Issue 1 Spring

Special Issue Editor’s Review: Crafting the Future of Collegiate Sales Education
Jimmy W. Peltier, University of Wisconsin-Whitewater, & Andrea L. Dixon, Baylor University
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TONS: A Guide to Teaching On-line Sales Courses
Cindy B. Rippe, Tarleton State University

Suri Weisfeld-Spolter, California Polytechnic State University

Shannon Cummins, University of Wisconsin-Whitewater

Barbara Dastoor, Nova Southeastern University
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Teaching and Training Future Sales Professionals How to Negotiate with Real World Experience
Blake E. Nielson, Weber State University

Tim Border, Weber State University
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Using Sales Competition Videos in a Principles of Marketing Class to Improve Interest in a Sales Career
Shannon Cummins, University of Wisconsin-Whitewater

Terry Loe, Kennesaw State University

James W. Peltier, University of Wisconsin-Whitewater
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Learning beyond Negotiation Tactics: The Sales Marketplace
Seung Hwan (Mark) Lee, Ryerson University
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Instructing Students on the Use of Behavioral Assessment in Sales Hiring
William J. Jones, University of South Dakota

Akshaya Vijayalakshmi, University of South Dakota

Jenny Lin, California State University, Monterey Bay
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Analyzing the Impact of a Sales Shadowing Program: Process and Outcomes
Linda G. Mullen, Georgia Southern University

Lindsay R. L. Larson, Georgia Southern University
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Creating Win-Win Collaborations for Students: An Immersive Learning Project for Advanced Sales Courses
Matthew M. Lastner, Louisiana State University

Rebecca Rast, Louisiana State University

James “Mick” Andzulis, Louisiana State University
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Leveraging Partnerships with Local Companies as a Method of Teaching Sales: A Constructivist Approach
Brian Lilly, University of Wisconsin Oshkosh

Sarah M. Stanley, Missouri University of Science & Technology
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Changing Students’ Perceptions of Professional Selling Using an Online Learning Workshop
Nita Paden, Northern Arizona University

Roxanne Stell, Northern Arizona University

Kevin J. Trainor, Northern Arizona University

Sara Mushro, Northern Arizona University
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Introducing Student Sales Managers into Experiential Sales Projects: Improving Student Performance and Reducing Classroom Management
Richard A. Rocco, DePaul University

D. Joel Whalen, DePaul University
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Teaching Sales Students How to Become Adaptive Negotiators: Instructional Methods for the Negotiation Scorecard
David E. Fleming, Indiana State University

Jon M. Hawes, Indiana State University
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An Innovative Approach to Teaching Cultural Intelligence in Personal Selling
David S. Baker, University of Louisiana

Duleep Delpechitre, Illinois State University
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Empathy and Interpersonal Mentalizing in Ethics Education: An Exercise with Graphic Novels
Sarah Fischbach, California Lutheran University

Suzanne L. Conner, Georgia Southwestern State University
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