Critical Success Factors in Teaching Strategic Sales Management: Evidence From Client-Based Classroom and Web-Based Formats

Abstract

The importance of sales management as an interface between a company and its customers is widely recognized. However, the teaching of strategic sales management has not received enough attention in marketing education literature. This study analyzes an experiential client-based method for teaching a strategic sales management course. The authors first discuss experiential and client-based pedagogies in sales learning. Second, the authors describe the course, case method, and two different formats. Third, the authors compare the learning outcomes and identify 5 critical success factors that teachers need to consider. The authors conclude by suggesting to sales educators ways to overcome these challenges.

Notes

¹ PESTEL analysis is a tool to examine external marketing environment. The acronym stands for political, economic, social, technological, environmental, and legal factors that have an effect on the organization in a short or long-run. Five forces analysis is a tool that is based on Porter’s framework of factors affecting the profitability of the industry. It is used to understand the different actors on the market, its dynamics, and the level of competition. SWOT is an acronym for strengths, weaknesses, opportunities, and threats. It is a framework that helps to synthesize earlier analyses and to evaluate the organization’s strengths and weaknesses, opportunities that may open and threats that may be faced.

Additional information

Notes on contributors

Harri Jaskari

Harri Jaskari (M.Sc., University of Vaasa, Finland) Entrepreneur, Jaskari Accounting and Business Consulting, Vaasa, Finland, [email protected]

Minna-Maarit Jaskari

Minna-Maarit Jaskari (D.Sc., University of Vaasa, Finland) University Teacher, Department of Marketing, University of Vaasa, Vaasa, Finland, [email protected]