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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
Corporan, Chuck – Training and Development Journal, 1975
Descriptors: Guidelines, Individual Psychology, Interaction Process Analysis, Sales Occupations
McArthur, John – Canadian Training Methods, 1973
The responsibility for training sales personnel rests with the sales manager. The two-part job includes coaching (teaching skills) and counseling (changing behavior). (MS)
Descriptors: Administration, Administrators, Educational Responsibility, Sales Occupations
Cooper, Richard – Training, 1975
Bronson Sonic Power Company develops and presents its own multimedia training programs to give its field service engineers the background information they need. (Author)
Descriptors: Audiovisual Aids, Multimedia Instruction, Sales Occupations, Sales Workers
Training and Development Journal, 1975
Descriptors: Course Descriptions, Job Training, Minority Groups, Organization Size (Groups)
Peer reviewedLuna, Gene – Journal of College and University Student Housing, 1987
Considers the right to free speech guaranteed in the first amendment to the United States Constitution and discusses categories of public property and the standards of regulation applied to each in terms of freedom of speech. Reviews two court cases involving American Future Systems, Inc., a private corporation which sells cookware, silverware,…
Descriptors: College Housing, Court Litigation, Dormitories, Freedom of Speech
Graziano, Louis R.; Woloszyk, Carl – Balance Sheet, 1974
The "Rainbow Shoppe", a two-hour distributive education preparatory project laboratory, is unique in its approach to simulating the real world of business because it uses computers to chart its sales, purchases, profits, and inventory. (Author)
Descriptors: Classroom Techniques, Computers, Data Processing, Distributive Education
Peer reviewedGerhardt, Stephen L.; Euster, Joanne R. – Community & Junior College Libraries, 1986
Finds librarians increasingly dependent upon vendors to provide the information needed to make decisions regarding such diverse activities as microform conversion, storage, and library security. Explains the differences between the librarian's needs and the vendor's needs, concluding that a slightly adversarial relationship is healthy. (DMM)
Descriptors: College Libraries, Community Colleges, Information Processing, Library Administration
Frevert, J. Neil – Training and Development Journal, 1975
Descriptors: Behavioral Objectives, Competency Based Education, Course Descriptions, Off the Job Training
Montgomery, Jan – Training and Development Journal, 1975
Descriptors: Administration, Business Responsibility, Employed Women, Females
Strand, Bill L. – Training, 1974
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)
Descriptors: Business, Communication (Thought Transfer), Human Relations, Interpersonal Relationship
Download full textJACOBS, LOWELL E. – 1966
THE SPOKANE COMMUNITY COLLEGE PROVIDES TRAINING IN ITS DISTRIBUTIVE EDUCATION DEPARTMENT FOR RETAIL CHECKERS AND SALES PERSONNEL. THE GROCERY TRAINING IS AS LIFELIKE AS POSSIBLE IN BOTH PHYSICAL LAYOUT AND RANGE OF OPERATIONS. THE COURSE WAS DEVELOPED WITH THE HELP OF AN ADVISORY COMMITTEE INCLUDING MANAGEMENT, LABOR, AND LOCAL DISTRIBUTORS. IT…
Descriptors: Distributive Education, Sales Occupations, Sales Workers, Semiskilled Occupations
Kurtz, David L. – J Coll Placement, 1970
Survey results suggest need for reassessment by firms of factors most important to students in recruitment. College major also plays part in student career planning. Tables included. (CJ)
Descriptors: Business, Career Choice, College Students, Employment Opportunities
Tesoro, Ferdinand – Performance Improvement Quarterly, 1998
This return-on-investment (ROI) evaluation study determined the business impact of the sales negotiation training course to Dell Computer Corporation. A five-step ROI measurement process was used: Plan-Develop-Analyze-Communicate-Leverage. The corporate sales information database was used to compare pre- and post-training metrics for both training…
Descriptors: Corporations, Cost Effectiveness, Databases, Evaluation Criteria
Buzzotta, V. R.; And Others – Training and Development Journal, 1974
A systematic ten-step approach to behavioral sales training is offered: (1) sales-behavior training goals, (2) cognitive maps, (3) sizing-up of skills, (4) selling techniques, (5) realistic practice, (6) feedback, (7) individual business goals, (8) plan of action, (9) review of results, and (10) research results. (MW)
Descriptors: Behavior Change, Distributive Education, Educational Innovation, Instructional Systems
