This article focuses on an analysis of the interaction between the key systems involved in the selling transaction in a department store of the retail industry: the sales person; the customer; the merchandise and the electronic point‐of‐sale cash register. In addition some aspects of the...

Both environment and learning process must be planned to maximise their special contributions to managerial competence. Kolb's Experiential Learning Model provides a framework for matching each managerial competence with the training most likely to instil it. Optimally, student and teacher will...

Academia and industry are unlikely partners. The two kinds of organisations differ in fundamental ways that, at first glance, seem to preclude, or certainly hinder, co‐operation. However, the two organisations have increased their co‐operative efforts, especially in the area of training in...

Several activities successfully used in trainer development programmes, designed to develop, set up, and use different excercises to enhance the “start‐up” phase of a training programme, are described. A key aspect of the activities discussed involves learning how to utilise one′s...

Rapid growth and increased competition led to organisational problems in a high tech manufacturing concern in the US. A course was designed to introduce new behaviours, skills and attitudes to the management team. A combination of classroom/active participation, off‐site workshops, and...

Trainers in industry are increasingly concerned about marketing their programmes in times of decreasing budgets. The author devised a one day training workshop, using a marketing approach to develop, implement and evaluate the training programme. Attitudes and behaviours related to marketing...