Critical Success Factors in Teaching Strategic Sales Management: Evidence From Client-Based Classroom and Web-Based Formats. Issue 3 (1st September 2016)

• Record Type: Journal Article
• Authors: Jaskari, Harri; Jaskari, Minna-Maarit
• Is Part Of: Marketing education review. Volume 26:Issue 3(2016)
• Page Start: 171
• Page End: 185
• Publication Date: 2016-09-01
• Subjects: Marketing -- Study and teaching -- United States -- Periodicals; 658.8007
• DOI: 10.1080/10528008.2016.1209973
• Languages: English
• ISSNs: 1052-8008

Abstract

Abstract : 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 first discuss experiential and client-based pedagogies in sales learning. Second, the authors describe the course, case method, and two different formats. Third, the authors compare the learning outcomes and identify 5 critical success factors that teachers need to consider. The authors conclude by suggesting to sales educators ways to overcome these challenges.