"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 ?C 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."