Sales management has a key role as an interface between a company and customer and is thus one of... more Sales management has a key role as an interface between a company and customer and is thus one of the core topics in marketing education. However, research articles on teaching strategic sales management are few in number and the lack of contemporary methods for teaching sales management has been noted (Michaels & Marshall 2002, Deeter-Schmelz & Kennedy 2011). It has been argued that sales management education in universities is currently too academic and vague, and thus does not prepare students for the rapidly changing world (Orr 2012). Teaching at universities is often claimed to be too theoretical and marketing graduates are underprepared in the area of skills and overprepared in the area of knowledge (Davis et al. 2002). Indeed, there is a need to teach important "how to" skills (Cunningham 1999). Experiential pedagogies have been proposed to enhance practical application skills, deep learning and student engagement (Ardley & Taylor 2010). Furthermore, limited resourc...
The importance of sales management as an interface between a company and its customers is widely ... more 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.
Tämän opinnäytetyön tarkoituksena on, lihan- ja kalanjalostusteollisuuden logistiikkatoimialan ka... more Tämän opinnäytetyön tarkoituksena on, lihan- ja kalanjalostusteollisuuden logistiikkatoimialan kartoituksen avulla, löytää asiakkaiden nykyisiä ja tulevia liiketoiminnan tarpeita, jotta alan kehityssuunnat ja tuoteideoiden oikeellisuus varmistuisi. Työ on tehty toimeksiantona Tuoretie Oy:lle, joka on Atrian, Poutun ja Saarioisen omistama logistiikkapalveluyritys. Tuoretie toimii lähinnä siirtokuljetusten logistiikan palvelujen tarjoajana. Tuoretie on TPL-yritys, joka tarjoaa laajempia logistiikan hallintaan ja kehittämiseen liittyviä palveluja kuin pelkkä kuljetusyritys. Työn teoreettinen viitekehys muodostuu pohjoismaisen TPL-tutkimuksen sekä verkostoajattelun pohjalle. Molemmissa nousee esille vahvasti liikesuhteen integraation merkitys yhteistyölle. Transaktiokustannusten merkitys liikesuhteen rakentamisen pohjalla nousee merkittävään rooliin, yhdessä verkoston strategisen merkityksen kanssa. Työssä noudatetaan konstruktiivista tutkimusotetta. Aineiston perustana ovat haastattelu...
The importance of sales management as an interface between a company and its customers is widely ... more 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.
Sales management has a key role as an interface between a company and customer and is thus one of... more Sales management has a key role as an interface between a company and customer and is thus one of the core topics in marketing education. However, research articles on teaching strategic sales management are few in number and the lack of contemporary methods for teaching sales management has been noted (Michaels & Marshall 2002, Deeter-Schmelz & Kennedy 2011). It has been argued that sales management education in universities is currently too academic and vague, and thus does not prepare students for the rapidly changing world (Orr 2012). Teaching at universities is often claimed to be too theoretical and marketing graduates are underprepared in the area of skills and overprepared in the area of knowledge (Davis et al. 2002). Indeed, there is a need to teach important "how to" skills (Cunningham 1999). Experiential pedagogies have been proposed to enhance practical application skills, deep learning and student engagement (Ardley & Taylor 2010). Furthermore, limited resourc...
The importance of sales management as an interface between a company and its customers is widely ... more 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.
Tämän opinnäytetyön tarkoituksena on, lihan- ja kalanjalostusteollisuuden logistiikkatoimialan ka... more Tämän opinnäytetyön tarkoituksena on, lihan- ja kalanjalostusteollisuuden logistiikkatoimialan kartoituksen avulla, löytää asiakkaiden nykyisiä ja tulevia liiketoiminnan tarpeita, jotta alan kehityssuunnat ja tuoteideoiden oikeellisuus varmistuisi. Työ on tehty toimeksiantona Tuoretie Oy:lle, joka on Atrian, Poutun ja Saarioisen omistama logistiikkapalveluyritys. Tuoretie toimii lähinnä siirtokuljetusten logistiikan palvelujen tarjoajana. Tuoretie on TPL-yritys, joka tarjoaa laajempia logistiikan hallintaan ja kehittämiseen liittyviä palveluja kuin pelkkä kuljetusyritys. Työn teoreettinen viitekehys muodostuu pohjoismaisen TPL-tutkimuksen sekä verkostoajattelun pohjalle. Molemmissa nousee esille vahvasti liikesuhteen integraation merkitys yhteistyölle. Transaktiokustannusten merkitys liikesuhteen rakentamisen pohjalla nousee merkittävään rooliin, yhdessä verkoston strategisen merkityksen kanssa. Työssä noudatetaan konstruktiivista tutkimusotetta. Aineiston perustana ovat haastattelu...
The importance of sales management as an interface between a company and its customers is widely ... more 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.
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