ERIC Number: EJ1106015
Record Type: Journal
Publication Date: 2016
Pages: 10
Abstractor: As Provided
ISBN: N/A
ISSN: ISSN-1942-2504
EISSN: N/A
Advanced Selling: A Comprehensive Course Sales Project
Yarrington-Young, Susan; Castleberry, Stephen B.; Coleman, Joshua T.
American Journal of Business Education, v9 n3 p119-128 2016
A comprehensive project for the Advanced Selling course that has been tested at three universities is introduced. After selecting an industry and a company, students engage in a complete industry analysis, a company sales analysis, a sales-specific SWOT analysis, complete a ride day with a salesperson in that firm, then present their findings in a classroom oral presentation. Implications wish and suggestions for researchers and sales managers are provided as well as guidance for instructors who to use the project in their course.
Descriptors: Business Administration Education, Advanced Courses, Salesmanship, Sales Occupations, Business Skills, Student Projects, Course Descriptions, Distributive Education
Clute Institute. 6901 South Pierce Street Suite 239, Littleton, CO 80128. Tel: 303-904-4750; Fax: 303-978-0413; e-mail: Staff@CluteInstitute.com; Web site: http://www.cluteinstitute.com
Publication Type: Journal Articles; Reports - Descriptive
Education Level: Higher Education; Postsecondary Education
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Grant or Contract Numbers: N/A