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Marketing Education Review Volume 6, 1996 - Issue 3
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Original Articles

Sales Representatives and Sales Professors: A Comparative Analysis of Sales Training Perceptions, Topics and Pedagogy

R. Stephen Parker
,
Charles E. Pettijohn
&
Robert H. Luke
Pages 41-50 | Published online: 09 Oct 2015

Citations (15)

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Read on this site (4)

Lindsay R. Levine, Timothy C. Heinze & Adam Puckett. (2023) Nonverbal Communication And Sales Performance: Do High and Low-Performing Sales Students Gesture in the Same Way?. Marketing Education Review 0:0, pages 1-13.
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Lionel Bobot. (2010) RETRACTED: Teaching Sales and Negotiation with Combining Computer-Based Simulation and Case Discussions. Marketing Education Review 20:2, pages 115-122.
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Can Uslay. (2007) Case Analyses with Extensive Student Involvement: Management versus Consultants Case Method (MCM). Marketing Education Review 17:1, pages 21-27.
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Conor Carroll. (2006) Enhancing Reflective Learning through Role-Plays: The Use of an Effective Sales Presentation Evaluation Form in Student Role-Plays. Marketing Education Review 16:1, pages 9-13.
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Articles from other publishers (11)

Michael Stros, Timothy Heinze, David Říha, Bodo Möslein-Tröppner, Elena Říhová & Lynn L. K. Lim. (2020) Salesperson authenticity and gender-based perceptions: an international study. Journal of Eastern European and Central Asian Research (JEECAR) 7:1, pages 137-149.
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Duleep Delpechitre & David S. Baker. (2017) Cross-Cultural Selling: Examining the Importance of Cultural Intelligence in Sales Education. Journal of Marketing Education 39:2, pages 94-108.
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Laurie A. Babin, Elizabeth K. LaFleur & Tará Burnthorne Lopez. 2015. Proceedings of the 2007 Academy of Marketing Science (AMS) Annual Conference. Proceedings of the 2007 Academy of Marketing Science (AMS) Annual Conference 52 56 .
Terry Loe & Scott Inks. (2014) The Advanced Course in Professional Selling. Journal of Marketing Education 36:2, pages 182-196.
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David Finch, John Nadeau & Norm O’Reilly. (2012) The Future of Marketing Education. Journal of Marketing Education 35:1, pages 54-67.
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Harry A. TauteRobert S. Heiser & David N. McArthur. (2011) The Effect of Nonverbal Signals on Student Role-Play Evaluations. Journal of Marketing Education 33:1, pages 28-40.
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Ian Walker, Yelena Tsarenko, Peter Wagstaff, Irene Powell, Marion Steel & Jan Brace-Govan. (2009) The Development of Competent Marketing Professionals. Journal of Marketing Education 31:3, pages 253-263.
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Elizabeth K. LaFleur, Laurie A. Babin & Tará Burnthorne Lopez. (2009) Assurance of Learning for Principles of Marketing Students. Journal of Marketing Education 31:2, pages 131-141.
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Craig A. KelleyClaudia Bridges. (2016) Introducing Professional and Career Development Skills in the Marketing Curriculum. Journal of Marketing Education 27:3, pages 212-218.
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Bruce L. Stern & L. P. Douglas Tseng. (2016) Do Academics and Practitioners agree on What and How to Teach the Undergraduate Marketing Research Course?. Journal of Marketing Education 24:3, pages 225-232.
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Michael R Luthy. (2000) Preparing the Next Generation of Industrial Sales Representatives. Industrial Marketing Management 29:3, pages 235-242.
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