TITLE

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

AUTHOR(S)
Kellerman, Bert J.; Hekmat, Firooz
PUB. DATE
September 1989
SOURCE
Journal of Personal Selling & Sales Management;Fall89, Vol. 9 Issue 3, p35
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
6654152

 

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