文章基本信息

标题：The Development And Benefits Of An Integrated Sales Program
本地全文：下载
作者：James H. Burton ; Joel Haynes ; Brian Rutherford 等
期刊名称：B Quest
电子版ISSN：1084-3981
出版年度：2007
出版社：Richards College of Business, University of West Georgia
摘要：According to the United States Department of Labor, sales and related occupations are expected to grow by 1.5 million jobs by 2014. Related research indicates that marketing majors who have completed multiple sales courses as part of their program of study have higher placement rates and starting salaries than students completing only the basic sales course or having taken no sales courses (Weilbakerand Williams 2005). This article describes a sales program at one of Georgia’s large public universities. In addition to describing a sales program, this article provides a foundation for universities to build an integrated sales program. While there is compelling evidence for offering sales courses to students who are interested in careers in sales, many universities fail to provide students with enough sales courses, and some even fail to offer a single course to distinguish their students on the job market. Considering the failure of many universities to offer a sufficient number of sales courses, the marketing department at a public university in Georgia has identified a combination of three courses that create a foundation to effectively prepare students for successful careers in sales. The purpose of this article is to discuss the three courses that are used at this university to effectively prepare students for careers in sales. To accomplish this, provided first is a brief background of the following three courses: 1) The Art of Selling and Personal Dynamics, 2) Sales Management, and 3) Business-to-Business Marketing. This is followed by a discussion of experiential learning provided along with a section about using experiential learning to integrate the three courses. This is followed by a discussion about the rewards students obtain from the integration of the courses. The article concludes with a section about how to design and advance a sales curriculum along with a brief summary of the article.