Few academic disciplines make as frequent use of experiential learning exercises as marketing and sales. This is particularly true in selling courses, where a sales role play often serves as a culminating exercise in which students are tasked with building rapport with a buyer, uncovering buyer needs, overcoming objections, and closing a sale.…

Courses: Business Communication, Intercultural Communication. Objectives: Students will demonstrate understanding of some of the effects of culture on business communication. Students will explore cultural diversity in customer-seller relationships.

Most undergraduate marketing majors will spend at least some time in a sales role, and employers are requiring greater professionalism and more varied skill sets from their sales hires. In addition, there is an increasing demand for online and higher order learning in sales education. In response, this article proposes that sales courses using…

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…

This study investigates the effectiveness of a video team-based activity as a learning experience in a sales management course. Students perceived this learning activity approach as a beneficial and effective instructional technique. The benefits of making a video in a marketing course reinforce the understanding and the use of the sales process…

This retail florist unit guide is provided to help teachers teach units on sales of floral products and maintenance and delivery in a floral shop. Topics covered in the selling unit are basic mathematics; taxable items; sales etiquette; types of floral products; telephone etiquette; order form information; wire service regulations; care of floral…

This is the twenty-fourth in a set of 36 teacher guides to the Entrepreneurial Training Modules and accompanies CE 031 076. Its purpose is to give students some idea of what it is like to own and operate a housecleaning service. Following an overview are general notes on use of the module. Suggested steps for module use contain suggestions on…

This teacher's guide is the core module in a set of 36 modules and specifically accompanies CE 031 030. It is the first in the series Getting Down to Business. The purpose of module 1 is to provide an introduction to the other 35 business-specific modules in the program and be a supplementary reference for teachers. Following the overview are…

This is the second in a set of 36 teacher guides to the Entrepreneurship Training modules and accompanies CE 031 032. Its purpose is to give students some idea of what it is like to own and operate a farm equipment repair business. Following an overview are general notes on use of the module. Suggested steps for module use contain suggestions on…

This is the ninth in a set of 36 teacher guides to the Entrepreneurship Training modules and accompanies CE 031 046. Its purpose is to give students some idea of what it is like to own and operate a travel agency. Following an overview are general notes on use of the module. Suggested steps for module use contain suggestions on introducing the…

This is the twenty-first in a set of 36 teacher guides to the Entrepreneurial Training modules and accompanies CE 031 070. The purpose of this module is to give students some idea of what it is like to own and operate a word processing service. Following an overview are general notes on use of the module. Suggested steps for module use contain…

This is the twenty-second in a set of 36 teacher guides to the Entrepreneurship Training Modules and accompanies CE 031 072. The purpose of this module is to give students some idea of what it is like to own and operate a restaurant. Following an overview are general notes on use of the module. Suggested steps for module use contain suggestions on…

This is the twenty-third in a set of 36 teacher guides to the Entrepreneurship Training Modules and accompanies CE 031 074. Its purpose is to give students some idea of what it is like to own and operate a day care center. Following an overview are general notes on use of the module. Suggested steps for module use contain suggestions on…

This project is a program of the Hood River Valley (Oregon) Opportunity School, a half-day alternative school attended by at-risk students. The project's objective is to teach fundamental academics through a practical experience in setting up and running a small business: the wholesale purchasing and retail mail-order sales of wildflower seeds.…

This is the tenth in a set of 36 teacher guides to the Entrepreneurship Training modules and accompanies CE 031 048. Its purpose is to give students some idea of what it is like to own and operate a bicycle store. Following an overview are general notes on use of the module. Suggested steps for module use contain suggestions on introducing the…