Optimizing the Graduate Sales Management Seminar: Enhancing Presentation Skills and Expanding Knowledge

Abstract

AbstractThe challenge to introduce contemporary and relevant content that is continually expanding into the existing time frame of university classes is a problem faculty confront frequently. The author presents a pedagogical technique that addresses this academic problem while simultaneously developing the executive presentation skills demanded by corporations. The results have enhanced graduate student confidence and skills in sales presentations while expanding knowledge and depth of course content. Finally, the author addresses the expressed needs of students in both traditional and executive MBA classes by minimizing both the students’ and faculty members’ most precious commodity—time.