Marketing Commons^™

A Cross-Cultural Negotiation Role-Play For Sales Classes, Daniel Herlache, Stefan Renkema, Shannon Cummins, Carol Scovotti

Marketing & Entrepreneurship Faculty Publications

Purpose of the Study: International sales jobs are plentiful; yet many marketing students do not pursue them. This study describes an international negotiation teaching innovation that improved student awareness of both the challenges and rewards of a career in international sales.

Method Design and Sample: The use of a cross-cultural negotiation exercise in sales classes from two countries is tested to provide an experiential learning opportunity in a computer-supported, collaborative learning setting. Prior research has shown that the use of web-based technology can enhance collaboration and construction of knowledge (Comeaux and McKenna-Byington, 2003). Students first engaged in a …

Tons: A Guide To Teaching On-Line Sales Courses, Cindy B. Rippé, Suri Weisfeld-Spolter, Shannon Cummins, Barbara Dastoor

Marketing & Entrepreneurship Faculty Publications

Purpose of the Study: This study describes a creative solution to teaching on-line sales(TONS). On-line education is increasingly in demand; yet, many sales instructors are unsure of how to transfer this interactive, skills-based course from face-to-face to an on-line format. The on-line course is described in detail, with weekly topics, assignments, rubrics, and teaching materials available. The skills-based active learning format develops student knowledge and know-how while building to a final project. Importantly, the technological and time considerations for instructors are kept to a minimum.

Method/Design and Sample: This study tests the use of the on-line TONS teaching …

Using Sales Competition Videos In A Principles Of Marketing Class To Improve Interest In A Sales Career, Shannon Cummins, Terry Loe, James W. Peltier

Marketing & Entrepreneurship Faculty Publications

Purpose of the Study: This study describes an easily conducted teaching innovation to enhance introductory marketing students’ perception of sales and selling. Sales jobs are plentiful; yet, many marketing students do not pursue sales courses or sales careers. Our purpose is to describe a classroom intervention that improves students’ intent to pursue a sales career.

Method/Design and Sample: This study tests the classroom inclusion of an actual student sales competition video from the National Collegiate Sales Competition (NCSC) to provide visual as well as verbal learning stimuli. Following a 45 minute lecture on sales, students were exposed to …

A Critical Review Of The Literature For Sales Educators, Shannon Cummins, James W. Peltier, Robert Erffmeyer, Joel Whalen

Marketing & Entrepreneurship Faculty Publications

The Journal of Marketing Education is publishing a special issue on Sales Education and Training in August 2014. In this article, we review the sales education literature from four primary journals and the business literature at large. The four primary journals are the Journal of Marketing Education, Marketing Education Review, Journal of Education in Business, and the Journal of Personal Selling & Sales Management. Of the 107 identified articles, experiential learning, assessment, and career development were the three most prominent topics. Future research opportunities in sales education, including those for the special issue, are offered across nine topical …