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The Advanced Course in Professional Selling

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References

2015Occupational outlook handbook, 2014-2015821 cited
1992Selling: Building Partnerships194 cited
2000Sales Call Anxiety: Exploring What it Means When Fear Rules a Sales Encounter146 cited
2013A Critical Review of the Literature for Sales Educators112 cited
2011A Global Perspective on the Current State of Sales Education in the College Curriculum71 cited
2012The Journal of Marketing Education69 cited
2008Brief In-Class Role Plays: An Experiential Teaching Tool Targeted to Generation Y Students61 cited
2004A Broadened Sales Curriculum: Exploratory Evidence34 cited

Cited by

2020A Critical Review of the Literature for Sales Educators 2.032 cited
2015Evaluating Educational Practices for Positively Affecting Student Perceptions of a Sales Career31 cited
2015Sales Role-Plays and Mock Interviews21 cited
2016Critical Success Factors in Teaching Strategic Sales Management: Evidence From Client-Based Classroom and Web-Based Formats15 cited
2021THE MANDATORY INTERNAL ROLE-PLAY SALES COMPETITION: EFFECTS ON CLASSROOM EFFICIENCY AND SALES CAREER INTENT11 cited
2020Thank You for Being a Friend: A Peer-Learning Approach to Marketing Education8 cited
2024

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Does Your Sales Curriculum Need a Refresh? Insights on How to Align Sales Curriculum With the Modern Sales Environment

8 cited

2019Developing a Work‐Ready Social Media Marketing Analytics Course: A Model to Cultivate Data‐Driven and Multiperspective Strategy Development Skills8 cited

2020Do Technology-Based Sales Support Materials Make a Difference in Personal Selling? The Impact of Technology Usage by Gender in the Personal Selling Process7 cited

2023Nonverbal Communication And Sales Performance: Do High and Low-Performing Sales Students Gesture in the Same Way?6 cited