Experiential projects bring students closer to real-world situations. This is valuable in sales education because the complexities of the sales process are difficult to learn from a textbook. A student project was developed that involved the selling of advertising space in a one-time newspaper insert. The project included a substantial minimum…

Camps can play an integral part in raising a child. The American Camping Association (ACA) has developed key messages that correspond to developmental needs of children. To portray a professional image of camp, promotional materials should incorporate these key messages, the benefits of ACA accreditation, and the same language as child development…

Enumerates information that advertising sales people for school newspapers should have before they call on potential customers. Includes ideas on what to know about a number of items, including the publication, readers and nonreaders, advertising, sales opportunities, prospects, prospects' problems, shopping factors, and stores' images. (TJ)

Describes a five-step process for using research techniques of the nation's best newspapers to transform high school students into a professional sales staff. (RS)

Suggestions for producing a successful exhibit booth include the following: the effectiveness of an exhibit depends on the effectiveness of the people staffing it; avoid games and unrelated giveaway items; demonstrate product in the booth; give special attention to existing customers; and make literature available only from the booth personnel.…

Methods for establishing an advertising budget are reviewed. They include methods based on percentage of sales or profits, unit of sales, and objective and task. Also discussed are ways to allocate a promotional budget. The most common breakdowns are: departmental budgets, total budget, calendar periods, media, and sales area. (JMD)

Prompted by the fact that personal sales is an area of human communication that has received little attention from communication scholars, this paper integrates previous sales research relevant to communication inquiry into a foundation for future research. The first section of the paper discusses the importance of personal sales, while the second…

One approach to teaching a college-level retail advertising course emphasizes the use of newspapers and shopping guides. The course objectives are (1) to acquaint students with practices and problems of retailing, with particular emphasis on promotion and advertising; (2) to acquaint them with ways local advertising media meet promotional and…

The 1972 Cable Television Marketing Workshop reviewed in depth a wide variety of marketing and public relations techniques as they pertain to cable television. The workshop was attended by representatives of commercial television systems throughout the United States; it was intended to disseminate the sales and marketing experience of those…

This document contains teacher materials for a 4-unit, 1-year marketing education course in advertising and sales promotion offered in grades 11 and 12 in North Carolina. The preface contains a rationale for the development of the course, a course description, course objectives, a list of the instructional units of the course, and a list of the…

A study examined the changes in advertising agency personnel perceptions of media sales representatives in light of the developments in advertising and the mass media that occurred from 1950 to 1986. Data were collected from four previously conducted and published surveys, as well as a 1986 survey. The findings revealed that advertising agency…

Suggests that an emphasis on erotic images in women's magazines and on images of adventure, risk, and recreation in youth magazines tailored cigarette ads to the implicit and explicit desires of consumers, allaying their fears about the health effects of smoking. (MM)

This module on owning and operating an apparel store is one of 36 in a series on entrepreneurship. The introduction tells the student what topics will be covered and suggests other modules to read in related occupations. Each unit includes student goals, a case study, and a discussion of the unit subject matter. Learning activities are divided…

This guide was developed to provide specific, practical advice to teachers who are involved in operating a school store as an adjunct to the marketing/distributive education curriculum. The handbook format integrates school store operations with classroom learning activities and the Michigan Marketing and Distributive Education Core Curriculum.…

This publication is a resource to help independent schools attract more familites to their institutions and to increase the voluntary support by the larger community surrounding the school. The first chapter attempts to dispel misconceptions, define pertinent marketing terms, and relate their importance to independent schools. The rest of the book…