Understanding the Sales Process by Selling

Abstract

Experiential projects bring students closer to real-world situations. This is valuable in sales education because the complexities of the sales process are difficult to learn from a textbook. A student project was developed that involved the selling of advertising space in a one-time newspaper insert. The project included a substantial minimum sales figure and a firm GO/NO-GO date. It resulted in the successful production and distribution of the publication through $10,800 in sales. It also demonstrated that students learned the complexity of the sales process—even individuals who were unsuccessful in selling ads.

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