Selling Today: Partnering to Create Value, 14/e

College and University Courses

The fourth source of sales training is personal-selling courses offered by colleges and universities throughout the United States (see Table 1.3). A large majority of the nation’s community colleges and undergraduate business schools offer this course, and it is attracting more interest among business majors. Sales training has become an important part of the MBA curriculum at several elite universities as well.61 Although there is no formulaic answer that can be applicable to all selling situations,62 these courses provide students with a repertoire of skills that help them become more effective. Some two- and four-year colleges have developed extensive educational programs for students interested in a sales career. ...