![[PDF]](/pb-assets/Icons/adobe-pdf-icon-1498649896243.png){kind=icon}
Abstract
More universities are incorporating sales content into their curriculums, and although the introductory courses in professional sales have much common ground and guidance from numerous professional selling texts, instructors teaching the advanced selling course lack the guidance provided by common academic tools and materials. The resulting potential variance in content and pedagogy in advanced selling courses makes comparing programs or assessing the relative preparedness of students coming from different universities challenging for recruiters, faculty, and students. A review of the syllabi of the instructors currently teaching the advanced selling course reveals common themes, content, and pedagogy that are helpful to instructors desiring to develop an advanced selling course or those currently teaching the course. A review of the common content of the advanced selling course and an argument for the need of the advanced selling course are provided, along with suggestions for developing the course with examples of various projects and pedagogy.
Keywords learning approaches and issues, marketing education issues, classroom management, education administration issues, skills and traits development in marketing education, course content, sales management and sales, undergraduate education, level and type of education, teamwork projects and issues, innovative teaching methods, client-based projects, experiential learning techniques
References
Section:
|
Avila, R., Chapman, J., Inks, S. (1999). Taking the advanced professional selling class to the field. In National Conference in Sales & Sales Management Proceedings (pp. 41–47). Google Scholar | |
|
Bloomberg BusinessWeek . (N.d.). Top 40 business schools (undergraduate). Retrieved from http://www.businessweek.com/bschools/rankings/#5 Google Scholar | |
|
Castleberry, S. B., Tanner, J. F. (2011). Selling: Building partnerships (8th ed.). New York, NY: McGraw-Hill. Google Scholar | |
|
Cummins, S., Peltier, J., Erffmeyer, R., Whalen, J. (2013). A critical review of the literature for sales educators. Journal of Marketing Education, 35(1), 68–78. Google Scholar | SAGE Journals | |
|
Deeter-Schmelz, D., Kennedy, K. (2011). A global perspective on the current state of sales education in the college curriculum. Journal of Personal Selling & Sales Management, 31(1), 55–75. Google Scholar | Crossref | |
|
DePaul University . (2012). 2011–2012 universities and colleges Sales Education Landscape Survey. Retrieved from http://www.salesleadershipcenter.com/landscape/ Google Scholar | |
|
Dwyer, S., Hill, J., Martin, W. (2000). An empirical investigation of critical success factors in the personal selling process for homogenous goods. Journal of Personal Selling & Sales Management, 20(3), 151–159. Google Scholar | |
|
Eckert, J. (2005). Practicing cold calling—teaching suggestions. In National Conference in Sales & Sales Management Proceedings (pp. 48–49). Google Scholar | |
|
Futrell, C. (2012a). ABC’s of relationship selling through service (12th ed.). New York, NY: McGraw-Hill. Google Scholar | |
|
Futrell, C. (2012b). Fundamentals of selling (13th ed.). New York, NY: McGraw-Hill. Google Scholar | |
|
Gray, D., Peltier, D., Schibrowsky, J. (2012). The Journal of Marketing Education: Past, present, and future. Journal of Marketing Education, 34, 217–237. Google Scholar | SAGE Journals | |
|
Green, R. , with James, G. (N.d.). Why business acumen wins more sales: Achieving the next level of sales success. Paradigm Learning. Retrieved from http://www.paradigmlearning.com/documents/Why%20Business%20Acumen%20Wins%20More%20Sales%20Final.pdf Google Scholar | |
|
Henderson, M., Hance, M., Schleeter, L. (2005). Between Sales 101 and sales force management: Integrating strategic account management in a sales curriculum. In National Conference in Sales & Sales Management Proceedings (pp. 88–97). Google Scholar | |
|
Ingram, T., LaForge, R., Avila, R., Schwepker, C., Williams, M. (2012). SELL. Mason, OH: South-Western, Cengage Learning. Google Scholar | |
|
Johnson, E. (1990). How do sales managers view college preparation for sales? Journal of Personal Selling & Sales Management, 10, 69–72. Google Scholar | |
|
Kellerman, B., Hekmat, F. (1989, Fall). Personal selling and sales management in the marketing curriculum: A status report. Journal of Personal Selling and Sales Management, 10, 35–45. Google Scholar | |
|
Lederman, D. (2013, January 28). Are college graduates underemployed (and if so, why)? Inside Higher Ed. Retrieved from http://www.insidehighered.com Google Scholar | |
|
Leisen, B., Tippins, M., Lilly, B. (2004). A broadened sales curriculum: Exploratory evidence. Journal of Marketing Education, 26(3), 197–206. Google Scholar | SAGE Journals | |
|
Manning, G., Ahearne, M., Reece, B. (2012). Selling today (12th ed.). Upper Saddle River, NJ: Prentice Hall. Google Scholar | |
|
ManpowerGroup (2012). 2012 talent shortage survey. Retrieved from http://www.manpowergroup.us/campaigns/talent-shor-tage-2012/pdf/2012_Talent_Shortage_Survey_Results_US_FINALFINAL.pdf Google Scholar | |
|
Marshall, G., Michaels, R (2001). Teaching selling and sales management in the next millennium: An agenda from the AMA Faculty Consortium. Marketing Education Review, 11(1), 1–2. Google Scholar | Crossref | |
|
McLeod, L. (2013). Selling with noble purpose: How to drive revenue and do work that makes you proud. Hoboken, NJ: Wiley. Google Scholar | |
|
Parker, R., Pettijohn, C., Luke, R. (1996). Sales representatives and sales professors: A comparative analysis of sales training perceptions, topics and pedagogy. Marketing Education Review, 6(3), 41–50. Google Scholar | Crossref | |
|
ROI4sales.com . (N.d.). Understanding how to read and use a financial statement in the sales process. Retrieved from http://www.roi4sales.com/understanding-read-use-financials-sales-process/ Google Scholar | |
|
Sales Education Foundation Survey . (2007). Retrieved from http://www.salesfoundation.org Google Scholar | |
|
Shaw, D. (2007). Building sales competencies through service learning. Marketing Education Review, 17(1), 35–41. Google Scholar | Crossref | |
|
Sojka, J., Fish, M. (2008). Brief in-class role plays: An experiential teaching tool targeted to Generation Y students. Marketing Education Review, 18(1), 25–31. Google Scholar | Crossref | |
|
Stevens, S. C. Sales Education Foundation . (Eds.). (2013). Sales Education Annual Review, (7, Special Issue). Google Scholar | |
|
U.S. Bureau of Labor Statistics . (2012). Occupational outlook handbook. Retrieved from http://www.bls.gov/ooh/sales/ Google Scholar | |
|
Verbeke, W., Bagozzi, R. (2000). Sales call anxiety: Exploring what it means when fear rules a sales encounter. Journal of Marketing, 64(3), 88–101. Google Scholar | SAGE Journals | ISI | |
|
Weilbaker, D., West, J. (1992, Summer). Application of the elaboration likelihood model to teaching personal selling. Marketing Education Review, 2, 37–44. Google Scholar | Crossref | |
|
Weilbaker, D., Williams, W. (2006). Recruiting new salespeople from universities: University sales centers offer a better alternative. Journal of Selling & Major Account Management, 6(3), 30–38. Google Scholar | |
|
Weissmann, J. (2012, April 23). 53% of recent college grads are jobless or underemployed—how? The Atlantic. Retrieved from http://www.theatlantic.com/business/archive Google Scholar |
