What question did this study set out to answer?

The study aims to assess the impact of student sales managers on student performance and classroom management in a sales course.

December 8, 2025Journal for Advancement of Marketing EducationOpen Access

Introducing Student Sales Managers Into Experiential Sales Projects: Improving Student Performance and Reducing Classroom Management

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Authors

RRRichard A. Rocco DWD. Joel Whalen

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Implication

Analysis shows student sales managers improve performance and decrease team conflict in undergraduate sales projects, suggesting potential in marketing education.

Key Points

The study aims to assess the impact of student sales managers on student performance and classroom management in a sales course.
Two-group analysis of 72 undergraduate students in a basic sales class.
Comparison between non-SSM and SSM-managed teams during a real-world selling project.
Measures of success included sales dollars and class evaluations.
Significant difference in performance and satisfaction between SSM-managed and non-SSM teams (p < .05).
SSM-managed teams reported lower levels of team conflict compared to the non-SSM teams.

Cite This Study

Rocco et al. (2016) studied this question.

synapsesocial.com/papers/693624ce4fa91c937236ce60 https://doi.org/10.63963/001c.150555

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Implication

Analysis shows student sales managers improve performance and decrease team conflict in undergraduate sales projects, suggesting potential in marketing education.

Introducing Student Sales Managers Into Experiential Sales Projects: Improving Student Performance and Reducing Classroom Management

Discussion

Member takes

Implication

Key Points

Cite This Study

Introducing Student Sales Managers Into Experiential Sales Projects: Improving Student Performance and Reducing Classroom Management

Discussion

Member takes

Implication

Key Points

Cite This Study

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