The following is my initial thoughts regarding the framing of my research question.
Field of Action Research
Medical and Veterinary Offices who are CareCredit Credit Card Merchants
Lower than desired frequency of office workers engaging in a comprehensive financial discussion with patients regarding payment options for treatment plans not covered by insurance.
Provide to the healthcare office workers and their managers a blend of elearning, face to face and telephone based training, coaching and improved performance support tools as well as performance incentives.
Library Search Terms
sales reluctance, self-efficacy and job performance, self-efficacy and sales performance, mindset, mindset and sales performance, social anxiety and sales performance, social anxiety and learning, sales performance support, elearning and sales performance, distance learning and sales performance, sales performance and feedback, coaching and sales performance, incentives and sales performance.
Increased Frequency of comprehensive financial discussions with patients who have treatment not covered by insurance.
Can training coupled with coaching, performance support and incentives increase self-efficacy and skill levels of non-sales people to create a permanent increase in their frequency of performing a sales presentation?
I will perform a literature review to learn what findings have been previously discovered in this area of interest. My findings during this review (as well as my prior experience) will help shape my design of the learning materials, performance support materials, and incentives. My literature review findings may also help verify any correlation and causation between the stated problem and proposed solution.
Future cycle questions that could evolve from this first question include: What are the most effective types of learning for building self-efficacy and sales skills? Would a web and mobile based community of learners increase the self-efficacy and sales skills? Would this population of learners participate in a community of learners? What type of learning helps change mindset? Beyond learning, what are the most effective ways to boost self-efficacy, reduce social anxiety and increase sales skills?