Advanced Selling: A Comprehensive Course Sales Project

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Susan Yarrington Young
Stephen B. Castleberry
Joshua T. Coleman

Keywords

Advanced Selling, Industry Analysis, Sales Analysis, Ride Day, Shadowing, Course Sales Project

Abstract

A comprehensive project for the Advanced Selling course that has been tested at three universities is introduced.  After selecting an industry and a company, students engage in a complete industry analysis, a company sales analysis, a sales-specific SWOT analysis, complete a ride day with a salesperson in that firm, then present their findings in a classroom oral presentation. Implications wish and suggestions for researchers and sales managers are provided as well as guidance for instructors who to use the project in their course.

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