Evaluation of perceptual changes in an engineering sales program

David Paul Sly, Daniel P. Bumblauskas, Adam Carberry

    Research output: Chapter in Book/Report/Conference proceedingConference contribution

    1 Scopus citations

    Abstract

    This study presents preliminary results of how a sales engineering course is impacting industrial engineering students' perceptions of sales as a skill and a potential profession. The program of a, from established technical sales programs to frame the syllabus for the course. An assessment of students enrolled in the course over a period of three years uncovered statistically significant changes in student perceptions regarding interest, need, and rank of current ability toward technical sales. A separate analysis of 20 technical sales skills at the end of the course also revealed the course to be helpful to very helpful in allowing students to learn the course objectives. This paper will detail those results and seeks to draw conclusions on how the course is impacting student perceptions towards seeking a profession in technical sales.

    Original languageEnglish (US)
    Title of host publicationASEE Annual Conference and Exposition, Conference Proceedings
    Publication statusPublished - 2013
    Event120th ASEE Annual Conference and Exposition - Atlanta, GA, United States
    Duration: Jun 23 2013Jun 26 2013

    Other

    Other120th ASEE Annual Conference and Exposition
    CountryUnited States
    CityAtlanta, GA
    Period6/23/136/26/13

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    ASJC Scopus subject areas

    • Engineering(all)

    Cite this

    Sly, D. P., Bumblauskas, D. P., & Carberry, A. (2013). Evaluation of perceptual changes in an engineering sales program. In ASEE Annual Conference and Exposition, Conference Proceedings