This article presents an innovative, experiential-learning project that incorporates students from two different courses: sales management and professional selling. Sales management students actually manage sales students on an outside sales project. Students apply classroom knowledge to a real-life sales project for a local community…

For instructors seeking ways to provide sales students with experiential learning projects designed to develop and enhance skills in an authentic environment, corporate-academic partnerships offer a viable option. The author describes a unique and innovative corporate-academic integrated project, including course content, role plays, and corporate…

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…

The authors describe the multiple benefits a university selling center offers to students, faculty members, administrators, and the general business community. The seven essential steps in first establishing a university selling center are addressed: find a champion, obtain the support of administration, find a white knight, establish a board of…

The Xerox Center for Training and Management Development considers itself an adjunct rather than an alternative to traditional higher education; the center's responsibility is to supply its students with the specific knowledge and skills they need to do their jobs efficiently and to advance professionally. (JMF)

Two steps are required to obtain a real estate salesperson's license in Texas: (1) selecting a broker to serve as an advisor, and (2) meeting personal requirements (at least 18 years old, a Texas resident, completion of a minimum of 12 semester hours of real estate and related courses, application, acceptable score on state exam, and payment of…

Describes the development of a training program for salespeople (trainees and managers) called Dimensional Sales Training (DST). It is noted that DST is designed to increase sales, build skills, and improve performance, while providing a systematic process of collecting data for measuring program effectiveness. (EM)

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)

In late 1980, a retail sales training program was implemented at Clackamas Community College to meet the training needs of business tenants of the new Clackamas Town Center. The program consisted of 20 hours of intensified training in customer relations, sales, cashiering, job readiness, and interviewing. A total of 416 students completed the…

Describes the programs and courses of the sales training department at British Airways from induction to management level. The staff uses one of the largest commercial computer facilities in the world to provide seat reservations, fare quotations and tickets, hotel reservations, and tours. (MF)

A distributive education program of simulation occupational experiences was established in four rural pilot schools where the normal cooperative education program was not feasible. The plan provided for competency-based instruction by a distributive education teacher-coordinator (in management, merchandising, salespromotion, and control) in the…

This manual is intended as a resource for anyone involved in planning, developing, and/or operating a horticultural training or work co-op program for the handicapped. Following an introductory chapter, the manual is divided into three parts with the greatest weight given to the second part. Part I elaborates on development of the horticulture…