Selling Technical Sales to Engineering Learners Bumblauskas, Daniel Carberry, Adam Sly, David Sly, David
dc.contributor.department Industrial and Manufacturing Systems Engineering 2018-06-08T15:43:32.000 2020-06-30T04:48:15Z 2020-06-30T04:48:15Z Sun Jan 01 00:00:00 UTC 2017 2017-04-01
dc.description.abstract <p>Sales engineering or technical sales programs bridge engineering and business to educate engineering students in sales specific to their discipline. Students develop business awareness through such programs, providing the sales workforce with technically knowledgeable salespeople. The following study analyzed cohorts of students enrolled in a technical sales for engineers course to assess the changing perceptions and attitudes of engineering students toward technical sales. Students reported statistically significant changes in perceptions regarding interest, need, and rank of current ability toward technical sales and social skills after completing the course. Student perceptions of sales skills being innate and ingrained decreased. Group analysis – enrollment in the sales minor or previous sales experience – revealed expected differences including higher ranked prior ability and initial interest in sales. A separate analysis of 20 technical sales skills at the end of the course was used to highlight the level students perceived they had achieved each skill.</p>
dc.description.comments <p>This article is published as Carberry, Adam R., Daniel P. Bumblauskas, and David P. Sly. "Selling Technical Sales to Engineering Learners." <em>Advances in Engineering Education</em> 6, no. 1 (2017).</p>
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dc.identifier archive/
dc.identifier.articleid 1183
dc.identifier.contextkey 12279782
dc.identifier.s3bucket isulib-bepress-aws-west
dc.identifier.submissionpath imse_pubs/182
dc.language.iso en
dc.source.bitstream archive/|||Fri Jan 14 21:38:28 UTC 2022
dc.subject.disciplines Engineering Education
dc.subject.disciplines Sales and Merchandising
dc.subject.keywords Technical sales education
dc.subject.keywords sales engineering
dc.subject.keywords business awareness
dc.title Selling Technical Sales to Engineering Learners
dc.type article
dc.type.genre article
dspace.entity.type Publication
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relation.isOrgUnitOfPublication 51d8b1a0-5b93-4ee8-990a-a0e04d3501b1
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