Research Output

The challenge of sales competitions.

  Universities in the United Kingdom do not make provision to deliver sales-ready graduates to the economy. One means of delivering sales education is participation in university sales competitions that bring together commercial sponsors, the higher education establishment and those students who may be interested in embarking upon a sales career.
This paper explores the views of a sample of Edinburgh Napier University undergraduate students who completed a survey, with both multiple choice and open-ended questions, that detailed their experience in taking part in the Russ Berrie Institute (RBI) Sales Challenge competition between 2009-2014 at the Cotsakos Business Faculty of William Paterson University, New Jersey, in the United States.
Ten categories of questions were asked relating to students' sales working experience, sales education, sales jobs, skills and knowledge, their preparation for the sales challenge competition process, observations during the event, post-competition reflection, and overall benefits of taking part in the sales competition process.
The findings suggest that there are multiple benefits to students, business and universities from sales challenge competitions, which deliver an overall win-win-win outcome for all stakeholders.

  • Type:

    Article

  • Publication Status:

    Published

  • Publisher

    International Journal Estate

  • Library of Congress:

    HD28 Management. Industrial Management

  • Dewey Decimal Classification:

    658 General management

Citation

Douglas, T. (2015). The challenge of sales competitions. International Journal of Sales Transformation. 1

Authors

Keywords

Sales challenge; competition; survey; students;

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