Title

Advanced Selling: A Comprehensive Course Sales Project

Abstract

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.

Document Type

Article

DOI

https://doi.org/10.19030/ajbe.v9i3.9699

Keywords

advanced Selling, industry analysis, sales analysis, ride day, shadowing, course sales project

Publication Date

2016

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