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Reports on work to ascertain the financial worth of management training, based on consideration of various companies′ best practice, a review of the relevant literature and a project implemented as a new approach to such evaluation. Presents a model which has been successfully applied and which shows that training can contribute substantially to a company′s profitability.

Describes programmes of development centres for both sales staff and sales managers within a large organization, which enabled the identification of high potential, based on objective criteria.