Open AccessSelling the PSS in a School of Business: Relationship Selling In Practice
Author(s) -
David Titus,
Garth Harris,
Rajesh Gulati,
Dennis N. Bristow
Publication year - 2017
Publication title -
international journal of higher education
Language(s) - English
Resource type - Journals
eISSN - 1927-6052
pISSN - 1927-6044
DOI - 10.5430/ijhe.v6n2p182
Subject(s) - curriculum , accreditation , stakeholder , process (computing) , order (exchange) , business , marketing , public relations , medical education , political science , pedagogy , sociology , computer science , finance , medicine , operating system
This paper presents a step-by-step process for the development and implementation of a professional selling specialization program in the marketing curriculum of a school of business at an AACSB accredited state university. The program is presented in detail along with the process followed in order to develop support for the program with three primary stakeholders: faculty, administrators, and regional and national employers. Ongoing program challenges, successes, and growth opportunities are discussed. Program outcomes and stakeholder perceptions are included.