ERIC Number: EJ105448
Record Type: CIJE
Publication Date: 1974
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A Pragmatic Approach to Sales Training
Buzzotta, V. R.; And Others
Training and Development Journal, 28, 11, 35-42, Nov 74
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)
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