A Sales Representative Is Made: An Innovative Sales Course. Issue 1 (2nd January 2016)

• Record Type: Journal Article
• Authors: Levin, Michael A.; Peterson, Lori T.
• Is Part Of: Marketing education review. Volume 26:Issue 1(2016)
• Page Start: 39
• Page End: 44
• Publication Date: 2016-01-02
• Subjects: Marketing -- Study and teaching -- United States -- Periodicals; 658.8007
• DOI: 10.1080/10528008.2015.1091671
• Languages: English
• ISSNs: 1052-8008

Abstract

Abstract : 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 for undergraduate students who are trained and developed in sales skills, practice with a live client, and receive a commission for a successful close. Writing skills, speaking skills, and critical thinking skills are honed in a supportive environment through a variety of hands-on, class activities in this teaching innovation.