A Sales Representative Is Made: An Innovative Sales Course

Abstract

Job openings for nonscientific business-to-business sales professionals will increase over the next 10 years. A small private university in the Midwest has developed an innovative sales course to help create professionals who are ready to fill this need. This article addresses the challenges of creating a meaningful, hands-on, experiential course for undergraduate students who are trained and developed in sales skills, practice with a live client, and receive a commission for a successful close. Writing skills, speaking skills, and critical thinking skills are honed in a supportive environment through a variety of hands-on, class activities in this teaching innovation.

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