The recent popularity of ChatGPT and artificial intelligence chatbots presents both challenges and opportunities for incorporating this modern technology in the classroom. This paper introduces an activity that uses ChatGPT to help students practice their role playing sales skills. The benefits of using this AI chatbot for role play training…

The role-play is a valued experiential tool used by university sales programs to engage students and better prepare them for a potential career in sales. However, in-class role-play activities have the potential to create scheduling dilemmas. Mandatory, internal role-play competitions are proposed as a solution to these logistical issues while…

This qualitative case study utilizes the human capital theory to examine the influence of high impact career exploration and career-focused practices in a public, regional four-year institution. Literature shows that graduates who enter well-matched careers earn approximately 30 percent more than graduates who are not closely matched. In addition,…

This research contributes to the growing literature on inclusive pedagogy toward creating a psychologically safe environment for learning. The authors build on the prior multi-disciplinary literature suggesting that stereotype threat exists in assessment tasks. An instrument is designed and implemented to investigate whether the presence of…

One of the biggest challenges a global company faces when implementing e-learning is overcoming the cultural differences of its employees. Hofstede's Power Index Scale is a means to study how culture can impact an organization. In high-power-distance cultures, employees look to leaders as authorities and expect an uneven distribution of power. In…

More universities are teaching sales to meet growing employer demand, thereby increasing the prominence of university sales centers. Sales center directors tend to be a PhD or a non-PhD faculty member. While there are advantages to both backgrounds, we know little about how sales center directors view their roles and what behaviors they enact to…

This research is one of the first Intent to Pursue a Sales Career (ITPSC) studies to link intent to actual student behavior. In addition, this study systematically revisits the validity and reliability of the ITPSC-scale and its associated antecedents. Based on partial least square analysis, we find support for the validity and reliability of the…

Conventional wisdom has frequently portrayed the positive influence behind customer loyalty. After all, customer loyalty represents a customer's intention to continue buying from a firm. However, extant literature has recognized the existence of two types of customer loyalty: loyalty to the selling firm and loyalty to the salesperson. We explored…

Increasingly, professional sales programs receive financial support from company sponsors in exchange for varying types of branding and recruiting opportunities. This study builds on the literature regarding employer branding and talent acquisition by examining the effect sales program sponsorship has on students. Grounded in organizational…

Peer learning, a pedagogical approach whereby students are partnered together to have one student actively help another student learn predetermined content or skills, has long been utilized as an effective complement to more traditional instructional methods across a wide range of educational disciplines. This approach has been found to reduce the…

Given the recent proliferation in sales programs, business colleges face a new set of challenges. Sales competencies are changing rapidly, and firms struggle with identifying and attracting sales candidates on campus. Therefore, it is important that we understand needed competencies and how the content of job advertisements may differentially…

This study devised a 20-item, six-dimensional Employability Skills Index for entry-level jobs in marketing and sales based on the perceptions of students, and a second, 22-item, six-dimensional Employability Skills Index based on the perceptions of employers. Both indexes demonstrated sound reliability, and we presented initial support for the…

According to the American Immigration Council (2021), 14 percent of the United States population is foreign-born. Immigrants have enriched American culture and enhanced our influence in the world. People feel a need to belong and have an inherent desire for deep, lasting, and meaningful connections (Baumeister & Leary, 1995). Research suggests…

In this article, we review the recent expansion within the sales education literature from five primary journals and the business literature at large. The five primary journals are the "Journal of Marketing Education, Marketing Education Review, Journal for the Advancement of Marketing Education, Journal of Education for Business," and…

This article presents an innovative, experiential-learning project that incorporates students from two different courses: sales management and professional selling. Sales management students actually manage sales students on an outside sales project. Students apply classroom knowledge to a real-life sales project for a local community…