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How to ‘Sell’ the Importance of Development

In: Executive Self-Development

Author

Listed:
  • Hawdon Hague

Abstract

The difficulty of selling training and development upstairs has always been the training officer’s greatest problem. Top managers have traditionally been for training or against it, in a quasi-moral sense, but almost all have refused to spend much money, or indeed suffer much inconvenience, for the sake of training. ‘Something else is more important, just now’ is what they say, but that is a thin disguise for their real meaning which is that training has no profit ‘pay-off’. How then can a trainer, or a line manager who wants real attention paying to management development, put over his case and get a proper priority for training?

Suggested Citation

  • Hawdon Hague, 1974. "How to ‘Sell’ the Importance of Development," Palgrave Macmillan Books, in: Executive Self-Development, chapter 15, pages 151-159, Palgrave Macmillan.
  • Handle: RePEc:pal:palchp:978-1-349-02027-0_15
    DOI: 10.1007/978-1-349-02027-0_15
    as

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