Personal Selling and Sales Management in the Marketing Curriculum: A Status Report

Kellerman, Bert J.; Hekmat, Firooz
September 1989
Journal of Personal Selling & Sales Management;Fall89, Vol. 9 Issue 3, p35
Academic Journal
The article discusses the teaching of personal selling and sales management in colleges and universities during the 1980s. According to a survey report, the majority of the schools did not require marketing majors to take sales or sales management courses. Nearly half of all responding schools offered a sales course. Approximately 30 percent offered a combined sales or sales management class, and a small group of 3.1 percent indicated plans to add a sales class within the next two years. According to the article, accredited schools are more likely to offer an undergraduate sales course while unaccredited schools are more likely to offer a combined sales and sales management course or not to offer a course at all. The sales course was offered more by larger schools and larger programs. The absence of a sales course was more common in smaller schools. The decline in the percentage of schools offering a sales management course is more than offset by the increase in those offering a combined sales and sales management course for both accredited and nonaccredited schools.


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