Article2014

The Advanced Course in Professional Selling

32 citations0/0 files storedJournal of Marketing Education

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Management and Marketing Education Higher Education and Employability Information Systems Education and Curriculum Development

Abstract

More universities are incorporating sales content into their curriculums, and although the introductory courses in professional sales have much common ground and guidance from numerous professional selling texts, instructors teaching the advanced selling course lack the guidance provided by common academic tools and materials. The resulting potential variance in content and pedagogy in advanced selling courses makes comparing programs or assessing the relative preparedness of students coming from different universities challenging for recruiters, faculty, and students. A review of the syllabi of the instructors currently teaching the advanced selling course reveals common themes, content, and pedagogy that are helpful to instructors desiring to develop an advanced selling course or those currently teaching the course. A review of the common content of the advanced selling course and an argument for the need of the advanced selling course are provided, along with suggestions for developing the course with examples of various projects and pedagogy.

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References

2015Occupational outlook handbook, 2014-2015 1992Selling: Building Partnerships 2000Sales Call Anxiety: Exploring What it Means When Fear Rules a Sales Encounter 2013A Critical Review of the Literature for Sales Educators 2011A Global Perspective on the Current State of Sales Education in the College Curriculum 2012The Journal of Marketing Education 2008Brief In-Class Role Plays: An Experiential Teaching Tool Targeted to Generation Y Students 2004A Broadened Sales Curriculum: Exploratory Evidence

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