Chairs in Sales: Academic Commitment to the Profession

Neeb, Diane M.; Simpson, Edwin K.
August 1988
Journal of Personal Selling & Sales Management;Aug88, Vol. 8 Issue 2, p57
Academic Journal
This article discusses the history of a particular chair designated to perpetuate the professionalism of sales, the problems associated with establishing and maintaining such a chair, and the benefits to be derived for all parties involved in the creation and continuance of a chair position in sales. Commitment to education in sales management and personal selling has long been established at the Fogelman College of Business and Economics at the Memphis, Tennessee-based Memphis State University (MSU). At most universities, there may be only one or two courses in sales. lf the academic sales specialist wishes to focus on teaching sales but does not have a variety of courses to choose from within sales, he or she would be frustrated in most marketing departments. According to the researchers MSU's successful coordination of a multicourse sales major and simultaneous establishment of the sales chair appears to be the most logical approach. Both objectively and subjectively the commitment is observable.


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