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ERIC Number: EJ1135270
Record Type: Journal
Publication Date: 2014
Pages: 17
Abstractor: As Provided
ISSN: ISSN-2014-5349
Sales Education beyond the Classroom: Building Participative Learning Experiences in Sales Management through the CMGS Method (Case Method with Guest Speakers)
Ruizalba Robledo, José Luis; Almenta López, Estefanía; Vallespín Arán, María
Journal of Technology and Science Education, v4 n3 p138-154 2014
The overarching goal of working through the CMGS Method (Case Method with Guest Speakers) in Sales Management courses is to provide Business and marketing learners with practical knowledge about how a sales manager can deal with a wide variety of possible professional scenarios. Even when the case method itself is an excellent way to equip students for their prospective employment, the potential of this method can be enhanced with innovative pedagogical tools such as information and communication technologies. Firstly, eight sales managers were invited to the Sales Management Course as guest speakers. Students were required to prepare for these sessions using information and communication technologies, gathering information about the speaker's sector and identifying areas of special interest. Each speaker shared their hands-on experience and offered an overview of their field in a workshop, while answering the students' questions. These sessions increased the interaction of students with sales professionals, who presented their insights into a career in sales management. The learning experiences built through these workshops were narrated by the students in the course blog. Secondly, students were asked to present a scientific paper with the aim of bridging the gap between higher education and cutting-edge research. This article portrays the reasoning behind the course as well as the different steps followed during the process. The course finished with encouraging results, suggesting the desirability of incorporating PL (participative learning) experiences into any marketing course.
Journal of Technology and Science Education. ESEIAAT, Department of Projectes d'Enginyeria c/Colom 11, 08222 Terrassa, Spain. e-mail:; e-mail:; Web site:
Publication Type: Journal Articles; Reports - Research
Education Level: Higher Education; Postsecondary Education
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Identifiers - Location: Spain
Grant or Contract Numbers: N/A