ERIC Number: EJ1178172
Record Type: Journal
Publication Date: 2018
Abstractor: As Provided
Can You Hear Me Now? An Innovative Experiential Learning Module to Prepare Tomorrow's inside Salespeople
Magnotta, Sarah R.
Marketing Education Review, v28 n2 p75-79 2018
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, differentiates it from outside sales, and prepares students for an inside sales career through a novel role-play activity. Findings indicate that students experienced actual and perceived learning via the role play. Further, students who experienced the module were more likely to view inside sales as a desirable career than those who did not.
Descriptors: Experiential Learning, Sales Occupations, Role Playing, Teaching Methods, Instructional Innovation, Student Attitudes, Career Choice
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Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Authoring Institution: N/A
Grant or Contract Numbers: N/A