A Critical Review of the Literature for Sales Educators

Shannon Cummins · James W. Peltier · Robert C. Erffmeyer · Joel Whalen

112 citations0/0 files storedJournal of Marketing Education

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Management and Marketing Education Higher Education and Employability Business and Management Studies

Abstract

The Journal of Marketing Education is publishing a special issue on Sales Education and Training in August 2014. In this article, we review the sales education literature from four primary journals and the business literature at large. The four primary journals are the Journal of Marketing Education, Marketing Education Review, Journal of Education in Business , and the Journal of Personal Selling & Sales Management . Of the 107 identified articles, experiential learning, assessment, and career development were the three most prominent topics. Future research opportunities in sales education, including those for the special issue, are offered across nine topical areas.

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References

2005The Reflective Learning Continuum: Reflecting on Reflection 2000Integrating Marketing Courses to Enhance Team-Based Experiential Learning 2012The Future of Sales Training: Challenges and Related Research Questions

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2014Consumer behavior in the online context 2018Critical Thinking and Reflective Learning in the Marketing Education Literature: A Historical Perspective and Future Research Needs 2017Job Requirements for Marketing Graduates: Are There Differences in the Knowledge, Skills, and Personal Attributes Needed for Different Salary Levels?2014Sales Education Efficacy 2014A Parsimonious Instrument for Predicting Students’ Intent to Pursue a Sales Career 2017Cross-Cultural Selling: Examining the Importance of Cultural Intelligence in Sales Education 2015Creating Thoughtful Salespeople: Experiential Learning to Improve Critical Thinking Skills in Traditional and Online Sales Education 2015What Are the 100 Most Cited Articles in Business and Management Education Research, and What Do They Tell Us?

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