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Software geared to handle varied selling techniques. (Delphi Information Inc.'s SalesSource computer program) (Software Review): An article from: National ... & Casualty-Risk & Benefits Management

David C. Jones

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Editorial Review:

This digital document is an article from National Underwriter Property & Casualty-Risk & Benefits Management, published by The National Underwriter Company on August 9, 1993. The length of the article is 936 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

From the supplier: Delphi Information Systems Inc has produced SalesSource, a sales and marketing computer software product that is geared to the insurance industry's freestyle sales techniques. Before SalesSource's inception, many insurers and agencies had stopped using sales software because they were time wasting, too complex and failed to meet their needs. Before producing its sales software, Delphi polled insurance agencies to find out what they specifically wanted from sales software and designed the program to meet their specifications.

Citation Details
Title: Software geared to handle varied selling techniques. (Delphi Information Inc.'s SalesSource computer program) (Software Review)
Author: David C. Jones
Publication: National Underwriter Property & Casualty-Risk & Benefits Management (Magazine/Journal)
Date: August 9, 1993
Publisher: The National Underwriter Company
Issue: n32 Page: p9(2)

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A Delphi Expert Assessment of Professional Certification Programs for Contracting Personnel

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Editorial Review:

This is a AIR FORCE INST OF TECH WRIGHT-PATTERSON AFB OH SCHOOL OF ENGINEERING AND MANAGEMENT report procured by the Pentagon and made available for public release. It has been reproduced in the best form available to the Pentagon. It is not spiral-bound, but rather assembled with Velobinding in a soft, white linen cover. The Storming Media report number is A620193. The abstract provided by the Pentagon follows: This study examined the strategic goals that were the basis for the DoDs implementation of mandatory certification for individuals serving in the contracting career field of the acquisition workforce. The study then went on to enlist panels of contracting experts to assess the extent to which two of the available certification programs meet, or fail to meet, those goals. The research method employed to gather input from experts was a Delphi discussion technique. Two separate panels, one consisting of Air Force civilian employees, the other of Air Force active duty officers, participated in eight Delphi iterations facilitated by the researcher. The initial iteration required the experts to answer seven open-ended questions regarding certification requirements. Once the researcher confirmed the experts were focusing on the strategic value of certification, the subsequent iterations were used to identify and allow comment on areas of disagreement both within and between groups. The primary impact of this study was that it identified many important issues that require attention before the certification programs will be able to fulfill the strategic objectives. Overall, the experts believed the NCMA CPCM to be a truly professional certification, indicative of an individual's professional status and level of development, while the Air Force's APDP certification process was seen as more of a tracking device for training and education rather than a program that enhances professional development.