Abstract
Marketing educators are facing increased pressure to create a classroom atmosphere resembling that of the workplace. Sales courses are in particular need of experiential teaching methods which will enable students to determine if they are aptitud-inally and attitudinally suited to careers in professional selling. This paper reports on two attempts to answer this challenge by introduction of an incentive travel contest to undergraduate courses in Sales Management. Theoretical background for such contests, problem areas, method of implementation, and recommendations for improvement are included.
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© 2015 Academy of Marketing Science
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Ascroft, S.A. (2015). Experiential Learning: Travel Contests for Sales Management Courses. In: Malhotra, N. (eds) Proceedings of the 1986 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-11101-8_34
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DOI: https://doi.org/10.1007/978-3-319-11101-8_34
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