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Full-Text Articles in Business
A Need For A Sales Course In Academia, Kevin H. Scholz
A Need For A Sales Course In Academia, Kevin H. Scholz
Professional Projects
Nearly 50% of all college graduates entering the workforce, after earning a business related degree, find themselves initially in a sales role. With only 4.8% of colleges and universities offering a sales course, are the vast majority of recent graduates entering the workforce prepared for a sales role? This exploratory study seeks the feedback of hiring managers in the field to bring awareness to faculty members involved with course selection and academic curriculum design for the purpose of encouraging colleges and universities to consider a sales course. The study provides learning objectives and competencies for a sales course based on …
An Investigation Of Key Factors Impacting Front-Line Service Providers' Efforts To Deliver A Quality Customer Experience, Donna Wells
Professional Projects
The relevance of competitive differentiation for any business that strives to achieve success is undeniable. An awareness of how to best satisfy the customer is instrumental in helping a company to distinguish itself from the competition. Service firms in particular realize that the customer’s perception of service quality can prove to be a valuable asset in the quest for customer satisfaction and retention. In the customer’s eyes, evaluation of the service experience as satisfying or less than satisfying is largely dependent upon the treatment extended by frontline employees during the face-to-face service encounter. The aim of this qualitative study was …