Sales Technology Applications: Interactive Video Technology in Sales Training: A Case Study

Interactive video (IV), a new technology for training, has had a recent surge in popularity. The use of interactive video technology has been reported to reduce training costs, increase quality, and decrease the amount of time required for training. The major characteristics of this new technology are presented. A state-of-the-art application of an IV system for sales training developed at BellSouth Services is discussed. The results confirm that IV is a promising new sales training tool.     

Three dimensions of expertise

Psychologists and philosophers tend to treat expertise as a property of special individuals. These are individuals who have devoted much more time than the general population to the acquisition of their specific expertises. They are often said to pass through stages as they move toward becoming experts, for example, passing from an early stage, in which they follow self-conscious rules, to an expert stage in which skills are executed unconsciously. This approach is ‘one-dimensional’. Here, two extra dimensions are added. They are drawn from the programme known as Studies of Expertise and Experience (SEE) and its ‘Periodic Table of Expertises’. SEE, which is sociological, and/or Wittgensteinian, in inspiration, takes expertise to be the property of groups; there are ‘domains’ of expertise. Under SEE, level of expertise grows with embedding in the society of domain experts; the key is the transmission of domain-specific tacit knowledge. Thus, one extra dimension is degree of exposure to tacit knowledge. Under SEE, domains can be big or small so there can be ‘ubiquitous tacit knowledge’, such as natural-language-speaking or other elements of general social behaviour, which belong to every member of a society. The second extra dimension is, therefore, ‘esotericity’. The resulting three-dimensional ‘expertise-space’ can be explored in a number of ways which reveal the narrowness of the analysis and the mistakes that have been made under the one-dimensional model.     

Duties to Make Friends

Why, morally speaking, ought we do more for our family and friends than for strangers? In other words, what is the justification of special duties? According to partialists, the answer to this question cannot be reduced to impartial moral principles. According to impartialists, it can. This paper briefly argues in favour of impartialism, before drawing out an implication of the impartialist view: in addition to justifying some currently recognised special duties, impartialism also generates new special duties that are not yet widely recognised. Specifically, in certain situations, impartial principles generate duties to take actions and adopt attitudes in our personal lives that increase the chance of new or different special relationships being formed—new or different friendships, family-like relationships, relationships akin to co-nationality, and so on. In fact, even if one thinks partialism is the best justification of the duties we have once in special relationships, impartialist justifications for taking steps to form such relationships should have some sway. Moreover, a little reflection shows that these duties are not as demanding or counterintuitive as one might expect.     

Responsiveness to verbal instruction during anesthesia: a pilot report

Five patients who were undergoing surgery were instructed to tense their forehead muscles. On 11 out of 12 trials, the patient's muscle tension was greater during the suggestion period than during the nonsuggestion condition.