ERIC Number: EJ1130269
Record Type: Journal
Publication Date: 2015
Abstractor: As Provided
Show and Sell: Teaching Sales through Hands-On Selling
Rippé, Cindy B.
Marketing Education Review, v25 n1 p15-19 2015
There is a shortage of qualified salespeople, which creates a challenge for educators to prepare more students for a sales career. One of the most common teaching techniques used in preparing students is role playing, which mirrors real-world selling. However, role plays are not necessarily authentic because the players and conditions are not a real sales environment. "Show and Sell," a teaching innovation, overcomes this limitation through a project-centered approach, whereby students sell a product to business and consumer prospects. The project can be applied across formats (hybrid, online, and in-person) to meet curricular objectives that teach students how to sell.
Descriptors: Marketing, Salesmanship, Teaching Methods, Role Playing, Instructional Innovation, Student Projects, Course Objectives, Student Attitudes, College Students
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Publication Type: Journal Articles; Reports - Research
Education Level: Higher Education; Postsecondary Education
Authoring Institution: N/A
Grant or Contract Numbers: N/A