More than any other area of business, expertise in personal selling and sales management can best be seen through applied learning styles. Many universities are now offering sale concentration in marketing or even MBA degrees. However, many students still feel instructors' teaching methods are outdated. Instructors use many different techniques…

In an ever changing global economy, higher education experiences accountability issues in educating the workforce. Graduates require the knowledge and skills necessary to succeed in the global workplace. For graduates to have the opportunity to attain this understanding and expertise, it is critical to identify what influences curriculum…

Electronic reverse auctions are increasingly being used by firms to improve firm financial and operational performance. The described teaching innovation serves as a model for introducing electronic reverse auctions as a central element in a comprehensive negotiation exercise involving sales management and purchasing management students. Results…

The mission of Fashion, Textiles and Design Education is to prepare students for family and community life and careers in the fashion industry by creating opportunities to develop the knowledge, skills, attitudes and behaviors needed to: (1) Examine skills needed to effectively manage clothing decisions; (2) Evaluate the use, care and production…

Responses from 38 of 184 retailing graduates, 24 of 111 recruiters in the apparel field, 58 of 200 retail merchandising educators, and 45 of 47 current students found that differences in their ratings of the importance of 53 competencies for entry workers centered on three factors: merchandising, leadership, and monitoring. (SK)

Intended for instructors in occupational education programs, this catalog identifies instructional materials found to be successful for teaching specific occupational competencies identified in the Instructional Support System for Occupational Education (ISSOE) in the area of distributive education. Contents include 7 materials reporting forms for…

The Convenience Store Workplace Literacy Curriculum was developed for English-as-a-Second-Language classes offered by the Southland Corporation, 7-Eleven stores, through a national workplace literacy grant. It is based on an analysis of the tasks and interactions common to a convenience store worksite. Store employees, managers, field consultants,…

The purpose of the project was to develop a polysensory multi-media programed instruction presentation which could teach non-college-bound youth competencies necessary for entry level employment in the general merchandise retail field. Instructional systems concepts were used in preparing for field testing nine sub-systems of instruction in…

Using both qualitative and quantitative methods, this study explores whether perceptions of critical hiring criteria for entry-level sales positions differ across sales managers and sales representatives. This research also examines which classroom activities and skills these individuals perceive to be most important for strengthening the desired…

Discusses philosophical connections between traditional librarianship and the nontraditional online professional and describes similar and different skills used in the two professions (sales/motivational skills, investigative reference skills, needs assessment, ability to handle details). Factors to consider in choosing an online-industry job and…

Three on-the-job sales training programs conducted by retail stores are described. (JOW)

A project was conducted to prepare a catalog of duties and tasks, performance objectives and guides, and instructional materials that would enable schools to develop instructional programs designed to prepare persons to enter the career of auctioneering. An occupational survey of auctioneers was conducted; a writing team of auctioneers prepared…

A project was conducted to validate program standards and performance standards for four postsecondary occupational areas--fashion merchandising, fashion design, apparel, and window treatment services. Returns from 117 questionnaires from postsecondary institutions in fifty states were used to develop program standards statements and to provide…

The United States Training and Employment Service General Aptitude Test Battery (GATB), first published in 1947, has been included in a continuing program of research to validate the tests against success in many different occupations. The GATB consists of 12 tests which measure nine aptitudes: General Learning Ability; Verbal Aptitude; Numerical…

The United States Training and Employment Service General Aptitude Test Battery (GATB), first published in 1947, has been included in a continuing program of research to validate the tests against success in many different occupations. The GATB consists of 12 tests which measure nine aptitudes: General Learning Ability; Verbal Aptitude; Numerical…