The Journal of Marketing Education is publishing a special issue on Sales Education and
Training in August 2014. In this article, we review the sales education literature from four …

We develop an AI and AI-human-based model for salesforce hiring using recordings of
conversational video interviews that involve two-sided, back-and-forth interactions with …

Teaching methods that have been considered “tried and true” are no longer working with
today's active learners. Instructors of marketing, or indeed any field, must heed the call for …

Salesperson hiring decisions are critical for firms, and managers typically accept one of two
viewpoints regarding optimal hiring strategies. The first asserts that prior sales experience …

Cross-cultural selling has become an important factor in sales education. In the current
competitive business graduate market, students who enter the workforce in frontline …

In developing on-going customer relationships required in a global business world, twenty-
first-century businesses are demanding greater numbers of well-trained, entry-level sales …

This article describes an innovative strategic tools course designed to enhance the problem-
solving skills of marketing majors. The course serves as a means of preparing students to …

Research suggests educational styles and content must be adapted if we are to effectively
educate Gen Y: the largest population of business education students in American history …

In an application of experiential learning, assessment, and career development, this article
reports a field experiment of teaching sales students adaptive selling skills via an …

The purpose of this research is to investigate the image of salespeople and of the selling
function as perceived by business students across cultures. Of the several empirical …