Identifying and incorporating appropriate teaching methods is one of the critical components to effective education. The challenge for educators is to identify course delivery methods that meet student requirements for an interesting and enjoyable class while generating a level of quality and effectiveness of course material to meet learning objectives. A fundamental component of a professional selling curriculum is the sales process. Students must understand it and be capable of successfully managing their way through it when engaging in business-to-business selling activity. This paper outlines a class project that helps students better understand the professional selling process by incorporating experiential learning in a manner consistent with the AMA faculty consortium agenda.
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