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Full-Text Articles in Business
Global Educational Tours And Business Simulations: Challenges And Benefits Of Experiential Learning In Executive Mba Programs, Uday S. Tate, Deepak Subedi, Suneel Maheshwari
Global Educational Tours And Business Simulations: Challenges And Benefits Of Experiential Learning In Executive Mba Programs, Uday S. Tate, Deepak Subedi, Suneel Maheshwari
Atlantic Marketing Association Proceedings
No abstract provided.
Using Incentive To Motivate Students During A Professional Selling Class Project, Ramon A. Avila, Scott. A. Inks
Using Incentive To Motivate Students During A Professional Selling Class Project, Ramon A. Avila, Scott. A. Inks
Atlantic Marketing Association Proceedings
Experiential learning methods are an important part of a robust sales curriculum. Sales call role-play, an experiential learning tool, is common in introductory and advanced sales call courses. While role-plays have several advantages, they are by definition, not “real-world.” Addressing this issue, some sales courses include sales projects/exercises in which students sell real products to real customers. This paper discusses how sales incentives were incorporated into a real-world sales exercise and the impact of those incentives on sales volume.