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

Martin, Warren S.; Collins, Ben H.
June 1991
Journal of Personal Selling & Sales Management;Summer91, Vol. 11 Issue 3, p61
Academic Journal
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 stateof-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.


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