A global perspective on the current state of sales education in the college curriculum

Journal of Personal Selling and Sales Management

Volumn 31, Issue 1, 2011, Pages 55-75

  Deeter Schmelz, Dawn R ^a   Kennedy, Karen ^b  

^a OHIO UNIVERSITY   (United States)

^b UNIVERSITY OF ALABAMA AT BIRMINGHAM   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 78651390207     PISSN: 08853134     EISSN: None     Source Type: Journal    
DOI: 10.2753/PSS0885-3134310104     Document Type: Review

References (28)

1. Anderson, Rolph E., Andrea L. Dixon, Eli Jones, Mark W. Johnston, Raymond W. LaForge, Greg W. Marshall, and John F., Tanner, Jr. (2005), "The Scholarship of Teaching in Sales Education" Marketing Education Review, 15 (2), 1-10.
2. Armstrong, J. Scott, and Terry S. Overton (1977), "Estimating Nonresponse Bias in Mail Surveys" Journal of Marketing Research, 14 (3), 396-410.
3. Chang, Julia (2007), "Sales by the Schoolbook" Sales & Marketing Management, 159 (5), 20-25.
4. Global Sales Science Institute (2009), "About Global Sales Science Institute" Toledo, OH (available at www.salesscience. org).
5. Honeycutt, Earl D., Jr., John B. Ford, Michael J. Swenson, and William R. Swinyard (1999), "Student Preferences for Sales Careers Around the Pacific Rim" Industrial Marketing Management, 28 (1), 27-36.
6. Ingram, Thomas N., Raymond W. LaForge, and Thomas W. Leigh (2002), "Selling in the New Millenium: A Joint Agenda" Industrial Marketing Management, 31 (7), 559-567.
7. Journal of Personal Selling & Sales Management, 1985, Selling and Sales Management in Action: Baylor University Announces the Establishment of the Center for Professional Selling and Sales Management" 5, (2), 82-83.
8. Johnson, Eugene M. (1982), "College Instruction in Sales: A Status Report" Collegiate News and Views, 36 (Fall), 5-9.
9. Kellerman, Burt J., and Firooz Hekmat (1989), "Personal Selling and Sales Management in the Marketing Curriculum: A Status Report" Journal of Personal Selling & Sales Management, 9, 3 (November), 35-45.
10. Kornik, Joseph (2007), "The Old College Try" Sales & Marketing Management, 159 (5), 4.
11. Loe, Terry W., and Lawrence B. Chonko (2000), "Promoting Sales Programs: The National Collegiate Sales Competition" Journal of Personal Selling & Sales Management, 20 (1), 11-13.
12. Luthy, Michael R. (2000), "Preparing the Next Generation of Industrial Sales Representatives" Industrial Marketing Management, 29 (3), 235-242.
13. Manpower (2007), "Manpower Inc. Annual Talent Shortage Survey Reveals Sales Representatives, Skilled Trades People and Technicians Top Most Wanted List Globally" Milwaukee, WI, March 29 (available at www.manpower.com/investors/ releasedetail.cfm?ReleaseID=235798/).
14. - (2008), "Manpower's Annual 10 Hardest Jobs to Fill Survey: Engineers, Machinists and Skilled Trades Top List in U.S." Milwaukee, WI, April 22 (available at www.manpower. com/investors/releasedetail.cfm?ReleaseID= 305783/).
15. - (2009), "2009 Talent Shortage Survey Results" Milwaukee, WI, May (available at www.manpower.com/research/ research.cfm).
16. Mantel, Susan Powell, Ellen Polman Pullins, David A. Reid, and Richard E. Buehrer (2002), "A Realistic Sales Experience: Providing Feedback by Integrating Buying, Selling, and Managing Experiences" Journal of Personal Selling & Sales Management, 22, 1 (Winter), 33-40.
17. Marshall, Greg W., and Ronald E. Michaels (2001), "Teaching Selling and Sales Management in the Next Millennium: An Agenda from the AMA Faculty Consortium" Marketing Education Review, 11 (1), 1-4.
18. -, Daniel J. Goebel, and William C. Moncrief (2003), "Hiring for Success at the Buyer-Seller Interface" Journal of Business Research, 56 (4), 247-255.
19. McDonald, Robert E. (2006), "Videotaped Role Play Exercises in Large Sales Management Classes" Journal for Advancement of Marketing Education, 8 (Summer), 32-37.
20. National Center for Education Statistics (2009), "Projections of Education Statistics to 2017: Section 2, Enrollment in Degree Granting Institutions: Total Enrollment" Alexandria, VA (available at www.nces.ed.gov/programs/projections/projections2017/ sec2b.asp).
21. Parker, R. Stephen, Charles E. Pettijohn, and Robert H. Luke (1996), "Sales Representatives and Sales Professors: A Comparative Analysis of Sales Training Perceptions, Topics and Pedagogy" Marketing Education Review, 6 (3), 41-50.
22. Plouffe, Christopher R., Brian C. Williams, and Trent Wachner (2008), "Navigating Difficult Waters: Publishing Trends and Scholarship in Sales Research" Journal of Personal Selling & Sales Management, 28, 1 (Winter), 79-92.
23. Rungtusanatham, M., Lisa M. Ellram, Sue P. Siferd, and S. Salik (2004), "Toward a Typology of Business Education in the Internet Age" Decision Sciences Journal of Innovative Education, 2 (2), 101-120.
24. Schirr, Gary R. (2005), "The Dearth of the Salesperson in Marketing Research" in Proceedings: AMA Summer Educators' Conference Proceedings, vol. 16, Beth A. Walker and Mark B. Houston, eds., San Francisco: American Marketing Association, 161-162.
25. University Sales Education Foundation (2009), "Universities with Verified Sales Programs" Dayton, OH (available at www. saleseducationfoundation.org/html/univ-list.html).
26. Weitz, Barton A., and Kevin D. Bradford (1999), "Personal Selling and Sales Management: A Relationship Marketing Perspective" Journal of the Academy of Marketing Science, 27 (2), 214-254.
27. Widmier, Scott, Terry Loe, and Gary Selden (2007), "Using Role- Play Competition to Teach Selling Skills and Teamwork" Marketing Education Review, 17 (1), 69-78.
28. Zammuto, Raymond F. (2008), "Accreditation and the Globalization of Business" Academy of Management Learning & Education, 7 (2), 256-268.