Sales education in Italian universities: state of the art and future directions

Silvio Cardinali ()
Additional contact information
Silvio Cardinali: Università Politecnica Delle Marche

Italian Journal of Marketing, 2024, vol. 2024, issue 1, No 1, 20 pages

Abstract: Abstract During the last 10 years, scholars focused their attention on how sales education has evolved and highlighted the relevant impact of teaching sales-related topics in tertiary education worldwide. However, in the universities, the number of programs, curricula, and courses is limited. This low number of sales programs can impact students’ “work readiness” and not respond to company needs generating a mismatching. This study aimed to understand the state of the art of sales education in the Italian context and to explore the future challenges for universities. The results confirm the low presence of sales-related courses but, at the same time, a relevant part of the selected program presents sales as a job opportunity or a competence. Internal and external challenges are also described and suggestions to better develop sales education programs within Italian universities are provided.

Keywords: Sales education; Higher Education Institutions; Sales transformation; Sales training; Sales management; Personal selling (search for similar items in EconPapers)
Date: 2024
References: View complete reference list from CitEc
Citations:

Downloads: (external link)
http://link.springer.com/10.1007/s43039-024-00090-x Abstract (text/html)
Access to the full text of the articles in this series is restricted.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:ijmark:v:2024:y:2024:i:1:d:10.1007_s43039-024-00090-x

Ordering information: This journal article can be ordered from
https://www.springer.com/journal/43039

DOI: 10.1007/s43039-024-00090-x

Access Statistics for this article

Italian Journal of Marketing is currently edited by Daniele Dalli

More articles in Italian Journal of Marketing from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().