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Full-Text Articles in Business
Tons: A Guide To Teaching On-Line Sales Courses, Cindy B. Rippé, Suri Weisfeld-Spolter, Shannon Cummins, Barbara Dastoor
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
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 …
Perceptions Of Cause-Related Marketing Tactics, Robert Bernier
Perceptions Of Cause-Related Marketing Tactics, Robert Bernier
White Papers
Study of small business owners in Nebraska reveals reluctance to make judgements about tactics intended to manipulate customers and more certainty about genuine charitable actions.
Want To Sell To The Government? Do Your Market Research!, Veronica Doga
Want To Sell To The Government? Do Your Market Research!, Veronica Doga
White Papers
How many times have you heard that government buys everything you can think of? In general, it is true. And, means a huge opportunity for small businesses.