Training Strategies to Improve Salesperson Confidence and Production

Many sales leaders need strategies to improve the productivity and confidence of their sales personnel. Ineffective sales training programs cost organizations billions of dollars in annual revenue and profits. Grounded in adaptive leadership theory, the purpose of this qualitative mini-ethnographic multiple-case study was to explore successful strategies used by sales leaders that combine and balance virtual and online resources with traditional face-to-face training methods to increase the productivity and confidence of sales personnel. Data were collected by interviewing eight salespeople and two sales managers spanning two Texas insurance companies and reviewing company documents. Data were analyzed using Yin’s five-step process and thematic analysis. Three themes emerged: traditional training for learning interpersonal and sales skills, virtual training for learning technical or product information, and hybrid training to maximize the benefits of virtual and traditional training methods. A key recommendation is for sales leaders to choose training methods by the type of information in the course and to allow for flexibility depending on the preferences and needs of the participating salespeople. The implications for positive social change include the potential to enhance employment opportunities in the local communities, which could provide additional financial stability for families and increase tax revenues to support infrastructure improvements and social assistance programs

Training Strategies to Improve Salesperson Confidence and Production

Many sales leaders need strategies to improve the productivity and confidence of their sales personnel. Ineffective sales training programs cost organizations billions of dollars in annual revenue and profits. Grounded in adaptive leadership theory, the purpose of this qualitative mini-ethnographic multiple-case study was to explore successful strategies used by sales leaders that combine and balance virtual and online resources with traditional face-to-face training methods to increase the productivity and confidence of sales personnel. Data were collected by interviewing eight salespeople and two sales managers spanning two Texas insurance companies and reviewing company documents. Data were analyzed using Yin’s five-step process and thematic analysis. Three themes emerged: traditional training for learning interpersonal and sales skills, virtual training for learning technical or product information, and hybrid training to maximize the benefits of virtual and traditional training methods. A key recommendation is for sales leaders to choose training methods by the type of information in the course and to allow for flexibility depending on the preferences and needs of the participating salespeople. The implications for positive social change include the potential to enhance employment opportunities in the local communities, which could provide additional financial stability for families and increase tax revenues to support infrastructure improvements and social assistance programs

Multibody aircraft study, volume 2

The potential benefits of a multibody aircraft when compared to a single body aircraft are presented. The analyses consist principally of a detailed point design analysis of three multibody and one single body aircraft, based on a selected payload of 350,000 kg (771,618 lb), for final aircraft definitions; sensitivity studies to evaluate the effects of variations in payload, wing semispan body locations, and fuel price; recommendations as to the research and technology requirements needed to validate the multibody concept. Two, two body, one, three body, and one single body aircraft were finalized for the selected payload, with DOC being the prime figure of merit. When compared to the single body, the multibody aircraft showed a reduction in DOC by as much as 11.3 percent. Operating weight was reduced up to 14 percent, and fly away cost reductions ranged from 8.6 to 13.4 percent. Weight reduction, hence cost, of the multibody aircraft resulted primarily from the wing bending relief afforded by the bodies being located outboard on the wing

Linkage among melanin biosynthetic mutations in Cochliobolus heterostrophus

Melanin is synthesized by C. heterostrophus from acetate via pentaketide and several dihydroxynaphthalene intermediates (Tanaka et al. 1991 Mycol. Res. 95:49-56), as it is for certain other fungi (Bell and Wheeler 1986 Ann. Rev. Phytopathol. 24:411-451; Kubo et al. 1989 Exp. Mycol 13:77-84; Chumley and Valent 1990 Mol. Plant-Microbe Int. 3:135-143). Previously, five melanin deficient mutants of C. heterostrophus were analyzed by Tanaka et al. (Mycol. Res. 95:49-56), who were unable to establish complete linkage relationships because three of the mutations (alb1, alb3, and brn1) showed no recombination when crossed to each other, and were unlinked to the other two (sal1 and pgr1), which mapped about 12 cM apart. A sixth color mutation, scr1, represented a third linkage group, but there was no evidence of its involvement in melanin biosynthesis. Independently, we have recovered six melanin-deficient mutants, one of which (alb1, Leach et al. 1982 J. Gen. Microbiol. 128:1719-1729) was included in the study of Tanaka et al. and maps to chromosome 1 on the C. heterostrophus RFLP map (Tzeng et al. 1992 Genetics 130:81-96). We report here that our remaining five melanin-deficient mutants [crm1 (light cream), crm2 (dark cream), brn1 (brown), rsy1 (rose), and probably gra3 (gray)] are linked to, but are not allelic with, alb1 (white) and constitute a gene cluster on chromosome

Living together, feeding apart: How to measure individual food consumption in social house mice

In many studies with animals kept in groups, scientists need information about each individual's food access without disturbance or separation of the animals. We developed an automatic feeding device that allows measurement of individual food consumption and experimental manipulation of individual food availability in small social mammals, such as house mice. The feeding device is based on radio frequency identification that triggers access to a motor-driven metal arm filled with food pellets and is mediated with the help of subcutaneously implanted transponders

We need biosphere stewardship that protects carbon sinks and builds resilience

[no abstract available

Factors associated with the decision to investigate child protective services referrals: a systematic review

Background: Limited resources for child protection create challenging decision situations for child protective services (CPS) workers at the point of intake. A body of research has examined the factors associated with worker decisions and processes using a variety of methodological approaches to gain knowledge on decision-making. However, few attempts have been made to systematically review this literature. Objective: As part of a larger project on decision-making at intake, this systematic review addressed the question of the factors associated with worker decisions to investigate alleged maltreatment referrals. Methods: Quantitative studies that examined factors associated with screening decisions in CPS practice settings were included in the review. Database and other search methods were used to identify research published in English over a 35-year period (1980-2015). Findings: Of 1,147 identified sources, 18 studies were selected for full data extraction. The studies were conducted in the U.S., Canada, and Sweden and varied in methodological quality. Most studies examined case factors with few studies examining other domains. Conclusions: To inform CPS policy and practice, additional research is needed to examine the relationships between decision-making factors and case outcomes. Greater attention needs to be given to the organizational and external factors that influence decision-making

Repair of endogenous DNA base lesions modulate lifespan in mice

The accumulation of DNA damage is thought to contribute to the physiological decay associated with the aging process. Here, we report the results of a large-scale study examining longevity in various mouse models defective in the repair of DNA alkylation damage, or defective in the DNA damage response. We find that the repair of spontaneous DNA damage by alkyladenine DNA glycosylase (Aag/Mpg)-initiated base excision repair and O[superscript 6]-methylguanine DNA methyltransferase (Mgmt)-mediated direct reversal contributes to maximum life span in the laboratory mouse. We also uncovered important genetic interactions between Aag, which excises a wide variety of damaged DNA bases, and the DNA damage sensor and signaling protein, Atm. We show that Atm plays a role in mediating survival in the face of both spontaneous and induced DNA damage, and that Aag deficiency not only promotes overall survival, but also alters the tumor spectrum in Atm[superscript −/−] mice. Further, the reversal of spontaneous alkylation damage by Mgmt interacts with the DNA mismatch repair pathway to modulate survival and tumor spectrum. Since these aging studies were performed without treatment with DNA damaging agents, our results indicate that the DNA damage that is generated endogenously accumulates with age, and that DNA alkylation repair proteins play a role in influencing longevity.National Institutes of Health (U.S.) (Grant R01-CA075576)National Institutes of Health (U.S.) (Grant R01-ES022872)National Institutes of Health (U.S.) (Grant R01-CA149261)National Institutes of Health (U.S.) (Grant P30-ES002109

Tumor predisposition in mice mutant for p63 and p73: Evidence for broader tumor suppressor functions for the p53 family

Summaryp63 and p73 are functionally and structurally related to the tumor suppressor p53. However, their own role in tumor suppression is unclear. Given the p53-like properties of p63 and p73, we tested whether they are involved in tumor suppression by aging mice heterozygous for mutations in all p53 family genes and scored for spontaneous tumors. We show here that p63+/−;p73+/− mice develop spontaneous tumors. Loss of p63 and p73 can also cooperate with loss of p53 in tumor development. Mice heterozygous for mutations in both p53 and p63 or p53 and p73 displayed higher tumor burden and metastasis compared to p53+/− mice. These findings provide evidence for a broader role for the p53 family than has been previously reported