The authors describe the multiple benefits a university selling center offers to students, faculty members, administrators, and the general business community. The seven essential steps in first establishing a university selling center are addressed: find a champion, obtain the support of administration, find a white knight, establish a board of…

Sales training programs require continual evaluation. The authors present a conceptual model of the interrelationships of planning, training, evaluation, and modification (IPTEM) in corporate sales training programs. (CT)

To provide an opportunity for pharmacy students to acquire a better understanding of the medical service representative's functions as a member of the pharmaceutical industries' marketing force, a practice experience elective course in pharmaceutical sales was developed at the University of Cincinnati. Course planning and implementation are…

To develop a competency-based curriculum guide for merchandising/marketing for the University of Hawaii Community College System, a project (1) reviewed and developed a list of all occupations in the general merchandising/marketing program area, (2) developed task inventories for selected occupations, (3) drew a worker mobility chart to show the…