ERIC Number: ED191529
Record Type: RIE
Publication Date: 1980-Jul-10
Reference Count: 0
A Model for the Development an Upper-Division Marketing Certificate Program: Professional Sales.
Grahn, Joyce L.
The sequential components of a model for the development of an upper-division marketing certificate program in professional sales are described in this report as they were implemented at the University of Minnesota's General College during Fall 1980. After introductory material examining the responsibilities of the professional sales representative, the report describes eight steps in the implementation of a business education program designed to provide the background needed for a professional sales career: (1) an analysis of educational needs in the area of sales through interviews with members of the business community and General College faculty and students; (2) the development of a budget for a pilot program through an examination of the costs incurred in designing the curriculum and in recruiting and advising students; (3) the review and acceptance of the budget by appropriate department heads and administrators; (4) the establishment of preliminary admissions criteria; (5) the final evaluation of the pilot program by industry, faculty, and student representatives; (6) the design and implementation of a permanent program; (7) the implementation of annual program evaluations through an advisory board; and (8) the extention of the program to off-campus locations. Included in the report is an examination of the research and data collection efforts at each phase of program development. (JP)
Descriptors: Budgeting, Business Education, Data Collection, Education Work Relationship, Educational Needs, Higher Education, Interviews, Models, Needs Assessment, Pilot Projects, Program Costs, Program Development, Program Implementation, Research Needs, Salesmanship, School Business Relationship, Student Participation, Teacher Participation
Publication Type: Reports - Descriptive; Speeches/Meeting Papers
Education Level: N/A
Authoring Institution: N/A
Identifiers: University of Minnesota
Note: Paper presented as part of a Round Table Discussion at the American Educational Research Association/Special Interest Group for Two-Year College Research Conference (Columbus, OH, July 10, 1980). Pages 5 and 8 were deleted due to irreproducibility