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SALES EDUCATION BEYOND THE CLASSROOM: BUILDING PARTICIPATIVE LEARNING EXPERIENCES IN SALES MANAGEMENT THROUGH THE CMGS METHOD (CASE METHOD WITH GUEST SPEAKERS)

Journal Name:

  • Journal of Technology and Science Education

Publication Year:

  • 2014
DOI: 
htp://dx.doi.org/10.3926/jotse.125

Key Words:

Author NameUniversity of Author
Abstract (2. Language): 
The overarching goal of working through the CMGS Method (Case Method with Guest Speakers) in Sales Management courses is to provide Business and marketng learners with practcal knowledge about how a sales manager can deal with a wide variety of possible professional scenarios. Even when the case method itself is an excellent way to equip students for their prospectve employment, the potental of this method can be enhanced with innovatve pedagogical tools such as informaton and communicaton technologies. Firstly, eight sales managers were invited to the Sales Management Course as guest speakers. Students were required to prepare for these sessions using informaton and communicaton technologies, gathering informaton about the speaker’s sector and identfying areas of special interest. Each speaker shared their hands-on experience and ofered an overview of their feld in a workshop, while answering the students’ questons. These sessions increased the interacton of students with sales professionals, who presented their insights into a career in sales management. The learning experiences built through these workshops were narrated by the students in the course blog. Secondly, students were asked to present a scientfc paper with the aim of bridging the gap between higher educaton and cutng-edge research. This artcle portrays the reasoning behind the course as well as the diferent steps followed during the process. The course fnished with encouraging results, suggestng the desirability of incorporatng PL (partcipatve learning) experiences into any marketng course.
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