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Direct linkJaskari, Harri; Jaskari, Minna-Maarit – Marketing Education Review, 2016
The importance of sales management as an interface between a company and its customers is widely recognized. However, the teaching of strategic sales management has not received enough attention in marketing education literature. This study analyzes an experiential client-based method for teaching a strategic sales management course. The authors…
Descriptors: Salesmanship, Sales Occupations, Management Development, Outcomes of Education
Download full textRuizalba Robledo, José Luis; Almenta López, Estefanía; Vallespín Arán, María – Journal of Technology and Science Education, 2014
The overarching goal of working through the CMGS Method (Case Method with Guest Speakers) in Sales Management courses is to provide Business and marketing learners with practical knowledge about how a sales manager can deal with a wide variety of possible professional scenarios. Even when the case method itself is an excellent way to equip…
Descriptors: Sales Occupations, Salesmanship, Management Development, Case Method (Teaching Technique)
