Running With Your Hair on Fire: Lessons Learned From Transitioning a National University Sales Competition From Face-to-Face to Virtual in 16 Days

Abstract

Since their inception, university sales competitions have been key learning and educational components of university sales education. Over the past two decades, the oldest and one of the largest sales competitions in the United States has been held in a face-to-face format. However, due to the educational environment created from the COVID-19 pandemic, this competition was forced to convert to a virtual format over a 16-day period. This research outlines the steps taken to convert this event to virtual format and presents insights for other universities endeavoring to produce virtual sales competition events. Finally, research implications and direction for future research are presented.

Student Anxiety, Preparation, and Learning Framework for Responding to External Crises: The Moderating Role of Self-Efficacy as a Coping Mechanism

“…Empirical research has shown that salesperson anxiety, including sales role-plays, leads to poor communication and performance (Erevelles & Fukawa, 2013). If the level of anxiety is moderate or high, students may develop an apprehension that can lead to low performance (Inks et al, 2020). The existence of apprehension among sales students makes it difficult to properly gauge the selling scenario and the buyer's behavior.…”

“…Although some research exists examining factors that contribute to the creation of anxiety in virtual education, missing is research that investigates how abrupt crisis and resulting levels of anxiety affect students and the effectiveness of virtual education and role-plays (Inks et al, 2020). Specific to our study, we assessed the virtual learning experience with regard to class preparation, class learning, satisfaction with the experience, and ITPSC.…”

“…Knight et al (2014) and Cummins and Peltier (2021) found a positive link between students' sales self-efficacy and ITPSC. In their article on virtual sales competitions, Inks et al (2020) provided qualitative evidence that virtual self-efficacy reduces role-play anxiety. In this article, we focus on students' virtual self-efficacy in the context of the switch from in-person to virtual sales role-plays in response to the COVID-19 crisis.…”

“…The existence of apprehension among sales students makes it difficult to properly gauge the selling scenario and the buyer’s behavior. To help alleviate role-play anxiety, it is critical that students receive proper training, practice, and feedback prior to conducting the target role-play (Inks et al, 2020).…”

“…Extending the notion of technology self-efficacy in response to educational transitions (Garris & Fleck, 2020), we defined virtual self-efficacy as the perceived confidence and agility to utilize multiple digital platforms and communication tools in online learning environments. Students who are better able to navigate the digital divide are more likely to effectively utilize online learning resources (Starčič, & Lebeničnik, 2020), especially in response to anxiety and virtual role-plays (Inks et al, 2020).…”