The purpose of this research was to establish a case for the use of serious simulation games as a tool to enhance the learning of sales leadership skills. The study provides taxonomy around serious simulation games as a specific modality at the intersection of serious games and simulation games, which have a focus toward education. A literature…

Purpose: Building on the concepts of learning communities of practice, the paper aims to evaluate their application within degree apprenticeships (DAs) to support pedagogic engagement and inclusive education within a university setting. Design/methodology/approach: A case study of an existing B2B sales degree apprenticeship reviewed relevant…

This article examines whether educators' use of selling activities (selling-to-teach) based on the seminal sales process can improve perceived and actual learning. By viewing the teaching interaction as a sales situation, the authors suggest professors can help students realize their need for learning just as a salesperson helps a prospect realize…

Inside sales is a fast-growing sales profession, with the increase in inside sales positions skyrocketing beyond outside sales positions. Unfortunately, instructors lack the resources to adequately prepare students for inside sales careers. This study provides an innovative, short-term module that introduces the topic of inside sales,…

Background: Alcohol-use frequency likely has a causal impact on chronic conditions. Many university/college athletic departments have implemented policies that allow alcohol sales at sporting events. Few studies have assessed the social context and impact of sales at college football games on fan behavior. One method for retrospectively assessing…

While international demand for sales positions is growing, negative sales stereotypes, partially fueled by ethical abuses in the sales arena, are prevalent and may dissuade students from pursuing sales careers. To help combat the situation globally, educators must develop and utilize effective sales ethics pedagogies. The first step involves…

Purpose: The aim of this article is to provide evidence about how the acquisition of competencies through internships influence student learning process results, and about whether learning process results are affected by the gender differences, by considering two sustainable development goals (SDGs) of the 2030 United Nations' Agenda: Gender…

Background: In the United States, approximately seven million students are chronically absent from school each year. Students with disabilities are more likely to be chronically absent than students without a disability. Using the bioecological systems theory, this study examined the impact of individual developmental disabilities and disability…

Sales engineering or technical sales programs bridge engineering and business to educate engineering students in sales specific to their discipline. Students develop business awareness through such programs, providing the sales workforce with technically knowledgeable salespeople. The following study analyzed cohorts of students enrolled in a…

Peer learning, a pedagogical approach whereby students are partnered together to have one student actively help another student learn predetermined content or skills, has long been utilized as an effective complement to more traditional instructional methods across a wide range of educational disciplines. This approach has been found to reduce the…

Background: For education to be underpinned deeply by the principles of inclusion and interculturality, there is a need for school to be reconceptualised as an institution which is strongly linked to its territory and capable of being an agent of social change. As part of a wider project exploring processes of democratic participation for social…

It can be difficult for employers to recruit sales students because of the supply/demand gap. This is true despite increases in university sales education programs. This study investigates the impact of a sales organization representative giving an in-class presentation about student intent to pursue employment at the organization. The results…

Creating a normative campus environment intolerant to sexual violence is important for prevention. While prevention initiatives focusing on students are vital, faculty and staff have a central role in supporting and sustaining a comprehensive strategy for preventing campus sexual violence. Nationwide, colleges and universities recently implemented…

Technology usage is widespread across most fields of business. In sales, "back-end" technologies, such as customer relationship management or salesforce automation, offer a foundation for effective and efficient "front-line" interactions in the personal selling process (PSP). In many instances, "front-line" technology…

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…