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ERIC Number: EJ1138842
Record Type: Journal
Publication Date: 2017
Abstractor: As Provided
Reference Count: 54
Selling Technical Sales to Engineering Learners
Bumblauskas, Daniel P.; Carberry, Adam R.; Sly, David P.
Advances in Engineering Education, v6 n1 Spr 2017
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 technical sales for engineers course to assess the changing perceptions and attitudes of engineering students toward technical sales. Students reported statistically significant changes in perceptions regarding interest, need, and rank of current ability toward technical sales and social skills after completing the course. Student perceptions of sales skills being innate and ingrained decreased. Group analysis--enrollment in the sales minor or previous sales experience--revealed expected differences including higher ranked prior ability and initial interest in sales. A separate analysis of 20 technical sales skills at the end of the course was used to highlight the level students perceived they had achieved each skill.
Descriptors: College Students, Engineering Education, Salesmanship, Skill Development, Cohort Analysis, Statistical Significance, Student Attitudes, Attitude Change, Knowledge Level, Student Interests, Interpersonal Competence, Required Courses, Specialization, Ability, Job Skills, Introductory Courses, Experimental Groups, Control Groups, Student Surveys, Statistical Analysis, Gender Differences, Sales Occupations, Occupational Aspiration, Pretests Posttests
American Society for Engineering Education. 1818 N Street NW, Washington, DC 20036. Tel: 412-624-6815; Fax: 412-624-1108; Web site: http://advances.asee.org
Publication Type: Journal Articles; Reports - Research
Education Level: Higher Education; Postsecondary Education
Authoring Institution: N/A