Advanced Selling: A Comprehensive Course Sales Project
advanced Selling, industry analysis, sales analysis, ride day, shadowing, course sales project
A comprehensive project for the Advanced Selling course that has been tested at three universities is introduced. After selecting an industry and a company, students engage in a complete industry analysis, a company sales analysis, a sales-specific SWOT analysis, complete a ride day with a salesperson in that firm, then present their findings in a classroom oral presentation. Implications wish and suggestions for researchers and sales managers are provided as well as guidance for instructors who to use the project in their course.
Yarrington-Young, Susan, Stephen B. Castleberry, and Joshua T. Coleman. "Advanced Selling: A Comprehensive Course Sales Project." American Journal of Business Education 9, no. 3 (2016): 119-128.
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