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Discusses training cycles completed annually at the American Airlines Flight Academy, located near the Dallas/Fort Worth Airport in Texas. American Society of Training and Development (ASTD) officials' visit to the academy in August 1977; Facility's commitment to safe operation; Maintenance of a training facility staffed by a permanent cadre of professional instructors; Use of the latest training techniques and technology.
Discusses the use of video systems in distributor sales training sessions at American Poclain Corp. Salespeople's confrontation with selling situations that are demonstrated in short scenes on videotape; Ways in which video playback exposes all weaknesses in selling skills and product knowledge; Salespeople's discovery of many aspects of human relationships.
Discusses the use of television as a training and communications tool for prison inmates and correction officers in the United States. New York State Department of Correctional Services' utilization of professional television personnel, inmate students and college volunteers; Preparation of tapes for orientation and briefing of correction officers, parole officers, counselors and institutional medical personnel.
Discusses ways to facilitate the coaching and counseling processes in training in organizations. Major points that professional trainers should bear in mind when trying to improve the coaching and counseling skills of managers; Use of managerial power to elicit self-analysis by the subordinate; Combination of the manager's own insights and knowledge to produce self-understanding on the part of the subordinate.
Discusses the possible role of middle-level managers as trainers for first-line managers. Consideration of supervisors and managers for formal training presentations; Benefits of using the middle management trainer (MMT) approach; Benefits derived by the organization from having a custom-designed management development program; Necessity for a competent training staff.
Describes methods used to measure the results of the sales training program at Shell Oil. Development of training objectives; View of training as an investment; Utilization of the Dimensional Sales Training (DST) and Dimensional Sales Management Training (DSM) programs; Information on how salespeople and sales managers evaluate the program after seeing Dimensional skills in operation.
Discusses the application of the words 'evidence' and 'proof' to the evaluation of training programs. Measurement of honest reactions; Measurement of the learning of knowledge, skills and attitudes; Ways to obtain evidence of behavior changes that occur in participants; Proof that any changes in behavior were due to the training program and not to other factors.
Discusses the sales training program at Automatic Data Processing (ADP). Composition of the field force; Demand for selling skills training from sales executives; Use of the Systematic Selling Techniques (SST) program; Program's basis on advanced learning methods that incorporate behavior change; Core selling-skills program, follow-up program and manager's coaching program in SST.
Discusses the training of sales personnel to deal with the selling slump phenomenon. Ways in which transactional analysis (TA) helps in understanding the selling slump, and what to do about it; Determination of goals to set in order to resolve the problem; Awareness of the negative internal messages that can take place.
Discusses ways in which a human resource department (HRD) manager or analyst can create recognition of the need for change in sales managers. Motivation strategy to induce self-evaluation and self-initiated change; Creation of an intervention strategy to help every sales manager create the climate for change; Support strategy designed to assist individuals in maintaining ongoing self-evaluation and improved job practices after training.
ASTD changed its name to ATD to meet the growing needs of a dynamic, global profession.
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ASTD is now the Association for Talent Development (ATD).
Phone, U.S. Only: 1.800.628.2783
Phone, International: 1.703.683.8100
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