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…

More than any other area of business, expertise in personal selling and sales management can best be seen through applied learning styles. Many universities are now offering sale concentration in marketing or even MBA degrees. However, many students still feel instructors' teaching methods are outdated. Instructors use many different techniques…

An authentic learning strategy fostering students' active learning was studied using the scenario of a real-world project. Students from two different classes at two different universities worked as clients or consultants to develop an apparel sourcing strategy. Quantitative and qualitative data were gathered from 44 undergraduates enrolled in…