Using Sales Management Students to Manage Professional Selling Students in an Innovative Active Learning Project

Abstract

This paper describes an application of active learning within two different courses: professional selling and sales management. Students assumed the roles of sales representatives and sales managers for an actual fund-raiser—a golf outing—sponsored by a student chapter of the American Marketing Association. The sales project encompassed an entire 16-week semester and required the participation of two faculty members since the two courses must be taught simultaneously in terms of days and times. Six weeks were spent in the classroom combining lectures and applied learning exercises, followed by nine weeks of real-world learning, then ending with a final week of feedback and assessment. Student evaluations of both courses were higher than when more traditional (less active) teaching methods were used.

Cite this work

No public copy is stored for this record, so only the metadata is cited.

Stored only when both papers are in the corpus — 9 citations exist upstream.

Papers that cite the same references — the relational fallback while embeddings are still backfilling.