Personal Selling and Sales Management in the Marketing Curriculum: A Status Report |
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| Authors: | Bert J Kellerman Firooz Hekmat |
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| Institution: | 1. Bert J. Kellerman is Professor and Chairperson of the Department of Marketing at Southeast Missouri State University. He received a Master of Science in Business from Southern Illinois University at Carbondale and his Ph.D. in Business Administration from the University of Missouri-Columbia. His work has been published in the Journal of Marketing, Journal of Advertising, Home Economics Research Journal, Journal of Midwest Marketing, Marketing News, and in the Proceedings of many professional business associations. His current research interests are in the areas of marketing education, advertising, and consumer behavior.;2. Firooz Hekmat is Associate Professor of Marketing in the College of Business Administration at Southeast Missouri State University. He holds an MBA from Southern Illinois University at Edwardsville and a Ph.D. from St. Louis University. His current research interests include measurement issues in marketing research, marketing education, and cross-cultural consumer behavior. His research has been published in the Journal of Advertising, Journal of Data Collection, Journal of Midwest Marketing, Journal of Marketing for Higher Education, and in several proceedings of professional business conferences. In addition, Dr. Hekmat has also been a marketing research consultant to a variety of small and large business organizations. |
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| Abstract: | This article reviews the offering of sales and sales management courses over the last few decades. More schools currently offer the sales management course than the sales course, but sales is more frequently required as a part of the marketing major. Larger, public, AACSB accredited schools tend to offer both courses more than smaller, private, nonaccredited schools. Many schools were reportedly dropping these courses in the 1960s and early 1970s, and this study found that the trend has continued overall when considering only the separate courses. An important growing trend is a combined sales/sales management course, and when it is also considered a slight overall increase in courses in the sales and sales management area seems to be the pattern emerging in the 1980s. |
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