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ERIC Number: EJ1013235
Record Type: Journal
Publication Date: 2013
Pages: 6
Abstractor: As Provided
ISSN: ISSN-1052-8008
Using Sales Management Students to Manage Professional Selling Students in an Innovative Active Learning Project
Young, Joyce A.; Hawes, Jon M.
Marketing Education Review, v23 n1 p37-42 Spr 2013
This paper describes an application of active learning within two different courses: professional selling and sales management. Students assumed the roles of sales representatives and sales managers for an actual fund-raiser--a golf outing--sponsored by a student chapter of the American Marketing Association. The sales project encompassed an entire 16-week semester and required the participation of two faculty members since the two courses must be taught simultaneously in terms of days and times. Six weeks were spent in the classroom combining lectures and applied learning exercises, followed by nine weeks of real-world learning, then ending with a final week of feedback and assessment. Student evaluations of both courses were higher than when more traditional (less active) teaching methods were used. (Contains 2 tables.)
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Publication Type: Journal Articles; Reports - Evaluative
Education Level: Higher Education; Postsecondary Education
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A