Allan N. Nash , Jan P. Muczyk, and Frank L. Vettori, "The Relative Practical Effectiveness of Programmed
Instruction," Personnel Psychology ,
1971, Vol. 24, pp.
397-418.
2.
Richard S. Miller, "Training Resources - Where to Find Them," in Jared F. Harrison, Ed. The Sales Manager as a Trainer,
Addison-Wesley, 1977, pp.
126-7.
3.
Phil Welsh, John A. Antionette, and Paul W. Thayer, "An Industrywide Study of Programmed
Instruction," Journal of Applied Psychology ,
1965, Vol. 49, No. 1, pp.
61-73.
4.
Pamela Espeland , "Training Salespeople to Train Doctors to Train
Patients," Training: The Magazine of Human Resources
Development , November, 1977, pp.
26-7.
5.
Robert H. Collins, "An Empirical Analysis of a New Approach to Teaching
Salesmanship." A paper presented at the Educator
Seminar, 1977PSE National Convention. (Copies of
Proceeding are available from Sales and Marketing
Executives-International , New York City,
N.Y.).
6.
Richard H.Howland, Programmed Learning Aid for Principles of Salesmanship.
Homewood, Illinois: Learning
Systems Division, Irwin , 1972.
$5.00
7.
James E.Espich and Bill Williams. Developing Programmed Instructional Materials: A
handbook for Program Writers. Belmont,
California: Lear Siegler,
1967, pp. 119-121.
8.
W.J.E. Crissy, Isabella C. M. Cunningham, and William H.Cunningham, Effective Selling: A Short Course for Professionals,
John Wiley and Sons, 1977.
$30.00
