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Cougle, Leroy G. – Training and Development Journal, 1975
The article attempts to identify the need for personal skills, interpersonal skills, task skills, and organization skills in the development of the sales manager. (Author)
Descriptors: Administration, Educational Needs, Job Analysis, Management Development
Owolabi, Isaac B.; Stone, James R., III – Marketing Educators' Journal, 1988
The Career Concerns Inventory was administered to 300 sales and marketing trainers. Analysis of 149 responses revealed that training needs differ at different career stages; common core of training needs exists; and 31 competencies identified by American Society for Training and Development (ASTD) were validated, but no relationship was found…
Descriptors: Career Development, Competence, Developmental Stages, Educational Needs
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
Baehr, Melany E. – Continuum, 1984
An empirical procedure to determine areas of required development for personnel in three management hierarchies (line, professional, and sales) involves a job analysis of nine key positions in these hierarchies, determination of learning needs for each job function, and development of program curricula for each need. (SK)
Descriptors: Administrators, Continuing Education, Educational Needs, Job Analysis
Peer reviewed
Direct linkFan, Chiang Ku; Cheng, Chen-Liang – International Journal of Training and Development, 2006
This article reports a study conducted to identify the needs for continuing professional development for life insurance sales representatives and to examine the competencies needed by those sales representatives. A modified Delphi technique was used. Most life insurance companies in the USA implement an education and training plan advocated by the…
Descriptors: Delphi Technique, Emotional Intelligence, Educational Needs, Insurance
Download full textRuhland, Sheila K. – 1995
A study explored the additional knowledge and skills an international salesforce needs based upon 95 respondents from Wisconsin manufacturing companies. Six areas were evaluated by sales representatives involved with international sales and marketing to identify the education and training needed within the next 3 years by the work force. Four…
Descriptors: Business, Educational Needs, Foreign Countries, International Trade
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
GENTRY, GENE A. – 1966
OBJECTIVES WERE TO DETERMINE--(1) THE MECHANICAL COMPETENCIES AND UNDERSTANDINGS NEEDED BY EMPLOYEES IN TWO OFF-FARM AGRICULTURAL OCCUPATIONS, AND (2) THE DIFFERENCES BETWEEN COMPETENCIES NEEDED BY THESE EMPLOYEES AND SUCCESSFUL FARMERS. DAVID TUGEND'S SURVEY INSTRUMENT WAS THE BASIS FOR AN INSTRUMENT USED TO INTERVIEW RANDOM SAMPLES OF 25…
Descriptors: Agricultural Education, Agricultural Machinery Occupations, Educational Needs, Farmers
Kodz, J.; Atkinson, J.; Perryman, S. – 1997
A study of the changing nature of skill requirements in sales and marketing occupations in Great Britain included a review of literature and 17 interviews with key sales and marketing contacts and managers and human resource professionals in large companies during Autumn 1996 and Spring 1997. Results were reported in the following areas of study:…
Descriptors: Career Development, Educational Needs, Employment Opportunities, Foreign Countries
Dench, S.; And Others – 1997
A study examined changing skill requirements for the occupation of sales assistant in the United Kingdom. Data were collected from four sources: a review of the existing literature; exploratory interviews with key contacts concerned with sales assistants' skills/training; in-depth interviews of 19 employers; and a seminar at which the study…
Descriptors: Accreditation (Institutions), Distributive Education, Educational Needs, Employer Attitudes
Zemke, Ron – Training, 1979
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)
Descriptors: Administrator Education, Educational Needs, Inservice Education, Job Skills
Allington Corp., Alexandria, VA. – 1968
The booklet is intended to assist young people to secure information important to making vocational choices. Information about the following workers is included: (1) cashiers, (2) keypunch operators, (3) mail carriers and postal clerks, (4) secretaries, (5) shipping and receiving clerks, (6) stock clerks and general stock handlers, (7) typists,…
Descriptors: Career Guidance, Career Planning, Clerical Occupations, Educational Needs
Indiana State Univ., Terre Haute. – 1966
USING U.S. CENSUS BUREAU AND INDIANA EMPLOYMENT SECURITY DIVISION DATA, A PREVIOUS STUDY WAS UPDATED TO INCLUDE PROJECTIONS OF MANPOWER AND TRAINING NEEDS FOR THE TERRE HAUTE AREA. GRAPHS SHOW TRENDS FOR EIGHT OCCUPATIONAL GROUPS IN THE UNITED STATES, THE NATION'S URBAN AREAS, INDIANA, AND THE TERRE HAUTE STANDARD METROPOLITAN AREA. MANPOWER NEEDS…
Descriptors: Clerical Occupations, Educational Needs, Employment Opportunities, Employment Patterns
Vizza, Robert F. – 1967
This study sought to determine the educational and training background of chief sales executives, and their superiors, in large industrial firms, and their opinions on educational and training requirements for sales executives of the 1980's. Respondents were surveyed as to past education and training, opinions regarding future requirements, the…
Descriptors: Administrator Education, Administrators, Curriculum, Degrees (Academic)
Papaionnou, Skevos; Patsatzis, N. – 1994
A study listed and analyzed the vocational training and continuing training systems for staff in the motor vehicle repair and sales sector in Greece. Heavy taxation on motor vehicles led to difficulty in replacing vehicles that resulted in a very high demand for vehicle repairs, which, in conjunction with the ambiguous legislation governing the…
Descriptors: Auto Mechanics, Case Studies, Continuing Education, Educational Needs
