References
- Alvarez, C. M., Taylor, K. A., & Rauseo, N. A. (2015). Creating thoughtful salespeople: Experiential learning to improve critical thinking skills in traditional and online sales education. Marketing Education Review, 25(3), 233–243. doi:https://doi.org/10.1080/10528008.2015.1044859
- Bandura, A. (1997). Self efficacy: The exercise of control. New York, NY: Freeman.
- Business Education (online publication). More Universities Need to Teach Sales (title). by. Cespedes, Frank V, and Weinfurter, Daniel). April 26, 2016. https://hbr.org/2016/04/more-universities-need-to-teach-sales
- Cummins, S., & Johnson, J. S. (2021). The impact of live cases on student skill development in marketing courses. Journal of Marketing Education. doi:https://doi.org/10.1177/02734753211034553.
- Cummins, S., Nielson, B., Peltier, J. W., & Deeter-Schmelz, D. (2020). A critical review of the literature for sales educators 2.0. Journal of Marketing Education, 42(3), 198–216. doi:https://doi.org/10.1177/0273475320941917
- Cummins, S., & Peltier, J. W. (2021). Understanding students’ decision-making process when considering a sales career: A comparison of models pre-and post-exposure to sales professionals in the classroom. Journal of Personal Selling & Sales Management, 41(1), 1–16. doi:https://doi.org/10.1080/08853134.2020.1811112
- Deb, S. (2014). Objection handling: For medical representatives. Bloomington: Partridge India Publishing.
- Gavin, R., Harrison, L., Plotkin, C. L., Spillecke, D., & Stanley, J. (2020, April 30). The B2B digital inflection point: How sales have changed during COVID-19. Retrieved from https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/the-b2b-digital-inflection-point-how-sales-have-changed-during-covid-19
- Hunt, S., Deitz, G., & Hansen, J. (2022). Professional selling (1st ed.). New York, NY: McGraw Hill.
- Inks, S. A., & Avila, R. A. (2008). Preparing the next generation of sales professionals through social, experiential, and immersive learning experiences. Journal for Advancement of Marketing Education, 13(4), 47–55.
- Jenny, C. (2007). Recognizing and responding to medical neglect. Pediatrics, 120(6), 1385–1389. doi:https://doi.org/10.1542/peds.2007-2903
- Jolles, R. (2019, January 24). Four steps in objection handling training. American Marketing Association. Retrieved from https://www.amanet.org/articles/i-object-four-steps-to-handling-objections/
- Liddle, K. (2009). Despite our differences: Coming out in conservative classrooms. Feminism & Psychology, 19(2), 190–193. doi:https://doi.org/10.1177/0959353509102196
- Merriam-Webster. (2021). “Objection”. Retrieved from https://www.merriam-webster.com/dictionary/objection
- Neeley, C. R., & Cherry, K. S. (2010). Zero to 60 in one semester: Using an applied advanced selling project to build a professional sales program. Marketing Education Review, 20(2), 123–130. doi:https://doi.org/10.2753/MER1052-8008200203
- Ozogul, G., & Sullivan, H. (2009). Student performance and attitudes under formative evaluation by teacher, self and peer evaluators. Educational Technology Research and Development, 57(3), 393–410. doi:https://doi.org/10.1007/s11423-007-9052-7
- Peltier, J. W., Cummins, S., Pomirleanu, N., Cross, J., & Simon, R. (2014). A parsimonious instrument for predicting students’ intent to pursue a sales career: Scale development and validation. Journal of Marketing Education, 36(1), 62–74. doi:https://doi.org/10.1177/0273475313520443
- Rhodes, T. (2009). Assessing outcomes and improving achievement: Tips and tools for using the Rubrics. Washington, DC: Association of American Colleges and Universities.
- Rippé, C. B., Weisfeld-Spolter, S., Cummins, S., & Dastoor, B. (2016). TONS: A guide to teaching on-line sales courses. Journal for Advancement of Marketing Education, 24( Special Issue on Sales Education), 1.
- Sadler, D. (1989). Formative assessment and the design of instructional systems. Instructional Science, 18(2), 119–144. doi:https://doi.org/10.1007/BF00117714
- Schlee, R. P., & Harich, K. R. (2010). Knowledge and skill requirements for marketing jobs in the 21st century. Journal of Marketing Education, 32(3), 341–352. doi:https://doi.org/10.1177/0273475310380881
- Schunk, D. (2001). Social cognitive theory and self-regulated learning. In B. Zimmerman & D. Schunk (Eds.), Self-regulated learning and academic achievement: Theoretical perspectives(pp. 125–151). Mahwah, NJ: Lawrence Erlbaum.
- Sojka, J. Z., & Fish, M. S. (2008). Brief in-class role plays: An experiential teaching tool targeted to generation Y students. Marketing Education Review, 18(1), 25–31.
- Topping, K. (1998). Peer assessment between students in colleges and universities. Review of Educational Research, 68(3), 249–276.
- Whately, E. J. (1875). How to answer objections to revealed religion. London: Religious Tract Society.
- Winne, P. (2004). Students’ calibration of knowledge and learning processes: Implications for designing powerful software learning environments. International Journal of Educational Research, 41(6), 466–488. doi:https://doi.org/10.1016/j.ijer.2005.08.012
- Zoltners, A. A., Sinha, P. K., Lorimer, S. E., Lennon, T., & Alexander, E. (2020, May 28). Why women are the future of B2B sales. Harvard Business Review. Retrieved from https://hbr.org/2020/05/why-women-are-the-future-of-b2b-sales