training at the Armour-Dial Management Institute. (Author)

Bronson Sonic Power Company develops and presents its own multimedia training programs to give its field service engineers the background information they need. (Author)

One of the current novelties in sales training is the use of transactional analysis. Transactional analysis centers on self-analysis as a method of improving human relations. In TA training attempts are made to understand people in terms of: adult ego state, parent ego state, and child ego state. (DS)

The pharmaceutical detail man, in bringing information about new drugs to physicians, hospitals and pharmacists, performs a complex and sensitive task. Does his training fit him to meet the challenge? (Author)

Discusses the problems of applying quality methods to jobs that are not directly involved with manufacturing such as sales, merchandising, law, health care, accounting, and food service. Presents a model for nonmanufacturing organizations. (JOW)

The resource directory describes 76 commercially available off-the-shelf and customized training programs and courses to help business organizations train salesmen. Audio, computer-based, correspondence, filmstrip, videotape, and mixed-media programs as well as programs in print and workshops and seminars are listed, with instructions for…

There are inherent problems when unskilled or semiskilled workers are retrained for high skilled jobs that do not and will not exist. Although the consensus is that smarter workers will make the nation more competitive in the world market, the occupation that will add the most jobs by the year 2005 is retail clerk. (JOW)

Described is the carefully designed, 18-month, four-phase program developed by Royal Typewriter to train salespeople to become effective sales managers. Traditional management selection procedures have been discarded, and every successful salesperson is permitted to evaluate management as a career and to exhibit his development potential. (AJ)

Presents results of a mail survey of sales managers. The survey asked three questions: (1) What organizational factors are adversely affecting your performance as sales manager? (2) What factors are adversely affecting your salespeoples' performance? and (3) What skills do you personally need to improve? (CSS)