scope:

Foreword

With the conviction that trained people are the primary factor in the successful marketing of petroleum products, Harry J. Kennedy, Chairman, General Committee, Division of Marketing, American Petroleum Institute, on the recommendation of the Committee for the Development of a Service Program for Marketers, appointed a committee of marketing executives to develop a training service that would fit the needs of all persons engaged in the marketing of petroleum products. The Training Service Committees recommendations were adopted by the General Committee, Division of Marketing - API, at its meeting on November 6, 1961, at Chicago, Illinois.

The first step of the service is the publication of this Handbook, "Developing Your Men Builds Profits," Designed to help those who wish to help themselves. Here you will find general training principles, how to set up a training program, patterns of programs for all phases of petroleum marketing, and a catalog of recommended references and tested training aids. Regardless of whether you are an old-timer to the industry or a newcomer, whether your organization is large or small, you can use the Handbook as a guide in building programs to develop your people. This should result in more efficient service to the trade, greater individual development and sustained employment, and a stable profit-earning organization.