Salespeople as knowledge brokers: a review and critique of the challenger sales model

Over the last several years, there has been increasing interest in a new sales training approach – referred to as the Challenger Sales model – to engage customers. This approach, focusing on purposefully generating tension with customers to spark new ways of thinking, has gained traction among leading sales organizations. Although generating tension with customers has received a great deal of interest, researchers have yet to complete a systematic, in-depth examination of the Challenger model. The purpose of this article is to provide a much needed comprehensive review and critique of the approach. By conducting both an empirical and conceptual review of the framework, we offer insight into its novelty, merits and weaknesses.     

Can boundary crossings in clinical supervision be beneficial?

Published studies have addressed boundary violations by clinical supervisors, but boundary crossings, particularly those deemed positive by supervisees, have not received much attention. Eleven trainees in APA-accredited doctoral programs in clinical and counseling psychology were interviewed regarding positive boundary crossings (PBCs) they experienced with clinical supervisors. Interview data were analyzed using Consensual Qualitative Research. Examples of PBCs included socializing with supervisors outside the office, sharing car rides, and supervisor self-disclosure. Typically, supervisees did not discuss the PBC with their supervisors because they were uncomfortable doing so, felt that the PBC was normal, or felt that processing such issues was not part of the supervisor’s style. Most supervisees viewed the PBCs as enhancing the supervisory relationship and their clinical training; however, some participants reported that the PBCs created role confusion. The results suggest that there are legitimate reasons for supervisors to be scrupulous about their boundaries with supervisees; however, supervisors who hold rigid boundaries can deprive supervisees of deeper mentoring relationships or a more authentic emotional relationship that can be valuable to supervisees learning how to provide psychotherapy.     

探讨专业研究生培养模式,提高研究生培养质量

内科专业型研究生主要来源是应届本科毕业生和住院医师,他们思维敏捷、思考活跃、独立思考能力强,但存在对专业知识储备相对较弱、临床基本技能差、科研能力薄弱等问题.按照专业研究生培养目标,我们要求研究生不但具有内科的基本技能和本专业的技能,而且具有团队合作、协同创新、医患沟通能力,同时还能结合临床实际,掌握临床科学研究的基本方法.因此,本文从专业研究生培养模式,探讨研究生培养的新途径,进一步提高研究生培养质量.     

Barriers to Learning Motivational Interviewing: A Survey of Motivational Interviewing Trainers' Perceptions

Trainers reported that motivational interviewing (MI)–inconsistent behaviors were frequently perceived during training and believed to create barriers to learning. More barriers were perceived in corrections than in mental health training audiences. Strategies to facilitate unlearning MI‐inconsistent behaviors may accelerate acquisition of MI.     

An approach to novice driver training

IntroductionBased upon neuroscience findings relevant to emerging adults, this paper considers 12 cognitive and behavioural features of young drivers’ performance and possible ameliorative strategies to address them.Literature findingsEvidence is explored on the extent to which each has been identified and evaluated in respect of young driver training and education in driving performance. The paper considers the extent to which each of these contributions to young driver safety is feasible and has been adopted, identifying those for which further development and implementation is required.DiscussionBased upon neuroscience findings as well as the evidence summarised in this paper, it concludes with an outline of an –“ideal”– training program for young novice drivers.     

Integrating mindfulness as self-care into counselling and psychotherapy training

Aim: Within the last 10 years, mindfulness has quickly moved into the mainstream of behavioural medicine, psychotherapy, and counselling. This article examines the potential of applying mindfulness practices to the training of counsellors and psychotherapists. Method: Several qualitative research projects conducted over the past nine years are summarised. Findings: Mindfulness training can enhance the physical and psychological wellbeing of trainees. Implications for training: Mindfulness training is a specific way that training programmes can teach students strategies of self-care that can help prevent burnout, compassion fatigue, and vicarious traumatisation.     

A qualitative study of client experiences of working with novice counsellors

Aims: This paper reports on a qualitative analysis of written accounts by clients who participated in a counselling relationship with beginning-level trainees. The purpose of the study was to explore how clients experience the process of counselling with novice practitioners. Method: Consensual qualitative research was used for data analysis. Findings: Three general thematic categories were identified – client perceptions of self in counselling; client perceptions of the counsellor; and client perception of the counselling process. Conclusions: Overall, the findings suggest that these clients saw the interpersonal qualities and skills of the counsellor as major contributors to their experience. Implications: Clinical training of novices should start by developing the interpersonal and collaborative skills of trainees.     

Process or protocol,hearts or minds?

This paper looks at the split between affective/experiential and cognitive/theoretical learning in therapeutic trainings and how trainings linked to either educational or independent institutes are in danger of not only mirroring this split, but acting it out. It is suggested that this dichotomy goes to the heart of the profession not least in the issue of how therapeutic change comes about. It is suggested that an integration of ‘knowledge’ and ‘experience’ is required in the training of reflective practitioners and that this can only be achieved through an ongoing dialogue between those involved in training clinicians.     

Relational spirituality,differentiation of self,and virtue as predictors of intercultural development

The present study tested the relationships between spirituality, differentiation of self (DoS), virtue (gratitude and forgiveness), and intercultural development among graduate trainees in the helping professions. A relational model of spiritual dwelling and seeking and the Developmental Model of Intercultural Sensitivity were used to conceptualise the study. Data were collected in a sample (N?=?174) of graduate students in counselling psychology, marriage and family therapy, ministry professions, and theology at a Protestant-affiliated university. Results supported the hypotheses that quest religiosity, DoS, and gratitude would be positively associated with intercultural development and spiritual grandiosity would be negatively associated with intercultural development. Intrinsic religiosity was not related to intercultural development. DoS mediated the relationship between gratitude and intercultural development. Contrary to hypotheses, forgiveness was largely uncorrelated with intercultural development. Implications are considered for training in intercultural competence, particularly with highly religious trainees.     

Hope and positive religious coping as predictors of social justice commitment

The present study tested a theoretical model of dispositional hope and positive religious coping as unique predictors of social justice commitment over and above impression management in a sample of graduate students (N?=?214) in helping professions at an Evangelical Protestant university in the USA. This empirical study utilised a cultural psychology approach with a theoretical framework developed from (a) an earlier cultural psychology study of hope and social justice using the social philosophies of Martin Luther King, Jr, Cornel West, and Paulo Freire and (b) several liberation and Pietistic theologians. Results supported the discriminant validity hypothesis with dispositional hope and positive religious coping each predicting social justice commitment over and above a measure of spiritual impression management. Implications are considered for contextually sensitive training and future empirical and interdisciplinary research on social justice commitment.