PART 1 OF THIS HANDBOOK PRESENTS AN OVERVIEW OF THE PURPOSES AND BENEFITS OF SALES TRAINING, THE RESPONSIBILITY FOR IT, AND THE CHANGING ROLE OF THE SALESMAN. PART 2 DEALS WITH ORGANIZATIONAL IMPLICATIONS, INCLUDING THE RECRUITMENT OF TRAINEES AND THE SELECTION AND TRAINING OF INSTRUCTIONAL PERSONNEL. PART 3 FURNISHES GUIDELINES FOR PROGRAM PLANNING AND FOR IDENTIFYING SALES TRAINING NEEDS. PART 4 REVIEWS TRAINING METHODS AND TECHNIQUES, USEFUL AUDIOVISUAL AIDS, AND BASIC PRINCIPLES OF LEARNING AND EFFECTIVE COMMUNICATION. PART 5 COVERS THE MAJOR FACETS OF PROGRAM ADMINISTRATION AND CONTROL--BUDGETING, PHYSICAL FACILITIES AND EQUIPMENT, PROGRAM IMPLEMENTATION AND EVALUATION. THE REMAINING SECTIONS DISCUSS RELATED SALES TRAINING PROGRAMS (INCLUDING SALES MANAGEMENT DEVELOPMENT), THE COORDINATION AND INTEGRATION OF SALES TRAINING WITH OTHER MARKETING FUNCTIONS AND TRAINING PROGRAMS, CONTRIBUTIONS OF THE BEHAVIORAL SCIENCES, THE UTILIZATION OF OUTSIDE TRAINING RESOURCES, AND THE FUTURE ROLE OF SALES TRAINING AND RELATED RESEARCH. (THE DOCUMENT INCLUDES AN INDEX, CHARTS AND FIGURES, AND AN EXTENSIVE BIBLIOGRAPHY.) THIS DOCUMENT IS AVAILABLE FROM PRENTICE-HALL, INC., ENGLEWOOD CLIFFS, N.J. (LY)