Special Abstract Section: National Conference in Sales Management

Authors

Sean Dwyer, Louisiana Tech University
James A. Eckert, Western Michigan University
Charles M. Futrell, Texas A&M University
Jon M. Hawes, University of Akron Main Campus
Eli Jones, University of Houston - Main
Karen Norman Kennedy, University of New Orleans
Donald A. McBane, Central Michigan University
C. David Shepherd, Kennesaw State University

Document Type

Article

Publication Date

Fall 2001

Abstract

The article presents a summary descriptions of several teaching techniques discussed at the conference on professional selling and sales management. The following technique includes "Selling and Idea: Extemporaneous Speaking in Sales Education," "Spotlighting: An In-Class Method for Developing Critical Sales Skills," "Panel Sales Exercise," "Exploring and Obscure But Abundant Archive for Case Study in the Field of Sales," "Selling to the Top: Teaching Key Account Selling," "Sales Management As a Writing Intensive Course," "Sell This: A First Role Play".