A Critical Review of the Literature for Sales Educators

Cummins, Shannon; Peltier, James W.; Erffmeyer, Robert C.; Whalen, Joel

doi:10.1177/0273475313481157

Cited by 86 publications

(134 citation statements)

References 76 publications

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“…There is a shortage in qualified salespeople (Cummins et al, 2013) and a growth in sales postions (U.S. Bureau of Labor Statistics, 2012). The growth in sales curricula (Cummins et al, 2013;Deeter-Schmelz & Kennedy, 2011;Dixon & Tanner, 2012) highlights how educators have responded to meet this need.…”

Section: Resultsmentioning

confidence: 99%

“…This project can be tweaked to fit different time frames and different formats, thus contributing to a gap in the literature, with recent scholars asking for effective hybrid and online sales pedagogies to be shared (Cummins et al, 2013;Deeter-Schmelz & Kennedy, 2011). For example, an online class could use the B2B portion of this project, with students calling on prospects in their respective areas.…”

Section: Adaptabilitymentioning

confidence: 99%

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Show and Sell: Teaching Sales Through Hands-on Selling

Rippé

2015

Marketing Education Review

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There is a shortage of qualified salespeople, which creates a challenge for educators to prepare more students for a sales career. One of the most common teaching techniques used in preparing students is role playing, which mirrors real-world selling. However, role plays are not necessarily authentic because the players and conditions are not a real sales environment. "Show and Sell," a teaching innovation, overcomes this limitation through a project-centered approach, whereby students sell a product to business and consumer prospects. The project can be applied across formats (hybrid, online, and in-person) to meet curricular objectives that teach students how to sell.

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Section: Resultsmentioning

confidence: 99%

Section: Adaptabilitymentioning

confidence: 99%

Show and Sell: Teaching Sales Through Hands-on Selling

Rippé

2015

Marketing Education Review

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“…(e.g., Finch, Nadeau, & O'Reilly, 2012;Pefanis Schlee & Harich, 2010). Lastly, some researchers have sought to unravel the knowledge and skill requirements linked to specific jobs such as sales (e.g., Cummins et al, 2013), product or brand management (e.g., Browne, 1979), advertising (e.g., Kerr, Waller, & Patti, 2009), database marketing (Pefanis Schlee & Harich, 2010) and commercial research (e.g., Freeman & Spanjaard, 2012). The present study has applied this precise approach by examining job conditions in business development, a vigorous labor market sector.…”

Section: Discussionmentioning

confidence: 99%

Business Development Jobs: What Scaling the Career Ladder Entails

Turgeon

2015

IJMS

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Many organizations are seeking graduates and professionals to fill positions with varying levels of responsibility in business development. If the parameters of a marketing or sales career are recognized, the same cannot be said of this new organizational function. This article therefore tries to identify the tasks, attributes and incentives offered to business developers at the entry level, mid-level and upper level. The research method retained is content analysis of job postings, an efficient approach to study the characteristics of postings. The results show that tasks in business development jobs are drawn from both marketing and sales. Desired attributes of business developers emphasize the sales dimension, along with managerial qualities at higher levels. Lastly, incentives offered include traditional monetary benefits, and advantages linked to organizational attractions and the work environment.

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“…This recognition is indicated by the review of literature by Cummins et al (2013). This review used only four common outlet journals for sales education research and found 107 articles.…”

Section: Introductionmentioning

confidence: 99%

Attitudes, Opinions, and Characteristics: Creating a Profile of Sales Students

Baalbaki¹,

Black²,

Lee³

et al. 2014

AJBM

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This study was conducted with the objective of identifying and assessing factors that influence students to have a disposition toward a sales career as well as positive attitudes toward salespeople. Two studies were conducted to measure the impact of different treatments. Data were collected from 263 undergraduate students in marketing and/or sales-related classes, in order to empirically test two experiments. The results of ordinary least-squares regression analysis indicate that students enrolled in sales-related classes are much more likely to have a disposition toward a sales career and to have a positive attitude toward salespeople, while simply reading a passage describing the sales profession and how it is likely for many college graduates to have a career in sales had little impact. The implications include the development of a sales students' profile, which describes students who are likely to pursue sales as a career and to have a positive attitude toward salespeople. This profile can be important in identifying potentially successful members of professional sales forces while they are still in our universities and by doing so, enable sales educators to properly prepare them for their careers.

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A Critical Review of the Literature for Sales Educators

Abstract: The Journal of Marketing Education is publishing a special issue on Sales Education and Training in August 2014. In this article, we review the sales education literature from four primary journals and the business literature at large. The four primary journals are the

Cited by 86 publications

References 76 publications

Show and Sell: Teaching Sales Through Hands-on Selling

Show and Sell: Teaching Sales Through Hands-on Selling

Business Development Jobs: What Scaling the Career Ladder Entails

Attitudes, Opinions, and Characteristics: Creating a Profile of Sales Students

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