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ERIC Number: EJ1144481
Record Type: Journal
Publication Date: 2017
Pages: 6
Abstractor: As Provided
Reference Count: 8
ISBN: N/A
ISSN: ISSN-1052-8008
Understanding the Sales Process by Selling
Bussière, Dave
Marketing Education Review, v27 n2 p86-91 2017
Experiential projects bring students closer to real-world situations. This is valuable in sales education because the complexities of the sales process are difficult to learn from a textbook. A student project was developed that involved the selling of advertising space in a one-time newspaper insert. The project included a substantial minimum sales figure and a firm GO/NO-GO date. It resulted in the successful production and distribution of the publication through $10,800 in sales. It also demonstrated that students learned the complexity of the sales process--even individuals who were unsuccessful in selling ads.
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Publication Type: Journal Articles; Reports - Descriptive
Education Level: Higher Education; Postsecondary Education
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A