Sales education beyond the classroom: building participative learning experiences in sales management through the CMGS method (case method with guest speakers)

Ruizalba, Jose, Almenta López, Estefanía and Vallespín, María (2014) Sales education beyond the classroom: building participative learning experiences in sales management through the CMGS method (case method with guest speakers). Journal of Technology and Science Education, 4 (3). pp. 138-154. ISSN 2013-6374

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Abstract

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.

Item Type: Article
Uncontrolled Keywords: Teaching-learning, Informaton and communicaton technologies, Higher educaton, Innovative teaching, Partcipatve learning, Case method, Sales educaton.
Subjects: Management and marketing
Depositing User: Jose Ruiz Alba Robledo
Date Deposited: 11 Mar 2016 08:28
Last Modified: 29 Jul 2016 15:09
URI: http://repository.uwl.ac.uk/id/eprint/1798

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