Preparing Performance Reports for Upper Management: A Skills Building Project for Sales Management Students

Authors

  • Joseph D. Chapman Ball State University
  • Jessica G. Zeiss Ball State University
  • Russell G. Wahlers Ball State University

DOI:

https://doi.org/10.33423/ajm.v20i5.3866

Keywords:

Sales Management Education, experiential learning, MARS Sales Management Simulation, student group projects, Management

Abstract

This paper presents an in-depth assignment used in sales management courses to help students develop the skills needed to prepare a formal performance report for upper management. Students are divided into district management teams and are required to prepare a company performance report for four years of their company’s performance. The author provides the detailed guidelines which are given to the students to aid them in the development of the performance report. Example tables for the report, the grading process, and other information for the project are also included.

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Published

2020-12-30

How to Cite

Chapman, J. D., Zeiss, J. G., & Wahlers, R. G. (2020). Preparing Performance Reports for Upper Management: A Skills Building Project for Sales Management Students. American Journal of Management, 20(5). https://doi.org/10.33423/ajm.v20i5.3866

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Section

Articles