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How high‐tech Dictaphone salespeople use computers: a case study

DeCormier, Ray A.; Quadrato, Michael - In: Industrial and Commercial Training 35 (2003) 3, pp. 119-124

Compared with their predecessors, today’s sales professionals have many more advanced technological tools available to them than ever. The age of computer automation has drastically impacted their lives. Most importantly, sales automation software has revolutionized the manual aspects of a...

Persistent link: https://www.econbiz.de/10014755061

The candor imperative

Bolton, James - In: Industrial and Commercial Training 38 (2006) 7, pp. 342-349

Purpose – Candor has been hailed in the business press as a key to unlocking organizational performance, yet there has been little discussion of methods that can foster and sustain candor. The purpose of this article is to present a theoretical model for firstly, understanding the forces...

Persistent link: https://www.econbiz.de/10014755270

Communications to engage light‐speed leaders

Nichols, Ellen - In: Industrial and Commercial Training 41 (2009) 2, pp. 102-105

/7‐technology has permanently changed communications. The opportunity lies in using time‐sensitive methods to bridge an information … gap. Middle managers are in an excellent position to restyle their communications and better engage those leaders who are …

Persistent link: https://www.econbiz.de/10014755412

The music of leadership

Cook, Peter; Howitt, John - In: Industrial and Commercial Training 44 (2012) 7, pp. 398-401

for making complex communications clear and there is much more to understand in this area. Originality/value – Much effort …

Persistent link: https://www.econbiz.de/10014755624

A Bridge to Reality: Simulations in Communication Skills Training

Cousins, John Y.; McDougall, Marilyn F. - In: Industrial and Commercial Training 21 (1989) 6

The development of communication skills is increasingly a key element in the training of staff who have a regular contact with the public. The Glasgow Garden Festival took place over the summer of 1988. For the purposes of staffing the information centre, the Inverclyde Initiative chose to...

Persistent link: https://www.econbiz.de/10014755688

WHAT INTERNATIONAL SKILLS ARE NEEDED BY MANAGERS OF TODAY AND TOMORROW?

Oliver Nordstrom, John; Kleiner, Brian H. - In: Industrial and Commercial Training 22 (1990) 5

Some light is shed on the skills and knowledge needed by international managers. The managers must understand the people and their customs as well as the legislative and legal implications involved in doing business in foreign countries. Also some examples and ideas are presented as to how to...

Persistent link: https://www.econbiz.de/10014755702

THE COMMUNICATION AND PROBLEM‐SOLVING SKILLS INDEX: HOW TO USE IT IN TRAINING

Margerison, Charles; McCann, Dick - In: Industrial and Commercial Training 24 (1992) 2

Introduces the Communication Diamond Model, which features the following key skill areas found in communication between people at work: enquiry, diagnosis, summarizing, proposing, directing, and informing. Describes the measures designed to assess these skills: the Communication and...

Persistent link: https://www.econbiz.de/10014755740

BIG EARS AND A SKATEBOARD: USING IMAGE AND SYMBOLS IN TRAINER DEVELOPMENT

Holden, Richard - In: Industrial and Commercial Training 25 (1993) 9

Within a context of trainer training, examines a powerful exercise to encourage trainers to reflect on their role and effectiveness within their organizations. Describes how participants are asked to draw a “picture” of the “ideal trainer”. Symbols, images and metaphors can be very...

Persistent link: https://www.econbiz.de/10014755782

The design of learning events

Heap, Nick - In: Industrial and Commercial Training 28 (1996) 2, pp. 10-14

Considers eight principles that make for effective learning events: congruence, trust building, having a clear purpose, emphasizing the positive, creating ownership, thinking about whole people, using a complete process and client centredness. These principles lead to events where people learn...

Persistent link: https://www.econbiz.de/10014755857

Training in communications: a springboard to success in business careers

Poon Teng Fatt, James - In: Industrial and Commercial Training 28 (1996) 7, pp. 16-21

Explores the importance of training in communications to enhance one’s business career. It is often taken for granted … that a training in communications serves as an end in itself but such a training has far more implications than the … communications graduate or management may realize. Indeed, the value of a training in communications permeates any organization. In …

Persistent link: https://www.econbiz.de/10014755878