This book was designed to serve as a guide for the small and medium-sized firm establishing a systematic training pattern for the first time, and to the larger company for whom it will act as a useful check list. The guide examines the kind of information required and the ways in which actual companies have arrived at their training requirements in a systematic way. A list of questions is presented to direct a company as to the kind of questions it should ask itself before embarking on a systematic training program. These questions relate to the company's future plans, its theories about organization, standards of performance, ideas about delegation of authority, labor turnover, employee satisfaction, training of sales personnel, cost effectiveness, stock control, quality, industrial relations, the law, and safety. As a final stage in establishing a training pattern, three steps are suggested for implementation once the questions have been answered. These are: (1) Collate the findings; (2) Group the needs; and (3) Add the facts and examine the benefits. (CK)