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…

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 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…

The objectives of the study are to develop a curriculum for an English training for counter clerks in convenience stores in Chiang Mai, Thailand and to evaluate the effectiveness of the developed curriculum. A mixed-method research design was employed. In the curriculum development phase, participants were 20 counter clerks and 10 administrators…

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 can be difficult for employers to recruit sales students because of the supply/demand gap. This is true despite increases in university sales education programs. This study investigates the impact of a sales organization representative giving an in-class presentation about student intent to pursue employment at the organization. The results…

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…

This paper builds on and follows up papers delivered at UALL conferences over the last decade: Critten P (2007); Critten P, Squire P & Leppenwell G (2010); Critten P (2012) and Critten P, Squire P and Locke G (2015). The theme common to them all is the unfolding story of a partnership between business (specifically Consalia Ltd) and Academia…

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…

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…

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…

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…

Purpose: The purpose of this study was to examine the indirect effects of strategic leadership for learning between sales employees' perceived learning opportunities and organizational commitment and job performance. Design/methodology/approach: A total of 204 responses from sales employees in a South Korean company were analyzed using path…