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| Author: | Luthy, M. |
| Title: | Preparing the next generation of industrial sales representatives: advice from senior sales executives |
| Journal: | Industrial Marketing Management
2000 : MAY, VOL. 29:3, p. 235-242 |
| Index terms: | INDUSTRIAL MARKETING BUSINESS SCHOOLS UNDERGRADUATES |
| Language: | eng |
| Abstract: | Business schools are periodically criticized as out-of- touch with the needs of the industrial marketplace. The knowledge base and skill set educators incorporate into their courses and instill in students are sometimes viewed as dated and not in keeping with the practices and needs of the organizations that hire college graduates. Senior sales executives at 400 industrial firms were surveyed on the importance of topics and the structure of the undergraduate personal selling course. |
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