Preparing the Next Generation of Sales Professionals Through Social, Experiential, and Immersive Learning Experiences

Abstract

Research indicates active learning strategies are more effective than traditional passive learning strategies, especially when it comes to behavioral skill development. This paper presents a series of active learning assignments that incorporate a mixture of simulated and real-world learning experiences. These experiences are designed not only to enhance students’ understanding of sales and improve their selling skills, but also to begin socializing students to the world of the sales professional.