The main purpose of this study is to examine the effect of promotional activities applied in e-commerce on the consumer behavior of individuals living and shopping in the Turkish Republic of Northern Cyprus. The study was conducted using quantitative research method based on Söker's (2022) scale form. The population of the study consists of all…

As modern business-to-business (B2B) sales have become more complex; recruiters are turning to business schools to find educated and motivated sales professionals to fill the employment demand gap that has risen. This study provides important information about business students' intentions regarding pursuing careers in B2B sales, as there are no…

Large parts of the enterprise resource planning (ERP) processes are automated. One example is the item values in the sales order process. To execute a sales order, the ERP system applies a specific "find" strategy on a wide variety of data sources such as customer master, material master, and customer price-specific data tables, and…

This article examines ambulant vendors' labour on a Buenos Aires trainline. It explores how vendors employ a range of verbal and embodied resources to navigate the challenges of sustaining attention from commuters and manage the progressivity of their sales pitch as they achieve individual service encounters and deal with physical obstructions…

This study analyzed participants' perceptions regarding a sales training program before and during the COVID-19 pandemic. Using a descriptive research design, a survey was administered to 53 participants that examined the training methods used, topics covered, and their overall satisfaction with the program. The participants were assigned to…

Few academic disciplines make as frequent use of experiential learning exercises as marketing and sales. This is particularly true in selling courses, where a sales role play often serves as a culminating exercise in which students are tasked with building rapport with a buyer, uncovering buyer needs, overcoming objections, and closing a sale.…

Entrepreneurs build successful businesses by taking innovative ideas from research labs to market. This article describes a pedagogical approach and its outcomes in utilizing a multi-stage, multi-course, and multi-semester capstone integrative project to teach entrepreneurial marketing (EM) of early-stage technologies. Herein we explain concepts…

Getting students comfortable with responding to customer objections is a challenge. This assignment introduces students to objection response using a live role-play conducted with professionals over the phone. The project typically takes 3 weeks to complete and is an excellent way to deliver value to professional partners or involve alumni in a…

Objective: To assess whether and how beverage companies incentivize universities to maximize sugar-sweetened beverage (SSB) sales through pouring rights contracts. Methods: Cross-sectional study of contracts between beverage companies and public U.S. universities with 20,000 or more students active in 2018 or 2019. We requested contracts from 143…

Context: Active engagement and participation in professional practices are an important requirement for expertise development in vocational domains. However, not much is known about how work contexts foster or hinder such expertise development. To further fill this research gap, this study investigates two vocational domains, namely sales…

The purpose of this research was to establish a case for the use of serious simulation games as a tool to enhance the learning of sales leadership skills. The study provides taxonomy around serious simulation games as a specific modality at the intersection of serious games and simulation games, which have a focus toward education. A literature…

This study aimed to identify problems, describe, analyze, and evaluate the use of e-commerce to increase the competitiveness of innovative and entrepreneurial products produced by students of State Vocational High School 3 South Tangerang, Banten Province, Indonesia. This research had three main stages, namely the preparation stage, the…

Sales management students carry certain misconceptions about sales jobs, which often create confusion in their minds about the nature of the sales job- should they be customer-oriented or sales-oriented? To excel in the initial years of their careers as effective salespersons, students might emphasize sales-orientation or target achievement over…

The U.S. Department of Labor (DOL) American Apprenticeship Initiative (AAI) funded 46 grantees across the country to expand registered apprenticeship into new sectors, such as healthcare, and to populations historically underrepresented in apprenticeships. DOL commissioned an evaluation of the AAI grants to build evidence about the effectiveness…

Massive open online courses (MOOCs) have gained popularity among sales professionals who use them for self-directed learning and upskilling. However, research related to their intentions to continue learning is scarce. Drawing from the social cognition theory, this research aimed to address this gap by investigating the role of task-technology…