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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 …