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 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…

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…

The overarching goal of working through the CMGS Method (Case Method with Guest Speakers) in Sales Management courses is to provide Business and marketing learners with practical knowledge about how a sales manager can deal with a wide variety of possible professional scenarios. Even when the case method itself is an excellent way to equip…

Buyers, their assistants, and merchandise managers work behind the scenes to keep stores stocked with products the buying public will like. In discussing career opportunities for buyers and merchandise managers, the article deals with training programs, employment opportunities, earning potentiial, and working conditions. (MW)

Describes the development of a training program for salespeople (trainees and managers) called Dimensional Sales Training (DST). It is noted that DST is designed to increase sales, build skills, and improve performance, while providing a systematic process of collecting data for measuring program effectiveness. (EM)