A Sales Representative Is Made: An Innovative Sales Course
Job openings for nonscientific business-to-business sales professionals will increase over the next 10 years. A small private university in the Midwest has developed an innovative sales course to help create professionals who are ready to fill this need. This article addresses the challenges of creating a meaningful, hands-on, experiential course for undergraduate students who are trained and developed in sales skills, practice with a live client, and receive a commission for a successful close. Writing skills, speaking skills, and critical thinking skills are honed in a supportive environment through a variety of hands-on, class activities in this teaching innovation.
Levin, Michael A., and Lori T. Peterson. "A sales representative is made: An innovative sales course." Marketing Education Review 26, no. 1 (2016): 39-44.
Marketing Education Review