Given the recent proliferation in sales programs, business colleges face a new set of challenges. Sales competencies are changing rapidly, and firms struggle with identifying and attracting sales candidates on campus. Therefore, it is important that we understand needed competencies and how the content of job advertisements may differentially…

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…

Advertising has been one of the most important marketing variables for both practices and academic literature, and it has been generally known to raise the firm's market share (Ataman, van Heerde, and Mela 2010). However, under the contemporary market environment, advertising's impact may be more complicated. For example, in advance…

Urged on by a young generation of reform-minded professionals, museums in the United States adopted the premises and practices of consumer culture in the early twentieth century. This article argues that this turn towards consumer culture resulted from a new institutional commitment to public education and a radical re-conception of visual…

Offers suggestions for selling advertising space in student newspapers. Includes criteria for successful salespeople, a list of common time-wasters, and some principles for advertising salespeople. (TJ)

Camps can play an integral part in raising a child. The American Camping Association (ACA) has developed key messages that correspond to developmental needs of children. To portray a professional image of camp, promotional materials should incorporate these key messages, the benefits of ACA accreditation, and the same language as child development…

Enumerates information that advertising sales people for school newspapers should have before they call on potential customers. Includes ideas on what to know about a number of items, including the publication, readers and nonreaders, advertising, sales opportunities, prospects, prospects' problems, shopping factors, and stores' images. (TJ)

Describes a five-step process for using research techniques of the nation's best newspapers to transform high school students into a professional sales staff. (RS)

The author provides several tips and suggestions for marketing a proprietary school, involving newspaper advertising, television advertising, direct mail, high school marketing, and timing of promotional mailings. (CT)

Suggests ways of training a yearbook sales force to sell advertising. (Third of a four-part article). (GT)

Presents tips for selling ads in school newspapers. Discusses getting started in sales, the sales call, after the sale, and beyond the basics. (SR)

This handbook contains a collections of nine articles on the subject of direct-response advertising. The handbook gives advice on how to create effective advertisements for home study courses. The nine articles are the following: "Overview of Home Study Advertising in the 1990s" (Michael P. Lambert); "Ad Features that Sell"…

Suggestions for producing a successful exhibit booth include the following: the effectiveness of an exhibit depends on the effectiveness of the people staffing it; avoid games and unrelated giveaway items; demonstrate product in the booth; give special attention to existing customers; and make literature available only from the booth personnel.…

Presents nine basic steps to teach students to sell advertising campaigns (not just one ad), thus bringing in more advertising revenue for the school paper by selling in quantity. (SR)