As modern business-to-business (B2B) sales have become more complex; recruiters are turning to business schools to find educated and motivated sales professionals to fill the employment demand gap that has risen. This study provides important information about business students' intentions regarding pursuing careers in B2B sales, as there are no…

Sport-sales-specific coursework is emerging as a crucial addition to sport management curricula for a variety of institutions. However, a new sport sales course can present instructors with the unique challenge of developing a course without any departmental precedent. The current study collected syllabi from recent sport sales courses to provide…

This study analyzed participants' perceptions regarding a sales training program before and during the COVID-19 pandemic. Using a descriptive research design, a survey was administered to 53 participants that examined the training methods used, topics covered, and their overall satisfaction with the program. The participants were assigned to…

Context: Active engagement and participation in professional practices are an important requirement for expertise development in vocational domains. However, not much is known about how work contexts foster or hinder such expertise development. To further fill this research gap, this study investigates two vocational domains, namely sales…

Sales management students carry certain misconceptions about sales jobs, which often create confusion in their minds about the nature of the sales job- should they be customer-oriented or sales-oriented? To excel in the initial years of their careers as effective salespersons, students might emphasize sales-orientation or target achievement over…

Massive open online courses (MOOCs) have gained popularity among sales professionals who use them for self-directed learning and upskilling. However, research related to their intentions to continue learning is scarce. Drawing from the social cognition theory, this research aimed to address this gap by investigating the role of task-technology…

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…

Purpose: This paper aims to examine how instructional videos produced by retail employers and tech companies have modelled cashier roles and skills in service encounters over time, providing insights into cashier training and job responsibility evolution across different retail eras. Design/methodology/approach: Online video research is used, with…

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…

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…

Professional sales as a subject in the university curriculum now faces rapid adoption. There appears to be a corresponding decline in teaching sales management or leadership. The Sales Leadership course presented in this paper combines concepts of sales management with experiential learning activities to the sales curriculum. Beyond this…

This paper aims to investigate English target language required in the operation of MICE (Meetings, Incentives, Conferences, and Exhibitions) business in Thailand. Data were gathered from 30 employees and executives who have at least 3-year experiences of working in MICE sectors. The questionnaire, supplemented by a semi-structured interview, was…

It is widely known that students have preconceptions regarding salespeople and that these preconceptions are modified by participation in sales classes. It is also known that experiential sales class activities are more effective at increasing student interest in pursuing a sales career than traditional lecture style lessons. Less explored is the…

A quantitative, comparative, descriptive design was used to determine whether mixed online, on-ground educated graduates or on-ground educated graduates perform better as pharmaceutical sales representatives in the pharmaceutical sales industry. The number of students attending mixed online, on-ground institutions of higher learning has steadily…

Experiential projects bring students closer to real-world situations. This is valuable in sales education because the complexities of the sales process are difficult to learn from a textbook. A student project was developed that involved the selling of advertising space in a one-time newspaper insert. The project included a substantial minimum…