Making a List: Teaching Prospecting in Sales Courses

Authors

  • Moumita Das Gyomlai Ohio University
  • Alex Milovic Marquette University
  • Rebecca Dingus Ohio University

DOI:

https://doi.org/10.33423/jhetp.v23i17.6535

Keywords:

higher education, sales prospecting, sales curriculum, pedagogy, value proposition development, communication

Abstract

The importance of prospecting cannot be overstated in the sales discipline. The authors introduce an exercise that allows students to develop this skill by identifying and developing a detailed prospecting list with data gleaned from real-world contact information. This project can be executed both stand-alone or as an introduction to a larger-scale sales project. Additionally, this project can be delivered beyond the classroom in a workshop-style format to assist student organizations/clubs achieve their goals (e.g., fundraising, corporate outreach). Empirical results are shared, as well as qualitative student feedback, to demonstrate the exercise’s effectiveness for teaching this vital concept.

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Published

2023-11-14

How to Cite

Gyomlai, M. D., Milovic, A., & Dingus, R. (2023). Making a List: Teaching Prospecting in Sales Courses. Journal of Higher Education Theory and Practice, 23(17). https://doi.org/10.33423/jhetp.v23i17.6535

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Section

Articles