The paper attempts to describe the training methods used in large industrial organizations in which the behavioral objective approach places emphasis upon what the trainee learns. (Author/AG)

A Sales By Objectives (SBO) program offers the sales manager results by using the resources around him--his sales personnel--to set their own personal, routine, problem solving, and innovative goals. (MW)

This second of five articles on how to plan and implement a supervisory training program focuses on determining needs and establishing objectives. Discusses twelve approaches for determining supervisory training needs. Includes a figure presenting examples of three types of behavioral objectives: knowledge, skill, and attitudes. (EM)

Article discusses how behavioral objectives may be utilized in instructional systems. (GB)

Leadership behavior derives from the different ways in which leaders respond to different situations. Problems arise when only one type of behavior is utilized in a variety of different situations. A list of variables to be considered by leaders in making appropriate behavioral decisions is provided. (EC)

The author highlights the enormity of waste due to ineffective business meetings, and describes techniques behavioral scientists have developed to cope with this perennial problem. A case study dramatizes how the techniques are applied. (Author)

Author examines the components of behavior that underlie success in management training. (Editor)

The author states that developing successful managers demands a more integrated, individualized process that provides job assignments, role models, and other workplace "events" that develop key management competencies. She lists these competencies as technical or business knowledge, people skills, meeting the demands of assignments, and surviving…

Describes an on-the-job training program that contains seven major steps: obtain executive support, identify departments relevant to the target job, develop performance competency lists and measures, determine a training schedule for each trainee, assign a mentor to each trainee, develop a training manual, and develop a trainee and supervisor…

Author proposes four steps utilizing the behavioral sciences to identify and resolve employee productivity problems. (Editor)

Examines criteria useful in deciding which instructional strategy is optimally appropriate for a given training program. Topics include instructional strategy and training design, curriculum-oriented criteria, organization need and environment, behavioral goals, and nature of the learner, objectives, and curriculum. (TA)

Author suggests increasing worker productivity and developing leadership skills through analyzing, then changing, environmental influences, including supervisory and management personnel's attitudes toward retrained employees. He includes examples of what went wrong" with sound programs and recommends climate that stimulates employees' freedom to…

The article polls thinkers and trainers in sales training and offers a state-of-the art compilation of their views. (MW)