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Full-Text Articles in Business
Enhancing Sales Education By Incorporating An Innovative International Role Play, Diane R. Edmondson, Lucy Matthews, Hannah Makarczyk
Enhancing Sales Education By Incorporating An Innovative International Role Play, Diane R. Edmondson, Lucy Matthews, Hannah Makarczyk
Atlantic Marketing Journal
In today’s society, the global marketplace has become more relevant to all businesses to help ensure sustainability (Hummel, 2012). In marketing, students pursuing a career in sales can find significant opportunities; however, there are unique skills needed when selling internationally (Salesforce, 2021). Prior research has highlighted lost revenue due to internationally incompetent employees (Daniel, Xie, & Kedia, 2014). A content analysis of 139 Sales Education Foundation universities was completed to determine the extent to which international sales education is currently being incorporated in sales curriculum. Results indicate that only 6.5% include some international sales element as part of their program. …
There Is No I In Team: The Role Of Sales Faculty Coaching And Organizational Culture On Student Competition Teams, Stefan Sleep, Brent Mcculloch
There Is No I In Team: The Role Of Sales Faculty Coaching And Organizational Culture On Student Competition Teams, Stefan Sleep, Brent Mcculloch
Association of Marketing Theory and Practice Proceedings 2022
As sales competitions become more prevalent in the educational environment, faculty coaching has taken on a role that closely replicates coaching by industry sales managers. This case study examines how the combination of faculty coaching and student sales team organizational culture impact performance in sales competitions. By providing positive feedback, role modeling, and building trust, faculty coaches can improve performance and commitment while preparing students for their future careers. Additionally, developing an organizational coaching culture plays a critical role in contributing to the overall success of the team as it encourages student commitment and participation. These lessons are also relevant …