Viewpoint: This little piggy bank went to market

Abstract

To improve sales performance, substantial sums are invested in sales training programmes. A high proportion of such programmes invariably comprise two elements — product knowledge and how to sell skills. Often the return on this investment is low. Further in many cases performance improvement can result without any investment, least of all in training. One of our contributors demonstrates how this is possible by the use of behaviour modification principles; a second method is by more effective time management.

Citation

(1983), "Viewpoint: This little piggy bank went to market", Education + Training, Vol. 25 No. 5, pp. 129-130. https://doi.org/10.1108/eb016961