A Curriculum for Personal Sales Training in an Academic Setting

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Abstract
The purpose of this paper is to provide information useful for setting up a pragmatic workshop or laboratory in personal selling skills. Through this laboratory experience students will better understand the intricacies of a sales position and perhaps feel less frustration as new salespeople. Suitable subject areas in the laboratory are nonverbal communication skills, social interactive working skills, time management, Office management, and skills dealing with computerized information systems and problem solving. References are suggested for specific content areas or techniques.

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