Document Type

Article

Publication Date

2023

Publisher

North American Business Press

Source Publication

Journal of Higher Education Theory and Practice

Source ISSN

2158-3595

Original Item ID

DOI: 10.33423/jhetp.v23i17.6535

Abstract

The importance of prospecting cannot be overstated in the sales discipline. The authors introduce an exercise that allows students to develop this skill by identifying and developing a detailed prospecting list with data gleaned from real-world contact information. This project can be executed both stand-alone or as an introduction to a larger-scale sales project. Additionally, this project can be delivered beyond the classroom in a workshop-style format to assist student organizations/clubs achieve their goals (e.g., fundraising, corporate outreach). Empirical results are shared, as well as qualitative student feedback, to demonstrate the exercise’s effectiveness for teaching this vital concept.

Comments

Published version. Journal of Higher Education Theory and Practice, Vol. 23, No. 17 (2023): 74-79. DOI. © 2023 North American Business Press. Used with permission.

Download
Milovic_16195acc.docx (53 kB)
ADA Accessible Version

Included in

Marketing Commons

Share

COinS