How to present a proposal for change: a five point plan for trainers

Abstract

TO BE SUCCESSFUL IN HIS JOB, A TRAINING OFFICER REQUIRES not only the ability to analyse problems and determine solutions: he must also be able to sell his ideas effectively to the managers, supervisors and operators who constitute his customers. In the jargon of the behavioural scientist, he is a change agent, a man whose raison d' être is to bring new thinking to bear upon current problems and opportunities within the organisation. Just as the salesman sells products or services, so the training officer sells ideas and concepts which, it is hoped, will result in more effective use of the company's human resources, thereby contributing both to short‐term profitability and long‐term growth.

Citation

FARNSWORTH, T. (1970), "How to present a proposal for change: a five point plan for trainers", Industrial and Commercial Training, Vol. 2 No. 8, pp. 369-371. https://doi.org/10.1108/eb003084