CAN YOU HEAR ME NOW? AN INNOVATIVE EXPERIENTIAL LEARNING MODULE TO PREPARE TOMORROW'S INSIDE SALESPEOPLE. Issue 2 (4th May 2018)

• Record Type: Journal Article
• Authors: Magnotta, Sarah R.
• Is Part Of: Marketing education review. Volume 28:Issue 2(2018)
• Page Start: 75
• Page End: 79
• Publication Date: 2018-05-04
• Subjects: Marketing -- Study and teaching -- United States -- Periodicals; 658.8007
• DOI: 10.1080/10528008.2018.1464884
• Languages: English
• ISSNs: 1052-8008

Abstract

Abstract : Inside sales is a fast-growing sales profession, with the increase in inside sales positions skyrocketing beyond outside sales positions. Unfortunately, instructors lack the resources to adequately prepare students for inside sales careers. This study provides an innovative, short-term module that introduces the topic of inside sales, differentiates it from outside sales, and prepares students for an inside sales career through a novel role-play activity. Findings indicate that students experienced actual and perceived learning via the role play. Further, students who experienced the module were more likely to view inside sales as a desirable career than those who did not.