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…

Purpose: The purpose of this paper is to compare, and identify both similarities and differences in, affordances for vocational learning in two contrasting education systems, for construction worker and shop salesperson apprentices, in Swedish contexts. Design/methodology/approach: Data were collected through interviews and observations in two…

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…

Practitioner concerns and the changing educational marketplace are pressuring colleges to provide more skills based learning. Among the newer skill based areas of study that is greatly in demand is professional sales. In this paper, two courses in a successful professional sales program are examined through the lenses of experiential learning…

Twenty-four learning activity packets (LAPs) are provided for six areas of instruction in a cashier/checker program. Section A, Orientation, contains an LAP on exploring the job of cashier-checker. Section B, Operations, has nine LAPs, including those on operating the cash register, issuing trading stamps, and completing the cash register balance…

A consortium of States known as the Interstate Curriculum Consortium prepared and field tested learning activity packets designed to develop 983 competencies required for employment in 69 marketing occupations. The product of the entire national product was made available to Alabama for use during the 1974-75 school year. The project described in…

This document consists of the student manual for a course in retail flower shop sales and floral design for use in vocational education courses in high schools in South Carolina. The guide consists of 22 learning modules that incorporate the subject matter needed by workers in these jobs. Each learning module consists of an introduction,…

This document is the instructor's manual for a course in retail flower shop sales and floral design for use in vocational education courses in high schools in South Carolina. The manual consists primarily of instructor's guides to the 22 learning modules contained in the student manual, which provide the subject matter needed by workers in these…

An instructor's manual and student activity guide on agricultural sales and service are provided in this set of prevocational education materials which focuses on the vocational area of agriculture. (This set of materials is one of ninety-two prevocational education sets arranged around a cluster of seven vocational offerings: agriculture, home…

This curriculum guide in marketing and distribution has been designed for children in grades K-6. It is presented much like a cookbook from which recipes (activities) may be extracted and experimented with depending on the tastes (needs) of the children. It is suggested that objectives be reinforced through teacher-developed activities or through…

The prevocational course in business education is designed to enable the sophomore student to complete a full year of typewriting, explore careers in business, and gain beginning skills for business jobs. The 12-unit course includes units on introduction and typing review, machine and manual math, communication and self-awareness, punctuation,…

This curriculum guide is designed as a resource for marketing education teachers in planning and teaching a course on sales fundamentals for students in grades 10-12 who are interested in a sales career. Internships, simulations, and co-op experiences may be used to expand practical application of the course. The student course objectives are to…

An instructor's manual and student activity guide on the product information fact sheet are provided in this set of prevocational education materials which focuses on the vocational area of distributive education. (This set of materials is one of ninety-two prevocational education sets arranged around a cluster of seven vocational offerings:…

This curriculum guide provides materials for a secondary course in salesmanship. It contains 6 units that cover 33 competencies. Each competency is presented in a standard format: performance objective, resources, teaching activities, evaluation, and supplementary materials, including an information sheet, exercises, and checklists. Units and…

Nineteen lesson plans on selling are presented in this performance-based curriculum unit for distributive education. This unit is self-contained and consists of the following components: introduction (provides overview of unit content and describes why mastery of the objectives is important); performance objectives; pre-assessment instrument…