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Integrating SFA Technology into the Sales Curriculum: Helping Students Understand What, Why, and When
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Jelinek, Ronald – Marketing Education Review, 2018
While sales force automation (SFA) and customer relationship management are important concepts in business-to-business selling, many instructors struggle to effectively integrate these topics into their curriculum. The research described in this article offers a role play and two coordinating sets of slides that aim to help students better…
Descriptors: Sales Occupations, Teaching Methods, Business Administration Education, Pretests Posttests