Perspectives on Selling and Sales Management Education

The nature of successful selling and relevant and effective approaches to sales management has changed dramatically in recent years. As critical elements of a firm's marketing strategy, selling and sales management (and customer relationship management) are receiving significant interest in boardrooms today. In response, it is important that university marketing departments critically reexamine their selling and sales management courses as we move forward into the 21st century. The authors provide perspectives on how the utility of these courses might be maximized in today's business environment.