Orientation training plays a crucial role in the process of newcomer socialization by equipping employees with the knowledge, abilities, and skills necessary for success in a new work setting. However, relatively few studies have investigated orientation training from a socialization perspective and addressed its underlying mechanisms. To address…

In today's competitive job market, marketing and sales graduates must be equipped with advanced technology skills to thrive, particularly in utilizing Customer Relationship Management (CRM) systems. This research examines the critical need for CRM skills within marketing and sales education and explores how integrating CRM training into curricula…

Massive open online courses (MOOCs) have gained popularity among sales professionals who use them for self-directed learning and upskilling. However, research related to their intentions to continue learning is scarce. Drawing from the social cognition theory, this research aimed to address this gap by investigating the role of task-technology…

Several studies show that while collegiate sales programs effectively prepare students for sales careers, there are various opportunities to improve. In this research, we look at how sales education impacts the career preparedness of recent 4-year college graduates. We focus specifically on the development of self-leadership and sales-related…

Purpose: The purpose of this exploratory study is to investigate the impact of sales education on recent graduates' career preparedness and understand how sales programs might prepare students better for successful sales careers. We investigate the known competencies leading to sales success that were, or were not, adequately developed by their…

Peer learning, a pedagogical approach whereby students are partnered together to have one student actively help another student learn predetermined content or skills, has long been utilized as an effective complement to more traditional instructional methods across a wide range of educational disciplines. This approach has been found to reduce the…

Professional sales as a subject in the university curriculum now faces rapid adoption. There appears to be a corresponding decline in teaching sales management or leadership. The Sales Leadership course presented in this paper combines concepts of sales management with experiential learning activities to the sales curriculum. Beyond this…

The purpose of this paper is to present a project that builds labor market skills employers are seeking through experiential classroom learning. The sales management training exercise described in this article provides students with an opportunity to think and act like sales managers by working together in teams to collaborate on a training…

Job openings for nonscientific business-to-business sales professionals will increase over the next 10 years. A small private university in the Midwest has developed an innovative sales course to help create professionals who are ready to fill this need. This article addresses the challenges of creating a meaningful, hands-on, experiential course…

Purpose: The purpose of this paper is to examine how a foresight project supports institutional positioning efforts through joint sensemaking. Design/methodology/approach: This paper describes a case study that investigated the design, implementation, and outcomes of a foresight project at a Finnish higher education institution that selected sales…

Meeting the instructional needs of both students and sales practitioners is a common challenge for sales educators. The dynamic and ever evolving nature of the sales landscape, in conjunction with the need to align sales curriculum with relevant business practices is the focus of this article. Building on previous research, this study investigates…

Recruiters seek candidates with certain business skills that are not developed in the typical lecture-based classroom. Instead, active-learning techniques have been shown to be effective in honing these skills. One skill that is particularly important in sales careers is the ability to make a powerful and effective presentation. To help students…

In an application of experiential learning, assessment, and career development, this article reports a field experiment of teaching sales students adaptive selling skills via an "Improvisational (Improv) Comedy" technique: "Yes, And." Students learn this well-established theatrical improv method via classroom lecture,…

Sales engineering or technical sales programs bridge engineering and business to educate engineering students in sales specific to their discipline. Students develop business awareness through such programs, providing the sales workforce with technically knowledgeable salespeople. The following study analyzed cohorts of students enrolled in a…

The purpose of this study was to determine the effects of the type of training module on argumentation skill, student content knowledge achievement, and performance in an agricultural sales practicum completed by secondary school agriculture students. Current research has concluded that most students do not possess the academic or transferable…