TITLE

Baylor University's Center for Professional Selling

AUTHOR(S)
Caballero, Marjorie; Simpson, Edwin K.
PUB. DATE
March 1989
SOURCE
Journal of Personal Selling & Sales Management;Spring89, Vol. 9 Issue 1, p55
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article focuses on the Center for Professional Selling of the Hankamer School of Business at Baylor University in Waco, Texas. The Center was conceived as a vehicle to strengthen the relationship between business and academic institutions through leadership and innovation in professional selling and sales management. Accordingly, the center has some mission statement to provide specifically focused interaction between the institution and the business community's interest in professional selling, to assure excellence in the teaching of the professional selling curriculum, to provide functionally based, broad, high-quality academic experience and to be a resource for information related to professional selling to the university family, business and the community at large. The marketing department and the sales center offer three sales-related courses like professional selling, sales management and advanced selling. These courses currently serve nearly 500 students over a year's time. The sales courses include proven concepts that are routinely taught to professional sales forces and every attempt is made to incorporate into each course reality-based experiences. Techniques such as role-playing and videotaped presentations are also used to provide students with constructive feedback.
ACCESSION #
6653051

 

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