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Traditional sales training has concentrated primarily on the sales interview and has given salesmen a series of behavioural guidelines to use in that situation. Sometimes these have been in the form of such mnemonics as AIDA Attention, Interest, Desire, Action sometimes as in the rather better...
Question such as these are typical of the debate currently sweeping the whole area of 16 assessement and certification both in England and Scotland. The Schools Council, for example, have put forward a proposal for a common system of examining at 16 to replace the GCE and CSE. This proposal has...
It is common nowadays to hear people speak of Management by Objectives. But it is not so common to hear the relevant but often ignored question, By whose objectives If the question were asked someone designing an effective management learning programme, the answer should be loud and clear as by...
The training of the training officer first came to the fore in Britain in 1965. Prior to this date there were no regular or formal provisions for training newcomers to the training profession. There were TWI courses, of course, but these were of very short duration and concentrated solely on the...
The new Act affects the benefits and contributions of every working man and woman in Great Britain and Northern Ireland. And it lays down that unions and management must consult before any decision on pensions is taken.
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