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Hotel Administration | 2003

“Computer Interactive Sales Role Plays”


Interactive exercises provide students with experience in dividing sales regions into territories and assigning them to their employees to maximize sales. Students will also practice choosing appropriate training options based on their budget and the needs of their employees. Finally, students will have an opportunity to review employee resumes and conduct "virtual" interviews to determine suitable candidates. Failure to choose well results in diminished productivity through the rest of the exercises.


"Out of the Box" Sales Management Tools

Siguaw, Judy A. 2004. "Innovative ideas for the Sales Management Course," Panelist at the Academy of Marketing Science, Vancouver, May.

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