ERIC Number: EJ1130293
Record Type: Journal
Publication Date: 2015
Abstractor: As Provided
When Theory Meets Practice: A New Approach for Teaching Undergraduate Sales Management Courses
O'Reilly, Kelley A.
Marketing Education Review, v25 n1 p3-8 2015
Most sales management undergraduate courses teach students about sales management rather than how to successfully manage a sales team. A desire to change this paradigm resulted in a newly designed hands-on, skill-based sales management course that uses business case studies in combination with students developing, practicing, and performing the hard (analytic) and soft (people) skills needed to succeed as sales managers. Results indicate that students learned important competencies related to their ability to calculate and interpret marketing analytics for decision making, as well as in developing effective sales coaching skills.
Descriptors: Theory Practice Relationship, Marketing, Salesmanship, Teaching Methods, Management Development, Case Studies, Business Administration Education, Decision Making, Coaching (Performance), Skill Development, Undergraduate Students, Spreadsheets, Data Analysis, Student Attitudes, Course Evaluation
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Publication Type: Journal Articles; Reports - Descriptive
Education Level: Higher Education; Postsecondary Education
Authoring Institution: N/A