Critical Success Factors in Teaching Strategic Sales Management: Evidence From Client Based Classroom and Web Based Formats
The importance of sales management as an interface between a company and its customers is widely recognized. However, the teaching of strategic sales management has not received enough attention in marketing education literature. This study analyzes an experiential client based method for teaching a strategic sales management course. The authors first discuss experiential and client based pedagogies in sales learning. Second, the authors describe the course, case method, and two different formats. Third, the authors compare the learning outcomes and identify 5 critical success factors that teachers need to consider. The authors conclude by suggesting to sales educators ways to overcome these challenges.