This paper presents a step-by-step process for the development and implementation of a professional selling specialization program in the marketing curriculum of a school of business at an AACSB accredited state university. The program is presented in detail along with the process followed in order to develop support for the program with three…

Experiential projects bring students closer to real-world situations. This is valuable in sales education because the complexities of the sales process are difficult to learn from a textbook. A student project was developed that involved the selling of advertising space in a one-time newspaper insert. The project included a substantial minimum…

A comprehensive project for the Advanced Selling course that has been tested at three universities is introduced. After selecting an industry and a company, students engage in a complete industry analysis, a company sales analysis, a sales-specific SWOT analysis, complete a ride day with a salesperson in that firm, then present their findings in a…

This article presents an innovative, experiential-learning project that incorporates students from two different courses: sales management and professional selling. Sales management students actually manage sales students on an outside sales project. Students apply classroom knowledge to a real-life sales project for a local community…

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…

A new interactive computer simulation designed to teach sales ethics is described. Simulation learner objectives include gaining a better understanding of legal issues in selling; realizing that ethical dilemmas do arise in selling; realizing the need to be honest when selling; seeing that there are conflicting demands from a salesperson's…

The Capstone Sales course is the final in a sequence of five required courses in a 15 credit Professional Selling program housed in the Marketing Department at St. Cloud State University. The course is heavily focused on experiential learning activities for senior-level sales students. In this paper details of the course design, instructor and…

Millions of people buy and sell homes each year. And because these transactions are often complex, many home buyers and sellers turn to workers who can help with the search or the sale--or both. From preparing to put a home on the market to filing the sales documents, many workers are involved in helping a home change hands. Other key industries…

Spurred by recent writings regarding statistical pragmatism, we propose a simple, practical approach to introducing students to a new style of statistical thinking that models nature through the lens of data-generating processes, not populations. (Contains 5 figures.)

Workers who make a living in sales are paid to persuade others to buy goods and services. Just about anything, from apricots to zip-line tours, needs an intermediary to move from producer to buyer. That go-between person is the sales worker. Sales jobs are numerous. In May 2010, there were over 13 million wage and salary sales workers in the…

Important as training the sales force is, mobile training apps are being used for much more. Visual Eyes Inc., for example, has developed training apps for the U.S. military's combat medical teams that detail specific medical procedures, such as controlling hemorrhaging. Other apps, developed for corporations and government agencies, pass along…

Clients present for career counseling with an array of career concerns. A single career theory may prove necessary, but insufficient, in addressing these concerns. Career construction theory (CCT; Savickas, 2005) assists individuals with career decision making by integrating 3 different viewpoints of vocational behavior. This article explains how…

This article summarizes the existing research on social media as a learning tool in higher education and adds to the literature on incorporating social media tools into collegiate business education by suggesting specific course content areas of business where LinkedIn exercises and training can be incorporated. LinkedIn as a classroom tool cannot…

With growing industry demand for sales professionals, recruitment at colleges and universities that have a sales education focus has increased remarkably over the past few years. However, results indicate that hiring organizations face an uphill task in filling sales positions. Recruiters and students struggle to build critical person-job fit…