Evaluation of Perceptual Changes in an Engineering Sales Program | Zendy

David P. Sly | Zendy; Daniel Bumblauskas | Zendy; Adam Carberry | Zendy

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Evaluation of Perceptual Changes in an Engineering Sales Program

Author(s) -

David P. Sly,

Daniel Bumblauskas,

Adam Carberry

Publication year - 2020

Language(s) - English

Resource type - Conference proceedings

DOI - 10.18260/1-2--19567

Subject(s) - minor (academic) , helpfulness , sales management , marketing , syllabus , perception , engineering education , business , medical education , psychology , engineering , engineering management , mathematics education , medicine , social psychology , neuroscience , political science , law

This study presents preliminary results of how a sales engineering course is impacting industrial engineering students’ perceptions of sales as a skill and a potential profession. The program of a, from established technical sales programs to frame the syllabus for the course. An assessment of students enrolled in the course over a period of three years uncovered statistically significant changes in student perceptions regarding interest, need, and rank of current ability toward technical sales. A separate analysis of 20 technical sales skills at the end of the course also revealed the course to be helpful to very helpful in allowing students to learn the course objectives. This paper will detail those results and seeks to draw conclusions on how the course is impacting student perceptions towards seeking a profession in technical sales.

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