Advanced Technologies for Effective Sales Training Interactive Video Programs
Abstract
This manuscript compares active with passive learning models. It supports active learning as more appropriate for professional sales education. The conceptual support is explained and justified within the context of behavioral modeling and social learning theory. Further, interactive video, an active learning pedagogy that utilizes behavioral modeling, is described and discussed as a viable alternative for business schools seeking active learning tools for professional selling courses. Following this general discussion of interactive video, two specific interactive video systems currently being utilized in college selling classes are described and compared.
Keywords
Citation
Avila, R.A., Avila, S.M., Inks, S.A. and Williams, M.R. (1996), "Advanced Technologies for Effective Sales Training Interactive Video Programs", American Journal of Business, Vol. 11 No. 2, pp. 25-34. https://doi.org/10.1108/19355181199600009
Publisher
:MCB UP Ltd
Copyright © 1996, MCB UP Limited