To Master Something, Teach It: An Innovation for a Sales Management Course

The purpose of this paper is to present a project that builds labor market skills employers are seeking through experiential classroom learning. The sales management training exercise described in this article provides students with an opportunity to think and act like sales managers by working toge...

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Bibliographic Details
Published in:Journal of instructional pedagogies 2019-05, Vol.22
Main Authors: Favia, Monica J, Welliver, Michele
Format: Article
Language:English
Subjects:
Cooperative Learning
Course Descriptions
Education Work Relationship
Employer Attitudes
Experiential Learning
Instructional Innovation
Labor Market
Learning Processes
Management Development
Marketing
Peer Teaching
Sales Occupations
Scoring Rubrics
Skill Development
Student Attitudes
Student Research
Teaching Methods
Teamwork
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Summary:The purpose of this paper is to present a project that builds labor market skills employers are seeking through experiential classroom learning. The sales management training exercise described in this article provides students with an opportunity to think and act like sales managers by working together in teams to collaborate on a training exercise and determine how to best train their salesforce on a particular topic. The project engages students to research a sales topic, develop a training module and evaluation tool, and deliver the module to other students. Included in the project is a list of relevant sales training topics, an outline for the written training plan, and grading rubrics for both the training exercise and evaluation tool; and the written training plan. The sales management training exercise endeavors to enhance student learning by providing a concrete project that encourages collaboration and communication, critical skills employers look for when hiring sales professionals. Assessment results show that students enjoy the project, actively participate and retain the information. This innovative project enriches the sales management course which is particularly important if it is the only sales related course in the marketing curriculum. If the sales management course is part of a sales curriculum, the project provides an excellent review for students. The sales innovation presented in this paper strives to incorporate the development of the critical skills employers seek in a potential sales employee into the sales management curriculum.
ISSN:2327-5324