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Download full textTitus, David; Harris, Garth; Gulati, Rajesh; Bristow, Dennis – International Journal of Higher Education, 2017
This paper presents a step-by-step process for the development and implementation of a professional selling specialization program in the marketing curriculum of a school of business at an AACSB accredited state university. The program is presented in detail along with the process followed in order to develop support for the program with three…
Descriptors: Business Schools, Business Administration Education, Curriculum Implementation, Curriculum Development
Titus, David; Harris, Garth; Gulati, Rajesh; Bristow, Dennis – International Journal of Higher Education, 2017
The Capstone Sales course is the final in a sequence of five required courses in a 15 credit Professional Selling program housed in the Marketing Department at St. Cloud State University. The course is heavily focused on experiential learning activities for senior-level sales students. In this paper details of the course design, instructor and…
Descriptors: Sales Occupations, Retailing, Business Administration Education, Experiential Learning
Harris, Garth; Gulati, Rajesh; Bristow, Dennis N.; Schneider, Kenneth; Amyx, Douglas – e-Journal of Business Education and Scholarship of Teaching, 2014
For decades, (going back to the 1950s) the negative attitudes students hold towards salespeople and sales careers have been of concern to university educators and to employers seeking to recruit well-trained sales people. While the increasing demand for university educated salespeople continues to grow, employers are struggling to meet that…
Descriptors: Student Attitudes, Relevance (Education), Pretests Posttests, Sales Occupations
