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Indications That a Course in Sales Leadership Enhances Early Sales Career Success
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Wood, John – Marketing Education Review, 2020
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…
Descriptors: Sales Occupations, Salesmanship, College Curriculum, Course Descriptions
Integrating SFA Technology into the Sales Curriculum: Helping Students Understand What, Why, and When
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Jelinek, Ronald – Marketing Education Review, 2018
While sales force automation (SFA) and customer relationship management are important concepts in business-to-business selling, many instructors struggle to effectively integrate these topics into their curriculum. The research described in this article offers a role play and two coordinating sets of slides that aim to help students better…
Descriptors: Sales Occupations, Teaching Methods, Business Administration Education, Pretests Posttests
To Master Something, Teach It: An Innovation for a Sales Management Course
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Favia, Monica J.; Welliver, Michele – Journal of Instructional Pedagogies, 2019
The purpose of this paper is to present a project that builds labor market skills employers are seeking through experiential classroom learning. The sales management training exercise described in this article provides students with an opportunity to think and act like sales managers by working together in teams to collaborate on a training…
Descriptors: Management Development, Student Attitudes, Teaching Methods, Labor Market
A Sales Representative Is Made: An Innovative Sales Course
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Levin, Michael A.; Peterson, Lori T. – Marketing Education Review, 2016
Job openings for nonscientific business-to-business sales professionals will increase over the next 10 years. A small private university in the Midwest has developed an innovative sales course to help create professionals who are ready to fill this need. This article addresses the challenges of creating a meaningful, hands-on, experiential course…
Descriptors: Salesmanship, Sales Occupations, Private Colleges, Experiential Learning
Critical Success Factors in Teaching Strategic Sales Management: Evidence from Client-Based Classroom and Web-Based Formats
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Jaskari, Harri; Jaskari, Minna-Maarit – Marketing Education Review, 2016
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…
Descriptors: Salesmanship, Sales Occupations, Management Development, Outcomes of Education
Using Sales Management Students to Manage Professional Selling Students in an Innovative Active Learning Project
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Young, Joyce A.; Hawes, Jon M. – Marketing Education Review, 2013
This paper describes an application of active learning within two different courses: professional selling and sales management. Students assumed the roles of sales representatives and sales managers for an actual fund-raiser--a golf outing--sponsored by a student chapter of the American Marketing Association. The sales project encompassed an…
Descriptors: Marketing, Business Administration Education, Professional Associations, Active Learning