A Realistic Sales Experience: Providing Feedback by Integrating Buying, Selling, and Managing Experiences

Competition in business continues to intensify, buyer-seller relationships are becoming more complex, and the nature of selling is undergoing dramatic changes. Faced with these challenges, many firms are looking to fill entry-level sales positions with college graduates who possess the requisite ski...

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Bibliographic Details
Published in:The Journal of personal selling & sales management 2002-01, Vol.22 (1), p.33-40
Main Authors: Mantel, Susan Powell, Pullins, Ellen Bolman, Reid, David A., Buehrer, Richard E.
Format: Article
Language:English
Subjects:
Business education
Business structures
Class size
Classrooms
Coaching
College graduates
Communication
Correspondence
Curricula
Experiential learning
Feedback
Knowledge
Marketing
Personal selling
Problem solving
Purchasing
Realism
Sales management
Sales personnel
Sales representatives
Salespeople
Simulation training
Skills
Statistical analysis
Students
Studies
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Summary:Competition in business continues to intensify, buyer-seller relationships are becoming more complex, and the nature of selling is undergoing dramatic changes. Faced with these challenges, many firms are looking to fill entry-level sales positions with college graduates who possess the requisite skills and knowledge to quickly become a productive member of their firm. This article describes a sales curriculum approach that uses an integrative experience and feedback loop to enhance the learning experience. The class work provides students with a "real world" sales environment by coordinating and integrating classes in sales, purchasing, and sales management. Students' pre- and post-test results indicate the effectiveness of the feedback approach in generating involvement, realism, career understanding and attitudes, and skill improvement.
ISSN:0885-3134
1557-7813
DOI:10.1080/08853134.2002.10754291