Making a List: Teaching Prospecting in Sales Courses
DOI:
https://doi.org/10.33423/jhetp.v23i17.6535Keywords:
higher education, sales prospecting, sales curriculum, pedagogy, value proposition development, communicationAbstract
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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