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Resources For Educators

Resources For Educators

SEF is your information clearinghouse!

This section of our Knowledge Center contains articles, whitepapers and presentations to assist educators at all levels. Whether exploring the idea of starting a sales program or just looking for new ideas, you’ll find something of interest in this section.

Of course, the most important resource SEF offers is our SEF Annual. Within the listing you’ll find data on hundreds of institutions offering sales education. Whether you’re looking to start a program, or find a colleague to exchange ideas with – our SEF Annual is your go to resource.

We suggest you also check out the following additional resources on our site:

Chally & Career Development Program

A priceless resource for both students and professors.

Resources for Everyone

For articles of interest to a wide variety of audiences.

Universities/Colleges

Part of Who We Serve

Sales Research Grants

Past recipient papers, current cfps – part of Elevating Sales

Sales Research Journals

A list of journals compiled by SEF – part of Elevating Sales

Videos & Podcasts

Find Something Interesting Below

Building A University Sales Program

Our most popular whitepaper – SEF outlines suggested structure, curriculum possibilities and research opportunities.

The Birth of a New Independent Discipline

Dena Hale from Stetson University believes it’s time for academia to be proactive and lead the way

Is Your Sales Management Curriculum in Need of Renaissance?

Bryan Hochstein from The University of Alabama covers the state of sales management in academia and practice

Your Professional Sales Program and Recruiting Efforts?

Michele Welliver and Matt Rousu share details on how Susquehanna University’s high school sales competition created value

2023 Key Statistics on Sales Education

Statistics provide insight into opportunities and includes salary information of interest

Is Your Sales Management Curriculum in Need of Renaissance?

Bryan Hochstein from The University of Alabama covers the state of sales management in academia and practice

2023 SEF Annual Survey Interesting Findings

Our 2023 survey of institutions worldwide reveals data on technology usage, student activities and more.

MEDDICC Methodology Presentation

What’s MEDDICC? Our first SEF Sales Educators’ Forum featured Stefanie Boyer and Mike Rodriguez. Learn how to incorporate this methodology into your curriculum.

SEF Technology Survey Findings

From the 2022 SEF Annual survey we share data on the integration of technology

Diversifying the Sales Force

Jane Sojka, SEF Board member, writes about her Women in Sales course at University of Cincinnati

The Value of the High School Sales Competition

Our second SEF Sales Educators’ Forum featured Michelle Welliver and Matthew Rousu from Susquehanna University sharing how they hosted a high school competition

Attracting Students to Professional Sales

Our third SEF Sales Educators’ Forum featured a panel of experienced Sales educators sharing their successful ideas for attracting students – view on SEF YouTube Channel

The Chally Predictive Talent Assessment

Through a partnership between SEF & Chally, a SparkHire Company, we offer students this very unique opportunity to discover the strengths and fit with Sales

Using Chally Presentation from Dimitri Kapelianis

Dimitri Kapelianis, Ph.D. from University of New Mexico shares how he uses the Chally Predictive Talent Assessment.

Using Chally Presentation from Scott Friend

Scott Friend, Ph.D. now at University of Dayton shared how he used the Chally Predictive Talent Assessment at Miami University.

Establishing, Growing and Running a Sales Center

This paper is dated, but provides invaluable information on everything from funding to curriculum

Sales Educators’ Academy Presentations

SEF is a proud sponsor of the Sales Educators’ Academy. Each year’s SEA features keynote speakers, plenary speakers, working sessions and the Ian Speakman Innovations Teaching Award.

We have collected some of the shareable presentations below. Efforts will continue to add presentations approved for sharing by the authors.

To learn more about SEA visit: https://salesedacademy.com/

Salesforce CRM and Trailhead Modules

Semira Amirpour shares her assignment using Trailhead modules for Intro to Sales students

Shareable Design Thinking

Stefanie Boyer’s presentation on using design thinking to enhance technology training in the classroom

Teaching Students the Importance of Being Different

Leff Bonney reviews his research on being and sounding different and includes a class exercise

Integrated Digital Prospecting

James Fyles award winning presentation on this course designed for Advanced Sales students

Enhancing Student Role Play

Andrew Loring shares his structure for enhancing his students role play experience

Pedagogy and Cold Calling

Harvey Markovitz presentation on cold calling includes research outcomes

Cultural Intelligence

Semira Armipour outlines her exercises for helping Intro to Sales students explore Culture and Cultural Intelligence

Getting the Appointment

Thom Coats presents his 5-step process for teaching students how to get the appointment

Helping Students Embrace Chat GPT

Harvey Markovitz presentation on cold calling includes research outcomes

How To Boost Student Engagement

Stefanie Boyer presents ideas educators can use to boost student engagement

Inside Sales Jobs

Thom Coats presents his 5-step process for teaching students how to get the appointment

Elevating The Sales Profession

Your Primary Source For Professional Sales Education Information!

Elevating the Sales Profession Through University Education

salesfoundation@pse.org

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