Zero to 60 in One Semester: Using an Applied Advanced Selling Project to Build a Professional Sales Program

Neeley, Concha R.; Cherry, Kenneth S.

doi:10.2753/mer1052-8008200203

Cited by 11 publications

(4 citation statements)

References 4 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…In his study on the needs of marketing professionals, Bacon (2017) concluded that “keeping courses up-to-date with the latest theories may be less important than developing pedagogies that engage students and inspire them to improve their communication and interpersonal skills.” Sales education has been shown to produce these outcomes that can be used across industries and careers (Hagenbuch, 2006; Jelinek, 2018; Lilly & Stanley, 2016; Neeley & Cherry, 2010; Young, Castleberry, & Coleman, 2016). As summarized by Loe and Inks (2014), “the process of persuading others, and the confidence gained by the application of selling skills through experiential learning, and the exposure to the field and industry settings, is transferable to any career and career progression.” Research by Deeter-Schmelz and Kennedy (2011) revealed that many universities, especially those with sales programs, are providing students with interactive educational experiences designed to hone selling skills prior to graduation.…”

Section: Literature Reviewmentioning

confidence: 99%

Sales Education in the United States: Perspectives on Curriculum and Teaching Practices

Spiller

Kim

Aitken

2019

Journal of Marketing Education

View full text Add to dashboard Cite

Based on the industry need to hire qualified salespeople, a call to expand sales education at universities has been continuously echoed. This article provides an updated overview of the sales education landscape in the United States and offers insight into both the curriculum offerings and the practices of marketing educators who teach sales courses at colleges and universities with sales programs. This research assesses the current state of sales education by critically evaluating recently published sales education literature, reviewing university websites of the University Sales Center Alliance members located in the United States, surveying professors who are members of the Sales Educators Foundation and/or the University Sales Center Alliance, and examining sales course syllabi of sales faculty. This article describes the findings of these research investigations. Understanding the pedagogical choices, teaching practices and perspectives on curriculum of the educators of leading sales programs is valuable to those educators contemplating launching a sales program at their respective universities.

show abstract

Section: Literature Reviewmentioning

confidence: 99%

Sales Education in the United States: Perspectives on Curriculum and Teaching Practices

Spiller

Kim

Aitken

2019

Journal of Marketing Education

View full text Add to dashboard Cite

show abstract

“…Sales education at universities offer students the opportunity to understand the nature of the industry (Stern and Tseng, 2002), and to develop their communication skills (Rahman et al, 2014), public speaking and persuasive writing (Barr and McNeilly, 2002;Duke, 2002, Luthy, 2000. Students who undertake business degrees (Sojka et al, 2000), and those who have been exposed to sales education within their degree (Neeley and Cherry, 2010;Healy et al, 2011;Caballero and Joonas, 2009) are particularly in demand in the job market. Fogel et al (2012) mentions that graduates from sales education programs perform better (Bolander et al, 2014) and have higher retention rates than those who do not have a sales education background.…”

Section: Theoretical Background and Literature Reviewmentioning

confidence: 99%

From resentment to excitement – Australasian students’ perception towards a sales career

Handley

Shanka

Rabbanee

2017

APJML

View full text Add to dashboard Cite

This study aims to explore Australasian students' current perception towards a sales career. Methodology: Data was collected through a self-administered survey from 431 students enrolled in a Sales Management unit in a large Australian university and its Asian campuses. Findings: The study reveals a 4-factor solution with factors labelled as 'exciting', 'deceptive', 'taxing', and 'challenging'; with 'exciting' being the only factor to significantly predict likelihood of pursuing a sales career. Although no differences of perception were found between males and females, Asian students were found to perceive sales career as more exciting, innovative and fun than Australian students. Implications: The four factors that were found to influence students' perception towards a sales career are novel, psychometrically sound, and are pertinent for businesses conducting graduate recruitment. The study also indicates how sales education at university level assist in changing students' views towards a sales career from negative to positive. Originality: While previous research has reported negative perceptions about sales as a career, this study reveals that students consider sales to be an 'exciting' career. Limitations: Although significant difference was noted between Australian and Asian students' perceptions towards sales as an exciting career, it is prudent to interpret and generalize our finding with caution as Asia is the largest continent with different cultures, religions and races.

show abstract

“…Inks and Avila (2008) showed that experiential learning is superior in building skills than are traditional learning strategies. Students enrolled in selling courses better internalize concepts when experiential learning models are followed (Neeley & Cherry, 2010). Using Bloom's taxonomy, Healy, Taran, and Betts (2011) offered support for experiential learning of sales skills.…”

Section: Experiential Learningmentioning

confidence: 99%

A Critical Review of the Literature for Sales Educators

Cummins

Peltier

Erffmeyer

et al. 2013

Journal of Marketing Education

122

View full text Add to dashboard Cite

show abstract

Zero to 60 in One Semester: Using an Applied Advanced Selling Project to Build a Professional Sales Program

Cited by 11 publications

References 4 publications

Sales Education in the United States: Perspectives on Curriculum and Teaching Practices

Sales Education in the United States: Perspectives on Curriculum and Teaching Practices

From resentment to excitement – Australasian students’ perception towards a sales career

A Critical Review of the Literature for Sales Educators

Contact Info

Product

Resources

About