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…

The "Journal of Marketing Education" is publishing a special issue on Sales Education and Training in August 2014. In this article, we review the sales education literature from four primary journals and the business literature at large. The four primary journals are the "Journal of Marketing Education," "Marketing Education Review," "Journal of…

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…

This address, given at a workshop on distributive education, dealt primarily with the coordination of classroom theories of retail selling with their application in the store. The teacher-coordinator, who is responsible for this step, often has such a full program that he tends to overlook it. The teacher must work with the merchant for an…

STUDENTS WHO HAD COMPLETED THE RETAILING PROGRAM IN 1959-61 AND OTHER GROUPS IN THE UNIVERSITY OF MINNESOTA GENERAL COLLEGE WERE COMPARED WITH RESPECT TO BACKGROUND CHARACTERISTICS AND OCCUPATIONAL EXPERIENCE PATTERNS. DIFFERENCES BETWEEN THE TWO GROUPS WERE NOT SIGNIFICANT IN HIGH SCHOOL RANK, A COLLEGE APTITUDE TEST, AND AN ENGLISH TEST. IN THE…

Two national firms with standardized marketing schemes employ persuasion rather than instruction in teaching an employee to sell. Students leave for their first assignment convinced of success in spite of a lack of skill. (JB)

The "Rainbow Shoppe", a two-hour distributive education preparatory project laboratory, is unique in its approach to simulating the real world of business because it uses computers to chart its sales, purchases, profits, and inventory. (Author)

THE SPOKANE COMMUNITY COLLEGE PROVIDES TRAINING IN ITS DISTRIBUTIVE EDUCATION DEPARTMENT FOR RETAIL CHECKERS AND SALES PERSONNEL. THE GROCERY TRAINING IS AS LIFELIKE AS POSSIBLE IN BOTH PHYSICAL LAYOUT AND RANGE OF OPERATIONS. THE COURSE WAS DEVELOPED WITH THE HELP OF AN ADVISORY COMMITTEE INCLUDING MANAGEMENT, LABOR, AND LOCAL DISTRIBUTORS. IT…

A systematic ten-step approach to behavioral sales training is offered: (1) sales-behavior training goals, (2) cognitive maps, (3) sizing-up of skills, (4) selling techniques, (5) realistic practice, (6) feedback, (7) individual business goals, (8) plan of action, (9) review of results, and (10) research results. (MW)

These two issues of a semiannual newsletter provide secondary educators with a greater knowledge of insurance, access to teaching materials, and insurance career information for students. Articles in the first issue are as follows: "Public Relations: Just What Do Those People Do?" (Patricia Hillis); "How U.S. Compares with Other Nations on Radar…

This document contains teacher materials for a 4-unit, 1-year marketing education course in advertising and sales promotion offered in grades 11 and 12 in North Carolina. The preface contains a rationale for the development of the course, a course description, course objectives, a list of the instructional units of the course, and a list of the…

Can women move to the top in marketing and still manage their homemaking roles? Therein, say the authors, lies the challenge todistributive education in the seventies. (Editor)

The article polls thinkers and trainers in sales training and offers a state-of-the art compilation of their views. (MW)

The P-A-C (Parent-Adult-Child) concept of personality in transactional analysis provides the salesperson with a vehicle for analyzing the sales environment while the drama is in progress. (MW)