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Developing Millennials For Future Sales Careers

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The millennial generation is quickly solidifying its place as the dominate generation within the workforce. As millennials transition through workplace hierarchy it is essential organizations understand how to properly develop incoming talent. This is especially important within sales as the

The millennial generation is quickly solidifying its place as the dominate generation within the workforce. As millennials transition through workplace hierarchy it is essential organizations understand how to properly develop incoming talent. This is especially important within sales as the opportunity cost for hiring and developing new sales professionals is much higher compared to other professions. Downward trends in millennial retention rates is also a strong contributing factor to the importance of understanding the millennial generation. This paper aims to identify key concepts and elements employers should incorporate into their sales training programs in order to better develop millennials entering sales roles. Through an analysis of each generation and sales training a clear framework will be identified to achieve this goal. Analyzing millennials unique strengths and weaknesses will provide the basis for the key areas employers need to focus on when designing their sales development programs. The framework identified is easily adaptable within any organizations as the concepts discussed can be universally applied.

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2017-05

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Epilepsy and school performance: the influence of teacher factors and seizure control on children with epilepsy

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Epilepsy is a chronic illness impacting the lives of over 300,000 children nationally. Sexson and Madan-Swain offer a theory that addresses successful school reentry in children that are chronically ill. Their theory posits that successful school reentry is influenced by

Epilepsy is a chronic illness impacting the lives of over 300,000 children nationally. Sexson and Madan-Swain offer a theory that addresses successful school reentry in children that are chronically ill. Their theory posits that successful school reentry is influenced by school personnel with appropriate attitudes, training experiences, and by factors relating to the child's illness. The parents of 74 students, between second and twelfth grades, completed a questionnaire addressing their child's epilepsy and their current level of seizure control. Each child's homeroom teacher also completed a survey regarding their training experiences about epilepsy and their attitudes towards individuals with epilepsy. Additional information was gathered from the child's school regarding attendance rates, most recent Terra Nova test scores (a group achievement test), and special education enrollment status. Data were analyzed via four multiple regression analyses and one logistic regression analysis. It was found that seizure control was a significant predictor for attendance, academic achievement (i.e., mathematics, writing, and reading), and special education enrollment. Additionally, teachers' attitudes towards epilepsy were a significant predictor of academic achievement (writing and reading) and special education enrollment. Teacher training experience was not a significant predictor in any of the analyses.

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Date Created
2011

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Energy expenditure of resistance training activities in young men

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ABSTRACT The purpose of this study was to determine the energy cost of four modes of resistance training (push-ups, pull-ups, curl-ups, lunges). Twelve well trained men aged 23.6 (SD=2.84) years were recruited to participate in the study. Each

ABSTRACT The purpose of this study was to determine the energy cost of four modes of resistance training (push-ups, pull-ups, curl-ups, lunges). Twelve well trained men aged 23.6 (SD=2.84) years were recruited to participate in the study. Each of the 12 men completed three trials of each of the four exercises on one visit to the laboratory lasting slightly over one hour (M=72 min, SD=5.9 min). The oxygen consumption of the men was monitored constantly throughout the trial and data was recorded every five seconds. Mean VO2 values were calculated for each exercise. The values for push-ups (M=11.57 ml/kg/min, SD=1.99), curl-ups (M=10.99 ml/kg/min, SD=1.48), pull-ups (M=10.87 ml/kg/min, SD=2.51), and lunges (M=14.18 ml/kg/min, SD=1.78) were converted to METs (Metabolic Equivalents). The MET values (3.31, 3.14, 3.11, and 4.05 respectively) all fall within the range of moderate intensity activity. The findings of this study show that a single set of any of the above exercises will qualify as a moderate intensity activity and can be used to meet recommendations on daily physical activity.

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2011

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Neural plasticity in lower- and higher-level visual cortex processing

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Perceptual learning by means of coherent motion training paradigms has been shown to produce plasticity in lower and higher-level visual systems within the human occipital lobe both supra- and subliminally. However, efficiency of training methods that produce consolidation in the

Perceptual learning by means of coherent motion training paradigms has been shown to produce plasticity in lower and higher-level visual systems within the human occipital lobe both supra- and subliminally. However, efficiency of training methods that produce consolidation in the visual system via coherent motion has yet to be experimentally determined. Furthermore, the effects of coherent motion training on reading comprehension, in clinical and normal populations, are still nascent. In the present study, 20 participants were randomly assigned to one of four experimental conditions. Two conditions had a participation requirement of four days while two conditions required eight days of participation. These conditions were further divided into 500 or 1000 trials per day (4 x 500, 4 x 1000, 8 x 500, 8 x 1000). Additional pre-test and post-test days were used to attain timed pre- and post-tests on the Wide Range Achievement Test IV (WRAT IV) reading comprehension battery. Furthermore, a critical flicker fusion threshold (CFFT) score was taken on a macular pigment densitometer on the pre-test and post-test day. Participants showed significant improvement in CFFT levels, WRAT IV reading comprehension, and speed of completion between pre-test and post-test; however, degree of improvement did not vary as a function of training condition. An interaction between training condition and degree of improvement was evident in coherent dot motion contrast scores, with significant training plasticity occurring in the 4 x 1000 and 8 x 500 conditions.

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2013

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Moving towards a comprehensive understanding of multicultural counseling competence: the role of diversity cognitive complexity

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This study explored several training variables that may contribute to counseling trainees' multicultural counseling self-efficacy and multicultural case conceptualization ability. Specifically, this study aimed to examine the cognitive processes that contribute to multicultural counseling competence (MCC) outcome variables. Clinical experience,

This study explored several training variables that may contribute to counseling trainees' multicultural counseling self-efficacy and multicultural case conceptualization ability. Specifically, this study aimed to examine the cognitive processes that contribute to multicultural counseling competence (MCC) outcome variables. Clinical experience, multicultural knowledge, and multicultural awareness are assumed to provide the foundation for the development of these outcome variables. The role of how a counselor trainee utilizes this knowledge and awareness in working with diverse populations has not been explored. Diversity cognitive complexity (DCC) quantifies the process by which a counselor thinks about different elements of diversity in a multidimensional manner. The current study examined the role of DCC on the relationship between training variables of direct clinical experience with diverse populations, multicultural knowledge, and multicultural awareness and the two training outcomes (multicultural counseling self-efficacy and multicultural case conceptualization ability). A total of one hundred and sixty-one graduate trainees participated in the study. A series of hypotheses were tested to examine the impact of DCC on the relationship between MCC predictors (multicultural knowledge, multicultural awareness, and direct contact hours with diverse clinical populations) and two MCC outcomes: multicultural counseling self-efficacy and multicultural case conceptualization ability. Hierarchical regression analyses were utilized to test whether DCC mediated or moderated the relationship between the predictors and the outcome variables. Multicultural knowledge and clinical hours with diverse populations were significant predictors of multicultural counseling self-efficacy. Multicultural awareness was a significant predictor of multicultural case conceptualization ability. Diversity cognitive complexity was not a significantly related to any predictor or outcome variable, thus all hypotheses tested were rejected. The results of the current study support graduate programs emphasizing counselor trainees gaining multicultural knowledge and awareness as well as direct clinical experience with diverse clinical populations in an effort to foster MCC. Although diversity cognitive complexity was not significantly related to the predictor or outcome variables in this study, further research is warranted to determine the validity of the measure used to assess DCC. The findings in this study support the need for further research exploring training variables that contribute to multicultural counseling outcomes.

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Date Created
2013

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Comparison of concentric and eccentric bench press

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Eccentric muscle action (ECC) occurs when the force exerted by a working muscle is less than that of an outside resistance. This is characterized by muscle lengthening, despite actin-myosin crossbridge formation. Research has indicated that muscles acting eccentrically are capable

Eccentric muscle action (ECC) occurs when the force exerted by a working muscle is less than that of an outside resistance. This is characterized by muscle lengthening, despite actin-myosin crossbridge formation. Research has indicated that muscles acting eccentrically are capable of producing more force when compared to muscles acting concentrically. Further, research has shown ECC muscle actions may have different fatigue patterns that CON actions. The purpose of this study was to determine if a) ECC bench press yields greater strength than concentric (CON) as measured by one-repetition maximum (1RM), b) there is a difference between the number of repetitions that can be completed concentrically and eccentrically under the same relative intensities of 1RM (90%, 80%, 70%, 60%), c) a prediction model may be able to predict ECC 1RM from CON 1RM or CON repetitions to fatigue. For this study, 30 healthy males (age = 24.63 + 5.6 years) were tested for 1RM in CON and ECC bench press, as well as the number of repetitions they were able to complete at various intensities of mode-specific 1RM. A mechanical hoist was affixed to a gantry crane and placed over a standard weightlifting bench. The hoist was connected to 45lb plates that were loaded on a standard barbell, which allowed for mechanical raising and lowering of the barbell. For CON repetitions, the weight was mechanically lowered to the chest and the participant pressed it up. For ECC repetitions, the weight was mechanically raised and the participant lowered it. Paired t-tests showed that ECC 1RM was significantly (p < 0.05) greater than CON 1RM (ECC =255.17 + 68.37lbs, CON = 205.83 + 58.43lbs). There was a significant difference (p < 0.05) between the number of repetitions completed at 90% 1RM (CON = 4.57 + 2.21 repetitions, ECC = 7.67 + 3.24 repetitions). There were no differences in repetitions completed at any other intensity 1RM. CON 1RM and the number of repetitions completed with two different absolute loads (130-150lbs and 155-175lbs) concentrically and eccentrically were valid predictors of ECC 1RM. These data indicate that ECC actions yield increased force capabilities than CON actions, there is no difference in the rate of the fatigue, and ECC 1RM may be predicted from various CON tests.

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Date Created
2013

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Diagnosing mental health disorders in primary care: : evaluation of a new training tool

Description

Major Depressive Disorder (MDD) and Posttraumatic Stress Disorder (PTSD) are highly prevalent illnesses that can result in profound impairment. While many patients with these disorders present in primary care, research suggests that physicians under-detect and suboptimally manage MDD and PTSD

Major Depressive Disorder (MDD) and Posttraumatic Stress Disorder (PTSD) are highly prevalent illnesses that can result in profound impairment. While many patients with these disorders present in primary care, research suggests that physicians under-detect and suboptimally manage MDD and PTSD in their patients. The development of more effective training interventions to aid primary care providers in diagnosing mental health disorders is of the utmost importance. This research focuses on evaluating computer-based training tools (Avatars) for training family physicians to better diagnose MDD and PTSD. Three interventions are compared: a "choice" avatar simulation training program, a "fixed" avatar simulation training program, and a text-based training program for training physicians to improve their diagnostic interviewing skills in detecting and diagnosing MDD and PTSD. Two one-way ANCOVAs were used to analyze the differences between the groups on diagnostic accuracy while controlling for mental health experience. In order to assess specifically how prior mental health experience affected diagnostic accuracy the covariate of prior mental health experience was then used as an independent variable and simple main effects and pairwise comparisons were evaluated. Results indicated that for the MDD case both avatar treatment groups significantly outperformed the text-based treatment in diagnostic accuracy regardless of prior mental health experience. For the PTSD case those receiving the fixed avatar simulation training more accurately diagnosed PTSD than the text-based training group and the choice-avatar training group regardless of prior mental health experience. Confidence ratings indicated that the majority of participants were very confident with their diagnoses for both cases. Discussion focused on the utility of avatar technology in medical education. The findings in this study indicate that avatar technology aided the participants in diagnosing MDD and PTSD better than traditional text-based methods employed to train PCPs to diagnose. Regardless of experience level the fixed avatar group outperformed the other groups for both cases. Avatar technology used in diagnostic training can be user-friendly and cost-effective. It can also have a world-wide reach. Additional educational benefit could be provided by using automated text analysis to provide physicians with feedback based on the extent to which their case diagnostic summaries cover relevant content. In conclusion, avatar technology can offer robust training that could be potentially transferred to real environment performance.

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Date Created
2012

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Barriers and motivators to being a dietetic internship preceptor in Arizona

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Background: The shortage of available dietetic internship (DI) positions for qualified applicants threatens the future of dietetics. Only about half of all applicants will obtain a slot. Additional internship positions are needed and can be offered only if more practitioners

Background: The shortage of available dietetic internship (DI) positions for qualified applicants threatens the future of dietetics. Only about half of all applicants will obtain a slot. Additional internship positions are needed and can be offered only if more practitioners become preceptors. Objective: To examine the perceptions associated with the role of DI preceptor among nutrition and dietetic practitioners and identify barriers and motivators to becoming a DI preceptor in Arizona. Design: An online survey adapted from previous published instruments was administered between July and September 2011 to dietetic and nutrition professionals eligible to precept dietetic interns. Participants: RD, DTR, and school food service professionals on file with Arizona registries were invited to participate in the survey. A total of 675 subjects participated in the study. Statistical analyses performed: Chi-square analysis was used to assess differences between preceptors and non-preceptors for categorical variables. Independent t-tests were used to analyze differences between groups for continuous variables. Results: Respondents included 314 current or former preceptors and 361 non-preceptors with no significant differences in gender, age, or race between groups. Preceptors typically perceived the preceptor role more favorably than non-preceptors. Non-preceptors reported fewer benefits and more disadvantages to being a preceptor. Only 18% of non-preceptors knew how to become a mentor. Conclusions: Motivators for practitioners to become preceptors and continue in the role include personal benefits, dedication to the role and profession, and contributions to the workplace by interns. Barriers to mentoring interns include lack of compensation, increased workload, lack of support, lack of training, lack of resources, intern liability, and lack of knowledge of how to become a preceptor. Results of the study can be used to target barriers and emphasize benefits associated with the preceptor role to encourage participation in the preceptor process to make more internship positions available.

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Date Created
2012

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Improving student employee training: a study of Web 2.0 social media tools as a delivery model

Description

Training student employees in Educational Outreach and Student Services (EOSS) at Arizona State University's West campus is important to maintaining a knowledgeable and productive workforce. This dissertation describes the results of an action research study in which social media tools

Training student employees in Educational Outreach and Student Services (EOSS) at Arizona State University's West campus is important to maintaining a knowledgeable and productive workforce. This dissertation describes the results of an action research study in which social media tools were utilized as a delivery mechanism for training student employees on three ASU initiatives: the New American University, Sun Devil Pride and Social Entrepreneurship. The social media tools included YouTube and Vimeo, user-generated video sites, Facebook, and a Google Sites website. Five student employees in EOSS at the West campus were identified and recruited for a six-week study. The students participated in online pre- and post-surveys, blogging via Facebook, a focus group, and case study assessment. Data collected through blogs, audio recordings, and field notes provided insight on the positive benefits of using social media to train student employees and participants' understanding and personal connection to the three initiatives. Analysis of the data identified three themes: peer-to-peer relationships, connectedness to both internal and external community, and competency capital. Though these themes were apparent, the researcher found that participants' identities as Arizona State University students were affected more than their student employee identities.

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Date Created
2012

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Family Educational Rights and Privacy Act (FERPA) safety and health exceptions and employee privacy training

Description

Sparked by the Virginia Tech Shooting of 2007 and the resultant changes to the Family Educational Rights and Privacy Act, a review was conducted of FERPA's impact on university policies regarding student privacy and safety. A single, private university's policies

Sparked by the Virginia Tech Shooting of 2007 and the resultant changes to the Family Educational Rights and Privacy Act, a review was conducted of FERPA's impact on university policies regarding student privacy and safety. A single, private university's policies were reviewed and a survey was distributed to 500 campus employees who had recently completed the university's FERPA training to determine if the university's current training was effective in training employees to understand FERPA's health and safety exceptions clause. The results showed that while the university's training was effective in training employees how to safeguard students' academic records, employees did not have a clear understanding of which information they could or should share in response to a threat to health and safety or to which university entity they should route safety concerns. The survey suggests that the university's FERPA training should be expanded to include training on FERPA's health and safety exceptions, including the communication of clear reporting lines for possible threats to campus safety and security.

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Date Created
2010