Personal selling and sales management in the marketing curriculum: a status report

Article Abstract:

This article reviews the offering of sales and sales management courses over the last few decades. More schools currently offer the sales management course than the sales course, but sales is more frequently required as a part of the marketing major. Larger, public, AACSB accredited schools tend to offer both courses more than smaller, private, nonaccredited schools. Many schools were reportedly dropping these courses in the 1960s and early 1970s, and this study found that the trend has continued overall when considering only the separate courses. An important growing trend is a combined sales/sales management course, and when it is also considered a slight overall increased in courses in the sales and sales management area seems to be the pattern emerging in the 1980s. (Reprinted by permission of the publisher.)

Education, Sales management, Sales, Business education

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Conceptualizing personal selling for international business: a continuum of exchange perspective

Article Abstract:

The last twenty years has seen an extensive broadening of the terms "marketing" and "selling". It is currently fashionable to consider marketing as exchange behavior, and selling to be personal "exchange facilitation" within any context. Justification for such all-encompassing definitions includes the fact that all cultures face certain prerequisites in order to survive: "marketing" and "selling" are means of satisfying them. Such paradigms increase the likelihood that we embrace ethnocentric perspectives and covertly equate various exchange situations which in reality are very different. When discussing selling and marketing, especially in the international arena, we must carefully guard against ethnocentrism and the distortion caused by such homogenizing tendencies. (Reprinted by permission of the publisher.)

Direct marketing, Comparative analysis

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The power of persuasion: lessons in personal selling from the White House

Article Abstract:

Those Presidents who historians agree have been most successful have been able to sell themselves and their programs to many different constituencies. They have recognized that effective leadership requires many of the same skills as effective personal selling. The experiences of those who have worked in the Oval Office underscore some of the simple but often forgotten lessons of personal selling, and this article catalogs some of the most important of these. (Reprinted by permisssion of the publisher.)

Evaluation, Practice, Presidents, Presidents (Government), Public relations, Leadership

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