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Chapman, Joseph; Schetzsle, Stacey; Wahlers, Russell – Marketing Education Review, 2016
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…
Descriptors: Marketing, Sales Occupations, Salesmanship, Experiential Learning
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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
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Koponen, Jonna – Journal of Teaching in International Business, 2019
A general direction in higher education has been to move away from lecture-based instruction toward more active and student-centered learning. Even though much research has been done regarding digitalization in instructional contexts, there is not much research on applying a flipped classroom (FC) approach to teaching cross-cultural communication…
Descriptors: Intercultural Communication, Teaching Methods, Video Technology, Learning Experience
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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
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Deeter-Schmelz, Dawn Reneé – Journal of Education for Business, 2015
For instructors seeking ways to provide sales students with experiential learning projects designed to develop and enhance skills in an authentic environment, corporate-academic partnerships offer a viable option. The author describes a unique and innovative corporate-academic integrated project, including course content, role plays, and corporate…
Descriptors: Corporations, School Business Relationship, Role Playing, Course Content
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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
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Ruizalba Robledo, José Luis; Almenta López, Estefanía; Vallespín Arán, María – Journal of Technology and Science Education, 2014
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…
Descriptors: Sales Occupations, Salesmanship, Management Development, Case Method (Teaching Technique)