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Direct linkNielson, Blake; Barberi-Weil, Mikelle; Border, Tim – Journal of Education for Business, 2021
There has been an increase in sales education across the U.S. and world. Due to the growing and critical demand of sales professionals, new programs have been established at many universities. This study investigates the feasibility of adapted sales curriculum that is used in a U.S. based university and if it can be used in Latin America to help…
Descriptors: Sales Occupations, Employment Opportunities, Program Development, Universities
Karakaya, Fahri; Quigley, Charles; Bingham, Frank; Hari, Juerg; Nasir, Aslihan – Journal of Education for Business, 2014
This research measures perceptual differences between sales and sales careers among business students studying in the United States, Switzerland, and Turkey. Earlier studies indicate that selling and a sales career are not viewed favorably by students in the United States and several other countries. This study expands on prior studies by…
Descriptors: Foreign Countries, Student Attitudes, Comparative Analysis, Cultural Differences
Deeter-Schmelz, Dawn Reneé – Journal of Education for Business, 2015
For instructors seeking ways to provide sales students with experiential learning projects designed to develop and enhance skills in an authentic environment, corporate-academic partnerships offer a viable option. The author describes a unique and innovative corporate-academic integrated project, including course content, role plays, and corporate…
Descriptors: Corporations, School Business Relationship, Role Playing, Course Content
Peer reviewedAshinger, Phyllis; Johnson, Tommie U. – Journal of Education for Business, 1985
Describes a project in which an urban university and a local retail establishment in a metropolitan area collaborated with a postsecondary institution in a market research project designed to determine the degree of professionalism practiced in sales performances in retail stores. (CT)
Descriptors: Postsecondary Education, Professional Training, Retailing, Sales Occupations
Peer reviewedMurphy, William H.; Tang, Sidney Sin-Lai – Journal of Education for Business, 1993
A survey of 145 sales and marketing professionals identified their preferences and expectations of executive development programs. Most preferred practitioner-taught, single-day programs or seminars over alternative learning formats (teleconferencing, cable television, etc.). (JOW)
Descriptors: Adult Education, Delivery Systems, Management Development, Marketing
Practitioner Methodology for Entry-Level Hiring Assessment: Issues for Academic Outcomes Assessment.
Peer reviewedKimball, Bob – Journal of Education for Business, 1998
Responses from 51 of 240 regional sales managers identified skills and characteristics important for sales personnel. However, few used formal tests or instruments to assess those skills in potential employees. (SK)
Descriptors: College Outcomes Assessment, Entry Workers, Occupational Tests, Personnel Selection
Bristow, Dennis N.; Amyx, Douglas; Slack, Jennifer; Gulati, Rajesh – Journal of Education for Business, 2006
In this article, the authors examined students' perceptions of professional selling. They found significant differences between the perceptions of students who had completed personal selling courses and students who had not. The authors observed differences in students' perceptions of personal selling as a career, the contribution of personal…
Descriptors: Marketing, Student Attitudes, Comparative Analysis, Student Interests
