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Confidence and Enthusiasm in Sales Presentations

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Bibliographic Details
Title: Confidence and Enthusiasm in Sales Presentations
Language: English
Authors: Heiser, Robert S., McArthur, David
Source: Journal of Instructional Pedagogies. Jul 2020 24.
Availability: Academic and Business Research Institute. 147 Medjool Trail, Ponte Vedra, FL 32081. Tel: 904-435-4330; e-mail: editorial.staff@aabri.com; Web site: http://www.aabri.com
Peer Reviewed: Y
Page Count: 18
Publication Date: 2020
Document Type: Journal Articles
Reports - Research
Education Level: Higher Education
Postsecondary Education
Descriptors: Salesmanship, Self Esteem, Marketing, Business Administration Education, College Students, Scores, Role Playing, Competition
ISSN: 2327-5324
Abstract: Confidence and enthusiasm are considered critical to sales performance, as well as job performance and satisfaction. However, the literature has little discussion of how confidence and enthusiasm impact the overall sales process. We examine the National Collegiate Sales Contest (NCSC) scoring system within marketing classes and note that there are significant differences in individual scores on confidence and enthusiasm; these differences separate our sample into three distinct classes of personal sales learners. The paper confirms the importance of confidence and enthusiasm in student role-play presentations and notes the implications for instructors and practitioners in sales training programs.
Abstractor: As Provided
Entry Date: 2020
Accession Number: EJ1263735
Database: ERIC
Description
Abstract:Confidence and enthusiasm are considered critical to sales performance, as well as job performance and satisfaction. However, the literature has little discussion of how confidence and enthusiasm impact the overall sales process. We examine the National Collegiate Sales Contest (NCSC) scoring system within marketing classes and note that there are significant differences in individual scores on confidence and enthusiasm; these differences separate our sample into three distinct classes of personal sales learners. The paper confirms the importance of confidence and enthusiasm in student role-play presentations and notes the implications for instructors and practitioners in sales training programs.
ISSN:2327-5324